Head of Real Estate - London

Job description

Role Purpose

The CRE London Head is located within the Corporate Real Estate (CRE) and reports to HoRE.

The role of the Head for London is to lead and develop a client relationship team to enhance the Bank's profile and reputation, to maintain and develop relationships with new and existing clients, and to achieve the REBC's Annual Operating Plan. This will include maximising the bank's financial return, in particular managing the RWAs and economic profile, ensuring all available tools are used including Risk Based Pricing Model (RBPM).

Responsibility for the ongoing development of the capability of people through education, training and coaching (including a CPD programme) to ensure our people evolve as the external environment and real estate business changes

Responsibility for the continual evolution and future proofing of the real estate business through understanding the changing external business environment and HSBC market positioning

Responsibility for the effective implementation of the UK CMB Real Estate Strategy, ensuring that all team members understand and implement accordingly.

Represent HSBC and the real estate business internally and externally in a professional, sensitive manner developing existing and new relationships within HSBC and externally, in the UK and cross-border maintaining a clear identity for the business

Responsibility for ensuring that all Real Estate policies, procedures and guidelines are consistently applied across CRE and that the Banks' lending and reputational risks are effectively managed and controlled.

Cognisant of the current market conditions and the Bank's appetite, provide debt and restructuring advice to the CRE team by providing clear direction, strategy communication, and sharing of best practice.

The jobholder will have overall responsibility for the quality of credit submissions and where appropriate for recommendation or approval of proposals prepared within CRE. The role is proactive, working with and supporting the HoRE, the CRE team, and the wider business and product providers.

Supporting the Bank's values – Open, Dependable & Connected.

Key Accountabilities

Impact on Business

· Manage and develop the London team and their activities to maximise income from existing client relationships, winning a larger share of existing clients' available wallet and winning new clients to the CRE.
· Ensure appropriate oversight and management in the business risk profile – people, client quality, transaction execution and reputation.
· Account for the financial and other results of the London business, sharing responsibility with the Country Head of CRE for the overall results of the business.
· Assist in developing and implementing the RE strategy, aligning to the overall CSB, CMB and Bank strategies.
· Develop and implement an external profile plan amongst the team involving regular meetings with intermediaries and professional advisers.
· Liaise and work with other areas and segments of the bank to ensure the best possible experience and outcomes for clients, employees and the Bank.
· Develop and implement a systemic approach across the London business to use MI and all other available tools to identify and mitigate risks.
· Assist in managing the Bank's balance sheet in line with the Bank's strategy, in particular the management of RWA and RoRWA of the REBC portfolios.
· Maintain satisfactory reports with regard to the business processes & controls from Internal and External Audit & UK Regulators and Real Estate Governance and risk reviews.
· Ensure the consistent application of Group policy and adherence to regulatory, financial, and legal standards to minimise business and reputational risks

Customers / Stakeholders

· Develop and deploy an effective acquisition and retention strategy to increase HSBC's market share and gain larger share of wallet across assigned area.
· Ensure the team is effectively deployed to directly solicit, cross-sell, and service qualified Corporate Banking customers.
· Strive for class-leading customer experience by cultivating a consistent selling and relationship management culture.
· Establish metrics and ensure effective tracking of HSBC's competitor offerings and performance v HSBC.
· Develop appropriate area-level marketing campaigns/ profile-building plans, aligned to that of Global Corporate Banking/CMB which highlight core strengths where HSBC has “the right to win”.
· Develop a strong understanding of customer needs by focusing on customer experience to deliver targeted customer propositions built around core products and channels.
· Understand current economic trends and its impact on HSBC within assigned area/country and identify key levers to capitalise on opportunities or minimise downside exposure.
· Proactive and frequent involvement in the external market place, acting as a senior ambassador for HSBC including negotiations with professionals, sponsors, clients and prospective clients.
· Embedding a process of analysing client wallet size and ensuring there is an ongoing contact and sales strategy for every client relationship within the London team portfolios.
· Deliver a channel strategy and suite of products appropriate for assigned area to improve customer experience, reduce cost-to-serve, and maintain competitiveness in line with Corporate Banking/CMB strategy.
· Manage relationships with important customers in area.
· Ensure the Banks complaint handling process is sensitively adapted at all times.
· Drive a proactive and holistic approach to client planning, collaborating effectively with products partners and colleagues to assess customer needs and deliver appropriate solutions.
· Preserve the efficient use of Client Vision to record the management of customer and stakeholder activities and, critical account objectives

Leadership & Teamwork

· Set the long-term strategic vision and direction for own area and identify the key steps necessary for achievement in line with Corporate Banking/CMB strategy.
· Provide leadership to motivate the frontline to maximise their potential and champion Corporate Banking agenda internally and externally.
· Lead the team to acquire and grow appropriate relationships and satisfy transactional needs of our customers.
· Act as a Corporate Banking champion to ensure that key objectives are prioritised appropriately within the area.
· Live the Group values.
· Drive CMB's Resourcing Lead Talent Strategy by defining, hiring, and developing talent, while enabling individuals to be at their best.
· Create a clear succession and development plan process to identify and develop talent
· Enhance the Bank's image in the marketplace to build key relationships with third parties enabling businesses to thrive and economies to prosper – ultimately helping people to fulfil their hopes and realise their ambitions.
· Work with regional Human Resources to develop a competitive frontline incentive program that attracts top talent, is performance-oriented, and motivates employees to maximise shareholder value.
· Clearly communicates business strategy requirements and performance expectations to Frontline.

Operational Effectiveness & Control

· Acts on emerging opportunities building competitive advantage to the business in own area.
· Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators.
· Foster a compliance culture and implement Group Compliance Policy by managing compliance risk in liaison with, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources are in place and training is provided, optimising relations with regulators.
· Maintain awareness of operational risk within assigned area and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting in accordance with Section 4 of the Group Operations FIM.
· Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy. Be vigilant in driving staff behaviour in an aligned fashion, holding them accountable for any violation of policy.

Role Context

· The market is “late cycle”, asset valuations are stretched and yields in most sectors are at cyclical lows.
· IT is likely that we will see a market correction over the next 2/3 years and management of the portfolio through this will be critical especially with regard to capital management and pricing.
· Competition from alternative debt providers has grown significantly over the last 5 years
· The establishment of Ring Fenced Banks will provide both enhanced risk and significant opportunity for HSBC; competitor UK Banks appear to be taking action to reduce their capital requirements.
· A market correction alongside competitor banks strict management of capital will provide HSBC with an opportunity to grow its customer base and undertake more business with existing customers. The business is well structured and has the capacity and capability to grow.
· Regulatory requirements continue to increase, particularly with regard to the provision of information and the need to demonstrate and evidence high quality business processes and controls.
· Leading the business to continue to develop the capabilities of our people is critical to ensure that the business remains future proofed.
· Continuing to improve customer service and engagement in what is likely to be a less benign economic and market environment.
· Growing and diversifying revenue streams whilst managing risk dynamics is key
· Liaising and collaborating with colleagues across HSBC and across the globe to ensure that customers receive the right product at the right time and that inward investment is well managed and well controlled.
· The role reports to Head of CMB Real Estate UK & EMEA

Role Dimensions

Management of Risk

· Ensure compliance and operational risk controls are in accordance with HSBC and/or regulatory standards and policies.
· Promote an environment that supports diversity and reflects the HSBC brand.
· Ensure full compliance with Real Estate Policy and Governance procedures.

Observation of Internal Controls

· Maintain HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.

Desired profile

Qualifications :

Knowledge & Experience / Qualifications

Knowledge

·  Excellent knowledge of UK Real Estate sector, and Bank's structures, products and services.
·  Excellent knowledge of economic and market environment with an ability to demonstrate how this impacts HSBC real estate business/future proposition.
·  Knowledge of structured banking transactions, IPOs, leveraged finance, syndicated loans, private placements, bonds and securitisation and global capital markets.
·  Knowledge of changing economic, social and governmental environment and industries/sectors in the UK.
·  Excellent ability to make connections between risk vs. reward, business process management, strategic implementation, reputation and people risks.

Experience

·  Significant experience within the UK Real Estate sector.
·  Proven track record in a corporate client focused environment and an ability to anticipate clients' needs and tailor service delivery to them.
·  Proven track record in decision making.

Skills

·  Strong ability to manage the competing priorities of deal flows, credit quality and the requirement to drive income.
·  Proven leadership skills including coaching, motivating, and the ability to project/engender ownership of corporate goals in other and communication skills to inspire others.
·  Strong ‘team' skills promoting an environment of co-operation and trust, overcoming resistance where encountered.
·  First class relationship management skills.
·  Excellent prioritising, organisation and time management abilities.
·  Excellent verbal and written communication skills.
·  Professional qualifications by way of ACIB, Caifs, IFS Diploma in Corporate Banking or equivalent.

We are an equal opportunity employer and are committed to creating a diverse environment.

Within HSBC certain roles are designated as Enhanced Vetting Roles. For these roles, all internal and external applicants are required (subject to local laws), to pass satisfactorily a series of additional checks both as part of the application process and, if successfully recruited into the Enhanced Vetting role, on an on-going basis. The Group reserves its position with regard to any steps which it may take in relation to any material adverse findings which arise either when the checks are first carried out as part of this recruitment exercise, and/or if relevant, on an ongoing basis.
This role has been designated as an Enhanced Vetting Role.

For more information about the relevant additional checks for this role please contact the hiring manager.