Global Liquidity and Cash Management Sales Manager

Job description

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, 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.

The Key Accountabilities for this role include:
· 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, with an industry focus on corporates in the Technology, Media and Telecommunications space.
· Adopt a needs-based advisory approach to understand customer requirements and provide appropriate cash management solutions that meet those requirements.
· Effectively 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 study article writing, 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 sector leads and GLCM teams to develop a deal pipeline that is coordinated with Global Banking and prioritized according to opportunity and value to the HSBC Group.
Impact on the Business
· Manage a client portfolio in order to maintain existing and generate new relationships for the business
· Contribute to continued servicing of customer needs and deepen the existing relationship
· Actively contribute to the GLCM pipeline ensuring it is accurate and current
· Maintain close liaison with key stakeholders so as to provide input into the strategic direction of the business and the functionality and launch of new products and services
· Generate referrals for other HSBC Global Businesses e.g. Asset Management and Commercial Banking, as appropriate
· Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements
· Build and maintain close relationships with clients proactively acting on direct customer feedback, market surveys and client engagement programmes
· Support development, direction and delivery of strategic initiatives
Customers / Stakeholders
· Develop and maintain relationships with key clients including a robust coverage programme
· 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 meet the clients' needs
· Where appropriate put together high quality customer presentations to best showcase HSBC's offering to potential new clients
· Maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal and external client roadshows and active participation in industry associations
· 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
· Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service
· Be an ambassador for HSBC and develop the bank's profile in the local ‘International Business' community
· Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets
Leadership & Teamwork
· Communicate a clear vision for the GLCM business that is aligned to the overall HSBC vision, Values and goals, and inspires and engages people to create an inclusive, high performing, customer-centred culture
· Lead, develop and motivate the leadership team to attract, retain and develop the capacity, capability and talent to provide for succession and ensure delivery of business objectives
· Set expectations, share best practice and manage, monitor, coach and develop team leaders and others to ensure that they maximise their performance, meet the required standards, and continuously develop their capabilities and experience
· Lead and 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
Operational Effectiveness & Control
· Manage the processes, infrastructure and resources needed to deliver agreed team plans and targets, identifying and implementing improvements and collaborating with colleagues to maximise end to end integration, effectiveness and efficiency
· Maintain a robust and efficient control environment across GLCM to ensure good operational, financial and project management and compliance with HSBC policy and procedures, together with early identification and effective resolution or escalation of issues that arise
· Lead the development, implementation and maintenance of GLCM management information, analysis and reporting framework that supports and informs timely and effective business management and decision making at all levels
· Lead the implementation and oversight of GLCM policy and governance frameworks, procedures, practices and standards to ensure quality, effective risk management and regulatory compliance
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 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.
· The following statement is only for roles with core responsibilities in Operational Risk Management (Risk Owner, Control Owner, Risk Steward, BRCM, and Operational Risk Function
· The jobholder has responsibility for overseeing and ensuring that Operational risks are managed in accordance with the Group Standards Manual, Risk FIM, & relevant guidelines & standards. The jobholder should comply with the detailed expectations and responsibilities for their core role in operational risk management through ensuring all actions take account of operational risks, and through using the Operational Risk Management Framework appropriately to manage those risks.
This will be achieved by:
· Continuously reassessing 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.
· Ensuring all actions take account of the likelihood of operational risk occurring, addressing areas of concern in conjunction with Risk and relevant line colleagues, and also by ensuring that actions resulting from points raised by internal or external audits, and external regulators, are correctly implemented in a timely fashion.
Observation of Internal Controls
· The jobholder will adhere to, and be able to demonstrate adherence to, internal controls and will implement the Group compliance policy by adhering to all relevant processes/procedures.
· The term ‘compliance' embraces all relevant financial services laws, rules and codes with which the business has to comply. 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 following statement is only for roles with managerial or specific Compliance responsibilities
· The jobholder will implement measures to contain compliance risk across the business area. This will be achieved by liaising with Compliance department about 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.

Desired profile

Qualifications :

·  University graduate with at least 10 years of relevant experience in cash management, banking relationship management and/or corporate product sales
·  Proven track record of dealing with complex Technology, Media and Telecoms industry corporates, with a minimum of 3 years relevant sector experience.
·  Strong level of business acumen and commercial awareness, including economic, political, market, cultural, procedural and regulatory issues
·  Strong knowledge of local / regional / global cash management and clearing services, products, techniques and strategies.
·  A good understanding of the market & market trends, competitive environment and regulatory environment
·  Proven experience in managing complex corporate relationships in client facing roles, demonstrating an understanding of risk management, structures, credit, products and processes, in an individual contributor capacity
·  Experience of managing a client portfolio and/or responsibility for a driving a P&L / client cross-sell and satisfaction metrics, plus a proven sales record with strong analytical skills.
·  Highly motivated and achievement driven with an ability to formulate and articulate sales strategies
·  Proven ability in identifying and meeting customer needs through matching a broad range of products and services and in delivering creative and flexible customer solutions.
·  Well-developed communication, presentation, interpersonal, negotiating and influencing skills
·  Ability to operate on a cross-regional and cross-functional basis
·  Ability to cope with pressure in a fast-growing and fast-moving sales environment
·  Experience in coaching team members and colleagues to enhance the productivity and knowledge of the team
·  Excellent time management, planning and organization skills demonstrating an ability to multi-task and manage multiple high priority and high profile projects
·  Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
·  Language speaking skills would be an advantage
Desirable
·  Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange, payments and liquidity.
·  Experience of working in an International Global Banking environment
·  Broad knowledge of HSBC Group companies and product ranges
·  Association of Corporate Treasurers International Certificate in Cash Management or Certified Treasury Professional qualified
·  Association of the Chartered Institute of Bankers, or other recognized professional qualification
EEO/AA/Minorities/Women/Disability/Veterans