HSBC Group

Location: London / Dubai

Context:
HSBC is the largest trade and receivable finance organisation in the world, offering a comprehensive range of traditional and structured trade solutions. The GTS vision is to ‘connect the world through trade’ by bringing the future of trade to our clients. Within the wider GTS business, our Energy & Materials (E&M) Industry sales network will support the bespoke trade needs of clients in various commodity related sectors. The Industry Leader will have a multi-year track record in structuring large complex deals, payables, receivables, including highly complex trade loan structures using risk mitigation instruments. They will develop the sector strategy for trade finance to deliver sustainable revenue and asset growth, profitability and enhanced competitive advantage in the sector. The job holder will drive thought leadership and industry knowledge across the HSBC network. They will build new and deepen existing E&M client relationships, while ensuring fair outcome for our customers. 

The role holder will drive collaboration with internal and external stakeholders to share expertise and strategic guidance on the sector, while strengthening our client relationships and shaping our market expertise on trade finance in this sector. 

The role will have dual reporting lines, entity-wise to the GTS Region Head and functionally to the Global Head of Industry Groups & Partnerships, GTS.

Principal Accountabilities

Sector Expertise/ Impact on the business

Structuring expertise

• Thorough knowledge of structured trade products including receivables, payables financing, structured trade loans and SBLCs/ Guarantees
• Ability to assess risk dynamics of clients and deals and build adequate risk mitigants to enable a sustainable and risk acceptable structure for the bank and the client
• Thorough understanding of regulatory framework and expertise in implementing multi-geography, multi-product deals
• Contribute to build out of next gen trade financing solutions to improve sector penetration and key wins to improve our sector revenues and returns
• Leverage trade expertise to provide solutions for replication opportunities across global GTS sites and develop a robust escalation framework to unblock deals
• In depth knowledge and experience in Trade Asset Distribution from large scale deal origination and sell down

Sector expertise

• Maintain in-depth knowledge of global commodity trends, supply chains, regulatory environments and working capital needs
• Understand current economic trends and impact on HSBC to identify key levers to capitalise on opportunities or minimise downside exposure
• Drive industry leading best practices across the GTS and Bank network through partnership with internal teams as well as external industry experts, to generate insights and solutions
• Upskill sales force to drive strategic client conversations via regular teach in sessions, improving client understanding  
• Represent the bank at industry events, trade forums and sector-focused client round tables
• Maintain strong awareness of competitor, economic, political, and regulatory environments impacting the business
• Maintain and enhance Company and Group image through establishing and maintaining a strong customer calling program and organising and participating in industry conferences/speaking engagements.

Industry Growth

• Define, own, and execute trade finance growth strategy for the E&M Industry in alignment with the GTS strategy and in collaboration with GTS regional and country leadership
• Identify and lead along with the GTS industry sales team a portfolio of E&M clients across the eco-system
• Direct resources to achieve sector specific targets and long-term growth in line with the GTS strategic plan whilst maximizing the contribution of E&M Industry Group clients to the GTS portfolio
• Drive sustainable revenue growth through relationship building/client strategic plans/pipeline management for both existing and new customers, and deepen penetration of customer wallet
• Work with the portfolio management and distribution teams to deliver suitable distribution strategy for the E&M Industry client portfolio considering GTS strategic objectives and return requirements and drive balance sheet velocity
• Shape sector-specific solutions that align with the clients’ evolving working capital and trade finance needs
• Build a culture of sales excellence, lead origination, structuring, and negotiation of large and complex trade finance transactions across the gamut of core and structured trade solution.
• Ensure full compliance with evolving regulatory requirements and that reputational risk impact is mitigated/ minimized for GTS

Customers / Stakeholders 

• Build and maintain strategic relationships with C-suite, Treasurer, Chief Procurement Officer, and other decision makers across key E&M Industry Group clients; position HSBC as the trusted advisor for working capital and trade finance needs 
• Drive revenue growth to maximize commercial profitability and relationship depth and bank returns
• Lead the development and execution of a client-centric culture that delivers superior support to E&M Industry clients across the range of GTS products and solutions
• Facilitate and ensure effective alignment and champion collaboration with CIB and Cross-Product teams as well as key HSBC global and regional stakeholders within and outside GTS
• Work alongside our Product Risk and TRM counterparts
• Ensure timely distribution of relevant industry groups insights, case studies, and content to stakeholders, enhancing decision making and engagement
• Ensure strong relationships with key external stakeholders and industry bodies

Leadership & Teamwork

• Develop and lead a team of high-performance, specialised sales team focused on the E&M Industry Group
• Develop and maintain an environment of consistent performance measurement, training and development, career management and succession planning fostering a culture where exceptional talent is built and consistently thrives
• Lead and encourage constructive global teamwork by demonstrating collaboration and matrix navigation in action 
• Champion the provision of knowledge, training, tools, content, and insights to build a “best in class” team and engage E&M clients effectively
• Promote colleague well-being and a diverse and inclusive culture where every individual can speak-up and bring their entire selves to work
• Live the HSBC values

Knowledge & Experience / Qualifications

• Extensive knowledge of GTS business, offerings, regulatory environment, and market dynamics
• Multi-year track record in structuring large complex deals, payables, receivables, including highly complex trade loan structures using risk mitigation instruments
• In depth knowledge and experience in Trade Asset Distribution from large scale deal origination and sell down
• Comprehensive knowledge of macro trends and E&M industry groups dynamics in a continuously evolving external environment
• Suitable corporate/wholesale banking experience with a solid sales and leadership experience with E&M clients
• Experience of creating, leading and motivating a team
• Experience of working within a matrixed environment preferred, including reporting internationally
• Excellent communication and inter-personal skills, with experience of dealing with executives at all levels
• Proven ability in identifying and meeting customer needs through matching a broad range of products and services and having delivered creative and flexible customer solutions
• Strategic vision of the business and proven track record in performance execution 
• Ability to gather, analyse and interpret comprehensive information and/or customer requirements to provide solutions that are commercially viable and sustainable  
• Credit assessment skills, particularly regarding more complex and structured facilities with an international dimension  
• Flexibility and allowance for business travel
• Excellent time management, planning, and organisation skills
• Broad based knowledge of HSBC Group companies and product ranges