Associate, Global Liquidity & Cash Management Global Banking Market Sales

Job description

Global Vision. Local Focus.

Things really are different here. A career with HSBC in Canada is truly an experience that few financial service organisations can match. Here you will find yourself inspired and supported by colleagues whose daily responsibilities cross time zones, continents and cultures. You will be motivated to aim for your highest aspirations, and enjoy the rewards of belonging to a diverse and growth-driven culture.

Canada is a priority market for HSBC. We remain focused on growing customers locally with our unique products, and we offer a full suite of solutions developed from our global connectivity and network. HSBC has the institutional strength, capacity and commitment to support our Canadian client’s requirements here and around the world. Employees who thrive at HSBC are service focused, entrepreneurial and driven. They show collaborative spirit and a quest for continuous improvement, while having the industry expertise and business acumen to deliver.

About Global Banking & Markets

Global Banking and Markets provides financial services and products to corporates, governments and institutions worldwide, building partnerships with them to help them achieve consistent, long-term performance. We use the strength of HSBC’s international network to connect emerging and mature markets, covering key growth areas. Our products and services include advisory, financing, prime services, research and analysis, securities services, trading and sales, and transaction banking. We serve our customers through teams of relationship managers and product specialists, who work to build a comprehensive understanding of each client’s financial requirements and develop services to meet those needs.

Global Banking and Markets offers a variety of different career opportunities in the following areas: Banking, Capital Financing, Markets, Global Research, HSBC Securities Services and Markets Operations.

A Day in the Life of an Associate, Global Liquidity & Cash Management Global Banking Market Sales include the following:
· To maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative Payments and Cash Management (GLCM) solutions to a defined portfolio of clients thus maximizing commercial profitability and relationship depth. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group:
· To be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility.
· To act as a lead sales representative on opportunities with key clients and/or deals
· Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary.
· To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions to a sector of HSBC's Global Banking & Markets Corporate clients.
· Responsibility for pricing, reviewing and negotiating the full range of cash management services for the Global Banking & Markets Corporate clients, together with effecting any cost reduction initiatives required by the HSBC Group. The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a portfolio within the GBM Corporate Sector.
Principle Accountabilities:
· To broaden and deepen client relationships
· Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation
· Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group.
· Where appropriate undertake professional presentations etc to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks.
· Maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events.
· Maintain close liaison with intra country, intra region and cross regional colleagues/stakeholders so as to provide input into the strategic direction of Sales, Product and Client Management functions and to the overall direction of GLCM regional and global business.
· Develop and maintain relationships with key clients including a robust coverage programme
· Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community.
· 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, customer literature & correspondence, financial promotions, administration and complaint handling.
· Participate in internal and external business events, road shows and seminars as required by the business
· Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team.
· Enhance the teams’ productivity and sustain a high quality client-centric service culture.
· To manage own performance and self-development.
· To keep line management informed of progress/major obstacles towards progress on sales targets.
· Support HSBC Business Banking Bank Relationship Managers
· Fostering a sales culture throughout the Team.
· Input into setting of annual objectives and monitoring own performance and success.
· By providing guidance and technical recommendations in support of Credit Applications ensuring that the facilities are structured to minimise risk whilst optimising income. Also by assisting them with their own marketing initiatives, including visiting prospective clients.
· Promote an environment that supports diversity and reflects the HSBC brand.

Desired profile

Qualifications :

Knowledge & Experience / Qualifications:

Essential
·  Strong knowledge of local and regional cash management and clearing services, products and techniques.
·  Proven Sales Record
·  Relationship Management experience at multiple levels plus a proven sales record
·  Proven ability in identifying and meeting customer needs through matching a broad range of products and services
·  Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
·  Proven ability to deliver creative and flexible customer solutions.
·  Ability to understand a customers business and the fundamentals of running a business
·  Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
·  Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
·  Excellent time management, planning and organisation skills
·  Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
·  Strong analytical and selling skills
·  A good understanding of the market & market trends, competitive environment and regulatory environment.
Desirable
·  At least 3-5 years of working experience in global cash management
·  University Degree/College Diploma in business/finance preferred
·  Experience of working in an International Global Banking environment
·  Knowledge of Treasury Foreign Exchange
·  Broad based knowledge of HSBC Group companies and product ranges
·  Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange and payments.
·  Broad knowledge of HSBC Group companies and product ranges
·  Association of Corporate Treasurers International Certificate in Cash Management
·  Association of the Chartered Institute of Bankers, Certified Treasury Professional or other recognised professional qualification
·  Comprehensive knowledge of the HSBC Group's inter/intra clearing systems
·  Bilingual
HSBC Proud

In 2017, HSBC Bank Canada was named one of the “Best 50 Corporate Citizens” in Canada by Corporate Knights magazine for the fifth consecutive year.

Here are some of the reasons why:
·  Career Development: Within your current role, as well as Canadian and international opportunities
·  Company Reputation: Offering prestige, strength, and longevity
·  Business Growth: Underpinned by our drive, and the highest banking standards
·  International Connectivity: Opportunities to network and build global relationships
·  A diverse workforce: Reflecting our belief that diversity of thought, background and perspective make HSBC a stronger organization
·  Corporate Sustainability: We build our business for the long term by balancing social, environmental and economic considerations in the decisions we make
Learn more about HSBC

HSBC Bank Canada, a subsidiary of HSBC Holdings plc, is the leading international bank in the country. We help companies and individuals across Canada to do business and manage their finances internationally through three global business lines: Commercial Banking, Global Banking and Markets, and Retail Banking and Wealth Management. HSBC Group - one of the world’s largest banking and financial services with assets of US $2,522bn at 30 December 2017. Linked by advanced technology, HSBC serves customers worldwide through an international network of around 3,900 offices in 67 countries and territories in Europe, Asia, North and Latin America, and the Middle East and North Africa.