Director, QIS Solutions

Job description

Job Advert Details

Role Purpose:

Senior level role in the Institutional Equity Sales team with a specific focus on Life Insurers, Asset Managers and Real Money clients in Japan.

The successful candidate will be responsible for originating and maintaining client relationships with a specific focus on QIS and EQD products and services.

They will work closely with the regional and global EQD and QIS Structuring and Trading teams on pricing requests and related transactions.

The QIS Solutions role sits within the Equity Solutions team under Equity Sales. The QIS and Equity Solutions team is responsible for the coverage of QIS and Equity linked products.

Principal Accountabilities:

This role identifies sales opportunities and builds and maintains business relationships, focusing on specific customer requirements.

The role holder will be responsible for:

•     Identify sales opportunities that address specific needs for our clients and managing from identification to point of sale

•     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

•     Management of the transaction flow, from order through to execution, in conjunction with the relevant trading team

•     Collaborate with other internal businesses within Markets and Securities Services as well as other areas within the Group e.g. Global Banking, Wholesale Banking, Wealth and Personal Banking and Private Banking

•     Encourage constructive cross-country and cross-business teamwork by demonstrating collaboration and matrix management in action and challenging actions and behaviours that are not consistent with HSBC's diversity policy and/or the best interests of the business and its customers

From a Leadership/Supervisory perspective, the role holder will:

•     Responsible for growing our overall sales revenues across the global institutional client base by identifying growth opportunities, enabling sales efficiency and effectiveness, and taking responsibility for the function’s performance against weekly/monthly/annual targets.

•     Hire and manage a strong and capable team; play a mentorship role to key positions within the Institutional Sales function and develop and maintain a succession plan

•     Participate in industry groups and conferences if/when required

•     Ensure all audit, legal and regulatory and supervisory requirements are adhered to, including conduct, compliance and policies and procedures

From a Strategy perspective, the role holder will:

•     Contribute to the development of and implementing an overall strategy and vision for the team in line with Institutional Sales and overall Markets and Securities Services strategy.

•     Implement client and sales strategies that further the business agenda and drives enhanced revenue generation

•     Provide clients with a fit for purpose, relevant and commercial proposition and product offering that utilizes HSBC’s global footprint and local knowledge

•     Drive product alignment, customer satisfaction and cost containment, whilst meeting the Group conduct outcomes 

•     Responsible for marketing the bank’s services to new and existing clients.  This includes developing and maintaining clear plans that increase profitable penetration with our existing and new clients.

•     Drive establishment of a globally consistent sales coverage model

From a Risk / Conduct / Control perspective:

•     Deliver fair outcomes for our customers and ensure our conduct maintains the orderly and transparent operation of financial markets

•     A core element of the Group strategy to prevent financial crime (e.g. Anti-Money Laundering and Sanctions Controls).  As such the standards and ethos needs to be embedded in all current and new business solutions.

•     The role requires a thorough understanding of the front to back control environment and the role needs to ensure the leadership tone and operational processes uphold the highest standards of front office supervisory standards across the team.  As part of discharging this responsibility the role as ‘risk owner’ is supported in the first line of defence by specific ‘control owners’ (eg Risk, Finance, Operations and Compliance), Business Risk and Control Management and Business Management.  Important to this role is that it is forward looking in approach and ensures adequate training is prioritised.

•     Regulation: Knowledge of the global regulatory and conduct landscape is important to ensure compliance within the team, to challenge others and to adapt the operating model to ensure client needs and HSBC’s reputation is balanced.

•     Streamlining: Ensure an efficient, high capacity risk management infrastructure that meets internal control standards and achieves the Vision of HSBC being ‘the world’s leading international bank’ by ‘connecting clients with opportunities’

·  Take the primary lead for marketing HSBC’s EQD and QIS offering to institutional clients – life insurers, asset managers, pensions and regional banks
·  Independently and effectively execute QIS mandates for index-linked annuities, structured products and private and public funds
·  Leverage the bank’s global capabilities to expand and diversify the institutional client base in Japan
·  Maintain strong connectivity with the market, understand the needs of each client segment, and keep up with solutions being offered by competitors
·  Provide regular feedback to local and regional teams to improve capabilities of the platform
·  Take responsibility for pre-trade coordination, trade booking and post-trade servicing
·  Strongly adhere to the Group’s Code of Conduct and compliance requirements along with other internal and external regulations and standards

Information

Experience, Skills and Qualifications:

·  Degree in Finance, Economics, Mathematics or Engineering
·  Relevant financial markets experience in Sales or Structuring
·  Strong technical knowledge of EQD and QIS
·  Experience in developing and selling equity-linked structured products and insurance products
·  Relationships with distributors – banks, security houses and wealth managers 
·  Fluency in Japanese language
·  Persuasive communication skills and ability to manage stakeholders at all levels
·  Strong entrepreneurial drive with excellent analytical and quantitative skills