Global Markets, Corporate Treasury Solutions, Business Development (HBUK)

Job description

Role Title : Global Markets, Corporate Treasury Solutions, Business Development (HBUK)
Business: Global Banking and Markets
New or Existing Role : Existing
GCB Grade : 5
Location: Queen Victoria Street, London

Job Purpose
Global Markets Corporate Services (GMCS), part of HSBC Global Banking and Markets, is responsible for serving corporate clients. As part of GMCS, Corporate Treasury Solutions (CTS) will primarily service the group's Strategic & Focus clients, addressing their needs through the provision of client relevant products, solutions and deep market insight. Within CTS the role of Business Development Manager (BDM), requires exceptional business development skills in order to identify new clients and opportunities to improve product penetration and wallet share.
An understanding of the GMCS business, Global Markets products and clients is therefore essential in this role. Also essential is a deep knowledge of the products that Strategic and Focus clients typically trade; the role holder should therefore be familiar with, foreign exchange instruments and interest rate derivatives.
The primary objective of the role is to create the regional GMCS opportunity pipeline and translate this into revenue streams for CTS Sales Originators through client onboarding and relationship hand over. To achieve this role holder will be expected to collaborate with other internal stakeholders, including Relationship Managers, CTS, CRS, CTMS, Global Liquidity & Cash Management (GLCM), and Global Trade and Receivables Finance (GTRF). A constant drive to improve the cost of service delivery will also be a key focus of the role and will require championing key initiatives, such as servicing more transactional needs via e-capability.

Responsibilities of the role holder
• Identify sales opportunities that address specific needs for our clients and managing from identification to point of sale
• Lead efforts to win new client relationships and grow regional revenues, through on the road engagement
• With direction from CTS originators, develop existing HSBC clients in region, driving revenue growth and greater product penetration for GMCS
• Manage regional pipeline of deals for GMCS
• Support Relationship Managers in onboarding of new clients for GMCS
• Provide insight and commentary on regional markets and businesses in support of GMCS sales initiatives and in collaboration with other HSBC sales teams
• Handover of new clients to GMCS sales executions teams
• Plan and conduct regional marketing and sales events
• Provide Relationship Manager training on Global Markets products
• Collaborate with other internal stakeholders, including Relationship Managers, Global Liquidity & Cash Management (GLCM), and Global Trade and Receivables Finance (GTRF) , to service client needs and improve share of wallet
• Manage changes to processes as technology platforms evolve
• Where appropriate and responsibility has been assigned, act as global Sales Captain for specified clients
• 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
Impact on Business
Provide CTS services and capabilities and ensure seamless support for external clients and internal GMCS teams
• Support the growth of revenue for GMCS clients and prospects within assigned regions
• Identification and development of new client relationships
• Identifies new leads in assigned area and is responsible for developing and tracking a business plan to expand existing client relationships
• Develops knowledge of client needs and requirements; coordinates efforts to service client organisations
• Ensure effective communication and understanding of in region HSBC activities to ensure collaboration on client opportunities
• Ensure effective communication and understanding of the strategic transformation/agenda across key stakeholder groups at a global, regional and country level
• Support the growth of the execution capability of the business to ensure delivery of initiatives, with a particular focus on migration of flow transactions to E-platforms
• Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect the customers and the Bank.
• Senior escalation point for client concerns
• Undertakes the role of Front Office Supervisor (where managing a team)
• Drive desk analyst activity (where applicable) to deliver the most targeted and relevant material for clients
• Makes sales calls and meets with clients to review outlook for assigned market/sectors
• Cross sell products within the relevant Asset Class, or within GBM more broadly
• Proactively participates in the marketing of assigned product team services
• Proactively participates with other salespersons and traders who service accounts
• Maintain complete records of client orders and execution
• Key driver in delivering trade ideas and relevant and targeted HSBC content to clients

Customer/Stakeholders
•Accountable for new regional GMCS clients and the revenue they generate for GMCS
• External and Internal Clients: Networks, develops and nurtures client relationships, anticipates and identifies their needs
• Internal Collaboration: Develops close and effective working relationships within respective Regions/ Countries/Functions/Global Businesses
• External bodies: Builds and maintains relationships with external partners, industry bodies and others to keep up to date with developments
• Works closely with Banking Relationship Managers to provide relevant market and product information to build the relationship
• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and
transparent operation of financial markets

Teamwork
•Support achievement of the HSBC vision, Values, goals and culture in personal behaviour, actions and decision making.
• Take personal responsibility for understanding and agreeing performance expectations, completing the necessary mandatory training and developing the levels of capability and competence needed to be effective in the role.
• Contribute to team development, effectiveness and success by sharing knowledge and good practice, working collaboratively with others to create a productive, diverse and supportive working environment.

Operational Effectiveness and Control
•Drive the continuing development or transformation of Global Markets operating model to ensure the business operates increasingly effectively and efficiently and is able to deliver HSBC's strategic goals
• Establish and maintain a robust and efficient control environment across Global Markets to ensure good operational, financial and project management and compliance with HSBC policy and procedures, together with early identification and effective resolution of issues that arise
• Lead the development, implementation and maintenance of a global management information, analysis and reporting framework that supports and informs timely and effective business management and decision making at all levels
• Drive the definition and embedding of policy and governance frameworks across Global Market to ensure quality, effective risk management and regulatory compliance
• Ensure all relevant documentation is in place when presenting information to clients (e.g. Disclaimers, suitability reviews etc.)
• Engage with training requirements that are relevant to the role in a way that addresses personal development and enhances input into the control environment. Including, but not limited to, mandatory training as driven by HSBC policies
• Operate within the spirit and letter of internal and external regulations, laws, and policies
• Ensure line manager and any relevant GMCS stakeholders are aware of any obstacles or issues that may reduce ability to meet deadlines
• Establish and maintain a robust and efficient control environment ensuring early identification and escalation of issues that arise and appropriate resolution
• Proactively offer solutions to problems. Support the continuing improvement of the processes, structures, capabilities, capacity and infrastructure

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

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 jobholder 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. 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 jobholder will adhere to all relevant processes and procedures including information barriers and confidentiality requirements. Adherence to the control of information procedures, including compliance with the need to know policy, is key, in particular where the jobholder has direct management oversight of individuals on the private side of the GBM Origination Chinese Wall.

Desired profile

Qualifications :

•Analytical aptitude in accordance with demands of the role (size of the organization, business knowledge process, compliance/risk nature of the function, intensity and diversity of change, competitive landscape for resources)
• Strong understanding of the Corporate Sales business, its products, clients, systems and key processes
• Good understanding of Capital Markets, covering foreign exchange instruments (Spot, Options, Swaps, Forwards and Futures) and interest rate derivatives and an ability to understand & manage a diverse and sometimes complex, product set
• Hold relevant exams and qualifications to satisfy local and any cross border market regulations for non-advisory sales and trading activities
• Strong communication, negotiation / influencing and presentation skills
• Flexibility to work remotely and travel on a regular basis
• Where applicable, experience managing a team with clear competencies in people & development, performance management, and high quality execution.

As a business operating in markets all around the world, we believe diversity brings benefits for our customers, our business and our people. This is why HSBC UK is committed to being an inclusive employer and encourages applications from all suitably qualified applicants irrespective of background, circumstances, age, disability, gender identity, ethnicity, religion or belief and sexual orientation.

We want everyone to be able to fulfil their potential which is why we provide a range of flexible working arrangements and family friendly policies.

HSBC is committed to making reasonable adjustments during the recruitment process for candidates with a physical or mental condition or impairment.
Please indicate what adjustments, if any, you may wish us to consider for you to be at your best through the recruitment process