HSBC Group

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We are currently seeking an experienced professional to join the Global Payments Solutions (GPS) team. This is a team lead role for leading GPS Sales Team for Corporate & Institutional Banking (CIB)

Job Introduction

·       This is a team lead role for leading GPS Sales Team for CIB based out of Mumbai

·       To maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative GPS solutions to a defined portfolio of clients thus maximizing commercial profitability and penetration of relationship. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group.

·       To be recognized as a senior GPS specialist with an ability to display competent knowledge of relevant products and services with the jobholder’s area of responsibility.

·       To act as a lead sales representative on opportunities with key clients and/or deals

·       Consistently role model the Sales competencies; providing guidance and coaching to other sales managers and team members where necessary.

·       To achieve income for the Group through new business origination, building and maintaining relationships with new and existing clients in order to identify and provide innovative cash management solutions across sector’s and Corporate banking.

·       Responsible for pricing, reviewing and negotiating the full range of cash management services for the CMB clients (Corporate segment), together with effecting any cost reduction initiatives required by the HSBC Group. The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a portfolio within the CMB segment.

Principal Responsibilities

·       Manage client portfolio in order to maintain existing and generate new income for the business

·       Undertake sector/portfolio/client planning and client monitoring/contact

·       Maintain close liaison with key stakeholders so as to provide input into the strategic direction of the business, the functionality and launch of new products and services.

·       Actively contribute to the GPS pipeline and keeping it accurate and up-to-date

·       To remain up-to-date with product knowledge etc through attendance at presentations, training, reviewing intranet/internet etc.

·       Generate referrals through effective collaboration for other Global Businesses, e.g. Private Banking, IWPB, as appropriate.

·       Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements.

·       Execute a robust sales plan to target key customers including effective closure of pipeline deals to capture revenue

·       Build and maintain close relationships with clients. Act on feedback from market surveys, client engagement programmes etc.

·       Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation

·       Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives through consultative selling, design and implement workable, innovative solutions for customer’s individual needs plus generate and receive quality referrals for/from other parts of the Group.

·       Where appropriate undertake professional presentations etc to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks.

·       Maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events.

• Minimum Graduation or as required for the role, whichever is higher

   

• Min 10 years experience in Transaction Banking

   

• Demonstrated capability to structure complex onshore and outbound GPS solutions

• Demonstrated ability to manage/acquire local corporates

• Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required. 

Useful Link

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India