HSBC Group

Head of Revenue and Client Strategy 

About HSBC Global Research 

HSBC Global Investment Research (GIR) is a global client servicing business unit within CIB. GIR is an independent research provider with a strong focus on Emerging Markets (EMs). We have analysts covering 1,600+ companies, 60+ economies, 45+ sovereigns’ rates and 50+ currencies globally. In addition to partnering with the CIB clients, Global Investment Research also collaborates with the rest of the Group businesses, such as IWPB. 

We aim to deliver thought leadership and actionable recommendations, combining unparalleled local insights, global connectivity and professional integrity to all of our clients and stakeholders.

Role overview
GIR is looking for a Head of Revenue and Client Strategy. The role involves increasing the visibility and penetration of GIR product and views with institutional, corporate and wealth clients. The role is global in scope and will focus on building and managing key relationships with clients and internal stakeholders, highlighting GIR’s capabilities across all three pillars: Equity Research, Macro Strategy and Global Economics, integrating Sustainability, AI and Data Science and Digital Assets. 

Purpose of the job 

• Work with product sales teams with the goal of increasing in-person interactions across GIR’s three pillars of Equity Research, Macro Strategy and Global economics, as well as Sustainability, AI and Data Science and Digital Assets.
• Build and maintain relationships at the CIO level with key institutional clients; work with the Global Investment Research Client Connect (GIRCC) team to identify opportunities to cross sell product from across GIR and maximising GIR’s share of client recognition and revenues.
• Work with the Research Marketing team to increase penetration of GR product and demonstrate value add.
• Attend selective HSBC and industry conferences to maximise client outreach opportunities
• Use social media to highlight timely and interesting HSBC GIR views.
• Work across product/asset classes to maintain and grow external rankings.
• Maintain focus on external rankings; ensure GIR maintains rankings across EM, Asia Multi-Asset in the Extel Survey or equivalent, while seeking to gain further recognition for Global Economics.

Skills/Experience Required 

Skill Set

• In depth understanding of GIR product suite, including equities, macro, strategy and cross-asset relationships
• Strong networking skills
• Excellent written and communication skills
• Strong team working and collaboration skills

Qualifications

• Bachelor’s or advanced degree

Experience

• Minimum of 20 years’ of work experience servicing institutional clients; candidates with experience of being an investment research publishing analyst highly desirable
• Strong track record of achieving external Research and/or Sales rankings in key industry surveys

Global Risk and Compliance 

Global risk objective

• Understand and adhere to both the letter and the spirit of all laws, regulations and regulatory guidance that apply to the role, promptly reporting any breaches in accordance with local procedures.
• Maintain sufficient and effective processes and controls identifying and mitigating risks and ensure timely escalation and resolution of all control issues and reputation risks.

Compliance

• DIM/FIM: Adherence to Global Research’s policies and procedures as laid out in the Desk Instruction Manual (DIM), Functional Instruction Manual (FIM) and any other relevant group policies and procedures
• Conduct Risk: Adherence to: (1) the Conduct Risk agenda, ensuring full compliance with the High-Performance Culture and Values programme; (2) Group directives regarding Global Standards; (3) the Three Lines of Defence
• Mandatory Training: Ensure completion of assigned trainings on time 

Further Information can be obtained from Xavier Gunner at xavier.gunner@hsbc.com