HSBC Group

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Job Introduction

Corporate Sales is part of HSBC Global Banking and Markets, is responsible for serving corporate clients. As part of Corporate Sales, sales will primarily service the group’s Strategic & Focus clients, addressing their needs through the provision of client relevant products, solutions and deep market insight. This role requires strong client experience in order to develop long lasting trusted relationships whilst improving product penetration and wallet share. 

An understanding of the Corporate Sales business, MSS products and clients is therefore essential in this role. Also essential is a deep knowledge of the products that Strategic and Focus clients typically trade; the role holder should therefore be familiar with, foreign exchange instruments and interest rate derivatives.

The primary objective of the role is to manage and develop the revenue and profitability of allocated client portfolios whilst delivering excellent service to address client needs. A constant drive to improve the cost of service delivery will also be a key focus of the role and will require championing key initiatives, such as servicing more transactional needs via e-capability.

Responsibilities of the role holder 

• Identify sales opportunities that address specific needs for our clients and managing from identification to point of sale and through post trade process
• Service a portfolio of Strategic and/or Focus clients, including Transactional clients where required
• Manage and develop relationships with transactional clients, including those serviced over e-platforms for flow based business.
• Provide day to day sales coverage using the full suite of Corporate Sales offerings and support team members to do the same
• Deliver services and solutions that meet client needs and where  necessary leverage the bank’s depth of product expertise and Thought Leadership
• Develop trusted relationships with clients to drive revenue growth and greater product penetration
• Collaborate with other internal stakeholders, including  Relationship Managers, Global Liquidity & Cash Management (GLCM), and Global Trade and Receivables Finance (GTRF) , to service client needs  and improve share of wallet
• Drive efficiency and profitability  by championing adoption and use of relevant service offerings to meet client needs, for example migrating transactional business to the self-service e-capability, coordinating with CRS for more complex balance sheet structuring solutions, or identifying further opportunities for the offshore capability to support Corporate Sales
• Manage changes to processes as technology platforms evolve
• Work with Corporate Sales team to ensure all activities for their set of Strategic and Focus clients are executed in line with their agreed principles
• Work through Corporate Sales for ensuring all Global Service Centre outsourced activities are executed in line with the agreed SLA’s and requirements for servicing clients
• Identify and originate cross-sell opportunities (cross-border, Corporate Sales /CRS, and cross-selling the Bank)
• Where appropriate and responsibility has been assigned, act as global Sales Captain for specified clients
• Grow deep and broad customer relationships to enhance the HSBC franchise and generate value added business
• Build and maintain business relationships with clients in assigned area of responsibility

Impact on the Business/Function

• Provide Corporate Sales services and capabilities and ensure seamless support for external clients and internal Sales teams
• Management of the transaction flow from order through to execution in conjunction with the relevant trading team. 
• Ownership of the growth of revenue for clients in the Strategic and Focus service tier
• Identification and development of new client relationships
• Identifies new leads in assigned area and is responsible for developing and tracking a business plan to expand existing client relationships
• Develops knowledge of client needs and requirements; coordinates efforts to service client organisations
• Ensure effective communication and understanding of the strategic transformation/agenda across key stakeholder groups at a global, regional and country level
• Support the growth of the execution capability of the business to ensure delivery of initiatives, with a particular focus on migration of flow transactions to E-platforms
• Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect the customers and the Bank.
• Senior escalation point for client concerns
• Drive desk analyst activity (where applicable) to deliver the most targeted and relevant material for clients
• Makes sales calls and meets with clients to review outlook for assigned market/sectors
• Cross sell products within the relevant Asset Class, or within GBM more broadly
• Proactively participates in the marketing of assigned product team services
• Proactively participates with other salespersons and traders who service accounts
• Maintain complete records of client orders and execution
• Key driver in delivering trade ideas and relevant and targeted HSBC content to clients

Customers/Stakeholders

• Accountable for a portfolio of Corporate Sales Strategic and Focus clients and the revenue they generate
• External and Internal Clients: Networks, develops and nurtures client relationships, anticipates and identifies their needs
• Internal Collaboration: Develops close and effective working relationships within respective Regions/ Countries/Functions/Global Businesses
• External bodies: Builds and maintains relationships with external partners, industry bodies and others to keep up to date with developments
• Works closely with Banking Relationship Managers to provide relevant market and product information to build the relationship
• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets

Leadership and Teamwork 

Each member of the team is expected to; 

·       Support achievement of the HSBC vision, Values, goals and culture in personal behaviour, actions and decision making.

·       Take personal responsibility for understanding and agreeing performance expectations, completing the necessary mandatory training and developing the levels of capability and competence needed to be effective in the role.

·       Contribute to team development, effectiveness and success by sharing knowledge and good practice, working collaboratively with others to create a productive, diverse and supportive working environment.

Operational Effectiveness and Control

• Drive the continuing development or transformation of MSS operating model to ensure the business operates increasingly effectively and efficiently and is able to deliver HSBC's strategic goals
• Establish and maintain a robust and efficient control environment across MSS to ensure good operational, financial and project management and compliance with HSBC policy and procedures, together with early identification and effective resolution of issues that arise
• Lead the development, implementation and maintenance of a global management information, analysis and reporting framework that supports and informs timely and effective business management and decision making at all levels
• Drive the definition and embedding of policy and governance frameworks across Global Market to ensure quality, effective risk management and regulatory compliance
• Ensure all relevant documentation is in place when presenting information to clients (e.g. Disclaimers, suitability reviews etc.)
• Engage with training requirements that are relevant to the role in a way that addresses personal development and enhances input into the control environment. Including, but not limited to, mandatory training as driven by HSBC policies
• Operate within the spirit and letter of internal and external regulations, laws, and policies
• Ensure line manager and any relevant Corporate Sales stakeholders are aware of any obstacles or issues that may reduce ability to meet deadlines
• Establish and maintain a robust and efficient control environment ensuring early identification and escalation of issues that arise and appropriate resolution
• Proactively offer solutions to problems.  Support the continuing improvement of the processes, structures, capabilities, capacity and infrastructure
• #LI-HSBCRM

• Minimum Graduation or as required for the role, whichever is higher
• Analytical aptitude in accordance with demands of the role (size of the organization, business knowledge process, compliance/risk nature of the function, intensity and diversity of change, competitive landscape for resources)
• Strong understanding of the Corporate Sales business, its products, clients, systems and key processes
• Good understanding of Capital Markets, covering foreign exchange instruments (Spot, Options, Swaps, Forwards and Futures) and interest rate derivatives and an ability to understand & manage a diverse and sometimes complex, product set
• Hold relevant exams and qualifications to satisfy local and any cross border market regulations for non-advisory sales and trading activities
• Where applicable, experience managing a team with clear competencies in people & development, performance management, and high quality execution

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India