Global Liquidity and Cash Management (GLCM) is one of HSBC's global product lines generating over 10% of Group revenues. Supporting Commercial Banking (CMB) and Global Banking and Markets (GBM), our business is made up of almost 10,000 people in more than 55 countries, and is uniquely positioned to help clients make and receive payments, and manage liquidity across borders and regulations, in multiple currencies. Our expertise in this area has been recognised by the industry's most prominent publications as the best global cash manager for corporate and financial institutions in consecutive years.
For a large number of our GBM clients GLCM Sales has implemented a sector focussed coverage approach, recognising that clients in different sectors have unique cash management needs. Four sector sales teams exist: Consumer Brands, Retail and Healthcare (CBRH), Natural Resources and Utilities (NRU), Technology, Media and Telecoms (TMT), and Diversified Industrials (DIG).
We are currently seeking a high caliber professional to join our sales team. This role is based on the West Coast USA. The portfolio consists of multinational clients headquartered in and operating subsidiary businesses in the USA. This role will report functionally and entity wise to the Regional Head of TMT, GLCM, GB Corporates.
Key elements of this role:
Work in close partnership with Global Banking Coverage and the wider GLCM sales teams to identify and develop business opportunities, jointly formulate client engagement strategy to deepen HSBC's global cash management wallet share and grow revenues, with an industry focus on corporates in the Technology, Media and Telecommunications industry sector.
Adopt a needs-based advisory approach to understand customer requirements and provide appropriate cash management solutions that meet those requirements.
Effectively lead, coordinate and collaborate with the HSBC team across markets and functions to develop appropriate solutions, deliver sales proposals / Request for Proposal responses / client pitches through to implementation handover.
Work closely with the GLCM Implementation, Integration and Client Service teams to ensure smooth transition of client mandate into realized revenues, as well as to provide ongoing coverage in response to clients' evolving challenges and requirements.
Feedback to the GLCM Product teams on the competitive market landscape and client specific requirements, to help drive product enhancements/developments as appropriate.
Formulate, support and drive GB and GLCM industry sector strategies, including participation in events, case studies, client testimonials, client planning and wallet sizing activities.
Coach and lead team members across the group on sales strategy formulation, deal pipeline management and sales conversion techniques.
Proactively collaborate with global and regional sales leads and GLCM teams to develop a deal pipeline that is coordinated with Global Banking and prioritized according to opportunity and value to HSBC.
Impact on the Business
To manage a client portfolio in order to maintain existing, and generate new income for HSBC.
To manage costs within plan and keep losses to a minimum.
Sector and pipeline planning and client monitoring/contact as part of the Global Banking client planning process.
To maintain close liaison with key stakeholders so as to provide input to the strategic direction of the business, the functionality and launch of new products and services.
Customers / Stakeholders
To broaden and deepen client relationships.
Working with key stakeholders including, but not limited to Global Banking, Product Development, Client Implementation and Client Management to ensure a positive client experience.
To retain and grow existing customer portfolios to maintain and increase income to HSBC.
Leadership & Teamwork
To motivate colleagues within the Sales Team.
To manage performance.
To keep Management informed of progress / major obstacles towards progress on Sales targets or specified client outcomes.
Operational Effectiveness & Control
Adhere to GLCM policy and governance frameworks, procedures, practices and standards to ensure quality, effective risk management and regulatory compliance.
Ensure all requests for ops losses/refunds, travel, out of plan expenditure, hospitality events etc are appropriate and correctly authorized.
To continually reassess the Sales process through to implementation and work closely with other stakeholders to identify process efficiencies.
Immediate incremental revenue generation within the jobholder's industry, in conjunction with the 5-year strategy income growth plan, in a competitive environment.
Immediate impact to drive sales and client management and meet consistent operational model
Build and maintain own and team client relationship at a trusted advisory level
Ability to influence at senior client levels
Ability to influence internally at senior levels to remove barriers
Consistent delivery of Revenue & EBV targets
Consistent delivery of client satisfaction scores
Build and maintain client relationships across borders, building strategy and plan
Robust Global account planning and forecasting
The jobholder is part of GLCM Sales working with HSBC Group's largest Corporate customers in providing and supporting the full range of payments and cash management related products and solutions. The jobholder works closely with Global Banking - Corporate Relationship Managers, Product / Market Management and Client Implementation/Management. External contact includes Heads of Correspondent/Institutional Banking Managers, Treasury Managers, Cash Managers, Heads of Accounting & Finance, Product Development, Business Development and Operational Departments.
The competitive environment is very intense; the major competitors are:
Local/Regional - Wells Fargo, US Bank, PNC, other domestic players in HSBC operating countries
Global - Citibank, Bank of America, Standard Chartered Bank, JP Morgan, Deutsche Bank
Niche Providers - Bank Mendes Gans, Fintechs
Where we differ/our competitive advantages:
HSBC is a full service corporate bank providing high quality banking services to our target client groups.
HSBC is well positioned bank in the US, the Americas and globally with strong growth potential. HSBC has a strong international image amongst customers and non-customers
HSBC aims to become a clear banking market leader for international businesses trading across borders
HSBC has a unique global footprint, operating in over 55 markets, and providing GLCM services in 68 countries
Management of Risk
The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation. This will be achieved by consistently displaying the behaviours that form part of the HSBC Values and culture and adhering to HSBC risk policies and procedures, including notification and escalation of any concerns and taking required action in relation to points raised by audit and/or external regulators.
The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring, addressing any areas of concern in conjunction with line management and/or the appropriate department.
The jobholder is responsible for managing and mitigating operational risks in their day to day operations. In executing these responsibilities, the Group has adopted risk management and internal control structure referred to as the 'Three Lines of Defence'. The jobholder should ensure they understand their position within the Three Lines of Defence, and act accordingly in line with operational risk policy, escalating in a timely manner where they are unsure of actions required.
Through the implementation the Global AML, Sanctions and ABC Policies, supporting Guidance, and Line of Business Procedures the jobholder will make informed decisions in accordance with the core principles of HSBC's Financial Crime Risk Appetite.
Risk Management is a key component of GLCM, especially in the current world we operate in. From credit to operational aspects, the job holder must assure that we are strictly following Group rules and standards.
Observation of Internal Controls
The jobholder will adhere to and be able to demonstrate adherence to internal controls. This will be achieved by adherence to all relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators.
The jobholder will implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term 'compliance' embraces all relevant financial services laws, rules and codes with which the business has to comply especially KYC aspect which together with GRMs must be in place and updated regularly.
This will be achieved by adhering to all relevant processes/procedures and by liaising with Compliance department about new business initiatives at the earliest opportunity. Also and when applicable, by ensuring adequate resources are in place and training is provided, fostering a compliance culture and optimising relations with regulators.
Internal Number: 860287
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