HSBC Group

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Job Introduction

Corporate Sales a part of Corporate & Insitutional Banking (CIB) - Markets and Securities Services (MSS), 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 markets products, risk management solutions and deep market insight. 

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

The primary objective of the role is to manage and develop the revenue and profitability of allocated client portfolios whilst delivering excellent service and execution capabilities 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.

Principal Accountabilities

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 Payments Solutions (GPS), and Global Trade Solutions (GTS) , 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.

Identify and originate cross-sell opportunities (cross-border, Corporate Sales /CRS, and cross-selling the Bank)

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.

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 CIB 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  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 MSS  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

• 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 

Additional Information

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

• The GCB 5 or GCB 6 will be offered depending on the selected candidate's skill and relevant experience

You’ll achieve more when you join 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