HSBC Group

Some careers open more doors than others. 

If you’re looking to unlock new job opportunities, take a look at the possibilities right on your doorstep here at HSBC.

Through Business Banking our global network offers comprehensive support and services to businesses in the SME market. From expanding overseas to managing the cash and trade flows of an established enterprise, the Business Banking team of Relationship Managers and Product Specialists provides a range of end-to end solutions designed to help small and large businesses reach their potential.

Principal Responsibilities: 

The jobholder is expected to acquire, retain and expand relationships with customers we want to bank within Business Banking profitably, by identifying customer needs first and then recommending appropriate solutions for the customer to consider and accept.

The jobholder’s portfolio will consist of both domestic and international relationships and the role will involve managing all aspects of the relationship including the inherent credit and operational risks. The jobholder will be responsible for establishing a strong, visible profile within the business area and focusing on the delivery of the Bank’s capabilities within Business Banking.

• Act as Relationship Manager by offering value-added advice and guidance to customers and placing their needs at the forefront of all that we do, setting world class standards

• Grow sustainable revenues from existing* customer portfolio and through targeted acquisition of quality new* customers

• Structure credit facilities to ensure optimum balance between customer and HSBC interests within the bounds of prudent banking

• Proactively develop effective strategies to manage relationships, both existing and new, by anticipating customer needs and providing superior quality services resulting in increased wallet share.

• Keep up-to-date on knowledge of HSBC’s international and domestic strategy, capabilities and policies.

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

• Align to MTO and Area Operating Targets defined by the Group

• Increase profitability, relationship depth while minimizing risk.

• Generate cross country referrals facilitated via Global Links and local or overseas IBC, whichever appropriate.

• Work with product partners (such as PCM, Trade, Insurance) to assess needs of international and domestic customers and offer appropriate solutions.

• Align to MTO and Area Operating Targets defined by the Group (Revenue, RWA, RoRWA).

• Build a network of business introducers in the local professional and business community

• Put customers first in all that we do and develop/increase connectivity

• Own customer engagement; ensure service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC.

• Optimise the potential value and profitability of existing relationships by assisting in the delivery of solutions, products and services appropriate to meet customer need and to improve customer engagement.

• Be an ambassador for HSBC and develop the bank’s profile in the local business community.

• Take a proactive approach to client planning collaborating effectively with products partners and colleagues to assess customer needs and delivering appropriate solutions.

• Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service.

• Ensure fairness in all aspects of strategy, product design & delivery, sales processes, customer literature & correspondence, financial promotions, administration and complaint handling.

• Establish an effective dialogue/ working relationship   with Risk Management teams in order to build a sustainable asset growth.

• Participate in internal and external business events, road shows and seminars as required by the business

• Enhance the Bank’s image in the marketplace to build key relationships with third parties, and in conjunction with management, establish strong relationships with HSBC customers/prospects and accountants/lawyers, Trade Advisors etc.

• Ensure early identification of problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests

• Work as an integrated member of the Business Banking team.

• Lead, inspire and motivate junior colleagues to ensure a seamless relationship management service is delivered all customers and proactively share knowledge, experiences and best practices with junior RMs.

• Live the Group Values.

• Act as an ambassador for the team and contribute fully to its development, effectiveness and success.

• Support new and existing colleagues promoting and contributing to an engagement culture.

• Coach and provide development support to other RMs and support officers, taking a genuine interest in their progression.

• Maintain excellent communication with Group colleagues to ensure a joined up approach to identifying and capturing cross border opportunities.

• Provide active feedback to seniors on process, operations, risks etc and make recommendation as to how these can be changed to secure the customer and the bank.

• Adhere to structures and processes in place for the management of credit, operational, reputation and regulatory risk.

• Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credit facilities, in order to ensure usage is in accordance with approved terms and conditions.

• Ensure credit and operational quality is not compromised in the pursuit of income

• Ensure operational losses and fraud are minimised

• Respond within agreed timelines to issues raised by audit and external regulators.

• Ensure timely and accurate maintenance of customer information, including KYC requirements in Group systems

• Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.

• Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators.

• Maintain awareness of operational risk within assigned portfolio and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting.

• Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy. 

• Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators.

• Ensure all sales and prospecting activity documentation is complete to provide performance tracking and targeting future sales efforts.

• Liaise with direct service channels if/when appropriate to certify and deliver an outstanding service to customers.

• Compliance with and management of sales suitability risks and requirements

• Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements

Essential:

• Demonstration of required AML and Sanctions knowledge through attendance at the one day instructor-led training course and successful completion of the related post-course assessment
• Total experience of 4-5 years of which min. of 2 years in managing commercial relationships
  
• Knowledge of the HSBC’s Business Banking products and services.
  
• Proven ability in identifying and meeting customer needs through a broad range of products and services.
  
• Proven analytical ability, with experience of credit or relationship management within the BB sector.
  
• Proven level of business acumen and commercial awareness including economic, cultural, procedural and regulatory issues.
• Minimum Graduation or as required for the role, whichever is higher 

 Desirable:

• Broad knowledge of HSBC’s Group capabilities and CMB’s proposition and product capabilities.
• Good understanding of the local and international ‘Commercial’ environment, with a passion for understanding a broad range of industries and businesses and a determination to keep this knowledge updated.
• Proven ability to innovate and deliver creative and flexible customer solutions.
• Ability to differentiate from the competition through the delivery of a responsive and proactive relationship management service and to engage with clients at both a strategic and transactional level.
• Excellent interpersonal skills, with a particular emphasis upon inspiring, influencing and negotiating in dealing with customers and colleagues.
  
• Ability to effectively plan and organise, with tenacity to drive through results.
• Entrepreneurial and innovative with a flair for solving problems.
• Excellent communication skills, including written, verbal, and the ability to deliver compelling presentations.

Eligibility Criteria

• India Bank / INM employees will be eligible to apply to this role after completion of 12 months in the current role/position at the time of application on level transfer and/or promotion.
• Entity Employees (not from India Bank) to be guided by their internal policy on tenure completion in current role at the time of application before applying and share line manager approval once shortlisted
• INM Employees in scope of WPB Career Progression Framework not eligible to apply to roles within the purview of the Framework.

Additional Information

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

You’ll achieve more at HSBC.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India