HSBC Group

GCB 3

Some careers grow faster than others. 

If you’re looking for further opportunities to develop your career, take the next step in fulfilling your potential right here at HSBC. 

Through Commercial Banking, our global network offers comprehensive support and services to businesses in our home market of Hong Kong. From expanding overseas, to managing the cash and trade flows of an established enterprise, our 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. 

We are currently seeking a high calibre professional to join our team as Head of Relationship Management, Innovation Banking Hong Kong. 

Role & Responsibilities

At HSBC, our purpose is to open-up a world of opportunity and by joining our team, you can be part of something bigger! We are committed to removing barriers and ensuring careers at HSBC are inclusive and accessible. 

Here in Hong Kong, you’ll help evolve and grow our Innovation Banking business across Greater China. HSBC Innovation Banking Hong Kong plays a pivotal role in the Global strategy of HSBC by connecting clients in Technology and Innovation to our network of international markets.  

Our strategy is clear: to become the Leading International Innovation Bank. Our sectoral organization increases our impact. Are you curious and open minded? Do you have a true interest for the tech sector? Do you enjoy working in a multicultural and fast-paced environment? If you answered yes to any of these questions, we want to hear from you. 

The individual should have an entrepreneurial, collaborative approach and a flexible style that allows for the input of others. They must share the core values of HSBC Innovation Banking and be focused on achieving the best outcome for the organization versus individual achievement. They must have a proven track record of delivering results. 

The Role  

The role is that of Head of Relationship Management, responsible for leading a team of RMs and Associates to build out and execute on HSBC Innovation Banking's (IVB) strategy in Hong Kong across verticals including 1) Enterprise Software; 2) Frontier Tech; 3) Climate Tech; 4) Consumer Internet; 5) Fintech; 6) BioPharma; 7) Healthtech and Services; and 8) Medical Device and Diagnostics.  

The individual will lead on identification and business development of new to bank targets, management of their own portfolio and work with internal and external stakeholders to build Innovation Banking’s brand and product for high-growth companies across the Hong Kong ecosystem. The individual will be required to work through others as they grow the business themselves and via their team whilst maintaining appropriate risk and compliance standards. Client profiles will predominately focus on institutionally-validated Venture & Growth companies, and this individual is expected to work closely with leadership of IVB’s Early-Stage Banking proposition. 

The role encompasses and has the following principal responsibilities:

The individual in this role should convey the entire IVB platform across Greater China, be the conduit for fast growing companies and founders into the IVB global network and work closely with the Credit underwriting teams to oversee complex debt opportunities.   

This individual will communicate the bank's strategic areas of focus to investors and founders in the market as well as educating internal stakeholders on growth-orientated sub-sectors.  

The role holder will drive new business origination through building deep relationships with Venture Capital funds and the advisory community and ensure the growth of the HSBC Innovation Banking brand in market. This will include representing us at conferences and ecosystem events. 

You will be responsible for the efficient and accurate running of the IVB business including ensuring adherence to all risk and compliance measures and regular reporting. 

The role will specifically include:

• Responsible for executing on the strategy, alongside internal teams while meeting both quantitative P&L targets and qualitative goals for Innovation Companies 
• Building deep relationships with the founders and CEOs of growing technology companies to enable them to efficiently understand and access relevant parts of the HSBC IVB platform  
• Developing relationships with Venture Capital GPs, Advisors and finance partners who work with Tech and Innovation Companies backed by Venture Capital  
• Contribute to maintain the highest standard of internal controls for customers and safeguard the bank from potential loss, which may arise from, but is not limited to, credit, operational or cyber risk  
• Develop comprehensive solutions for sector clients, working in partnership with product partners including Global Payment Services (GPS), Global Trade Services (GTS), Markets, Structured Finance & Risk Distribution teams, etc.; 
• Work in close collaboration with Risk, Credit Risk and Credit Solutions to ensure the client portfolio stays within IVB Lending Guideline risk appetite  
• Generating new business for HSBC Innovation Banking (IVB) through banking products and identifying opportunities to support companies with lending and credit products  
• Developing the IVB brand by representing HSBC in the market at industry events and conferences and creating high quality media, speaking, and thought leadership opportunities 
• Building effective internal networks within the IVB platform to enable full success in the role 
• Providing insight into the IVB platform on key industry and company trends to ensure IVB is developing its business to meet the needs of the innovative ecosystem  
• Have strong expertise cross the entire product suite (C&L, GTS, GPS, Global Markets, etc.) and sustainability 
• Manage a team of RMs and Associates 

Requirements (Skills/experience):

• Strong, proven origination skills to build a high-quality client portfolio 
• Preference for candidates with experience working in the venture capital and/or tech and innovation start-up ecosystem 
• Expert Relationship Management skills with companies within the Technology and Innovation Sectors  
• Strong finance, analysis and commercial lending experience, including the ability to understand and negotiate credit terms  
• Excellent all-round knowledge of banking products, including Treasury, Clearing and Trade Finance Solutions  
• Strong background in debt structuring and execution 
• Passionate about technology start-ups and the venture ecosystem 
• Stakeholder management skills paired with a clear and efficient communication style 
• Authentic relationship building skills and extremely self-motivated and success driven 
• Experience in line managing and leading a team  

The individual should have an entrepreneurial, collaborative approach and a flexible style that allows for the input of others. They must share the core values of IVB and be focused on achieving the best outcome for the organization versus individual achievement. They must have a proven track record of delivering results. 

Your local internal application policy should be followed. For internal applicants in Hong Kong with less than twelve months in their current role, please also obtain and enclose the endorsement from your current line manager in the application as well; for more information, you can visit HRDirect and search for content "HKG: Do I need any approval to look for internal career opportunities?".

Opening up a world of opportunity

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. Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website.

Issued by The Hongkong and Shanghai Banking Corporation Limited.