Sales Practice Support Manager

Job description

The Sales Practice Support Manager role is part of the Global Sales Practice Management  and is based within  GTRF and reports to Global GTRF SPM Head. The SPM team support Business Development through centrally coordinated initiatives across all segments in their efforts in winning new business, enhancing and embedding best practice, and driving revenue growth. This team is a critical enabler in delivering the GTRF growth and revenue targets set by the Group.
 
The role of the Sales Practice Support Manager is to embed a consistent set of behaviours and processes within GTRF Business Development to support pipeline development and revenue generation, in line with Group culture and values
Ensure adoption of a world class sales management operating framework, as defined globally and in each Region
Provide leadership continuously to enhance and maintain the sales management operating framework to capture and retain best practices
Lead and implement key strategic market initiatives for GTRF Business Development globally
Lead and implement sales change programmes.  Co-ordinate development and delivery of appropriate training solutions.
Assist the Global GTRF Head of Business Development in the day to day running of the business
As the job encompasses dealing with all parts of GTRF Business Development and stakeholders, “connect the dots” of various business initiatives in order to assist GTRF management in consistent delivery of business imperatives
Engage with the Global Businesses to ensure a coordinated approach and alignment to objectives
Assist the Business in performance management
 
Your responsibilities will include:
Enable Business Development Teams and Business Development Country Teams to adopt learned behaviours and processes to maximize their role contribution to GTRF strategic business growth through highly effective people management
Successful transition of Team Leaders, Second Level managers (Country managers), and Regional Heads, following their formative training, to maintain a best practice sales management operating framework, using person-specific appropriate coaching and support activities
Identify, plan, execute, and optimise global business development initiatives, programmes, and best practices
Develop and maintain detailed operational plans for programme and initiative roll-outs, working closely with the relevant Regions and countries
Co-ordinate and manage submissions to steering and management committees
Give direct support and coaching of sales teams and sales managers as required
Assist the Global Head of GTRF Business Development in managing the business
Ensure best practices sharing between regional / country teams
 
Customers / Stakeholders:
GTRF Management
Global Businesses: CMB and GBM
Global Functions
External Consultants
 
Activities to include:
Work closely with the GTRF Regional Heads of Business Development to provide support at a very practical implementation level.
Build networks across Functions, Global Businesses and Regions both in
- and outside HSBC to provide expertise, align strategic inputs and identify market trends.
Engage with Marketing / Global Communications / HR to ensure that relevant plans are in place
Proactively manage GTRF business partners and service providers
Provide leadership for change programmes across the regions.
Coordinate and liaise with change and service delivery teams for all initiatives
 
Leadership and Teamwork:
Works independently and remotely, while maintaining close alignment with own management and team members, as well as with the relevant Regional and Country management teams
Responsible for working with GTRF Business Development Management to provide thought leadership
Obtain buy-in as appropriate from initiative partners, working with country/sales heads to ensure adequate understanding to be successful in delivery of coaching activities.
Ensures global alignment of business development capability and enablement
Provides functional leadership for Sales Enablement ensuring consistency with Global models at a regional and country level
Provides support and guidance in an environment that is often non-routine, delegated and has conditions of uncertainty
 
Operational Effectiveness and Control:
 
Ensures consistency and operational excellence in the way business operates across regions and countries
Manages the critical impediments and enablers for the business
Develops and maintains sound project and programme performance control principles, supported by timely and accurate MI
Works with budget holders to maintain programme and project spending plans
Ensures that programme and project plans and objectives are met and delivered
Intervenes tactically to resolve complex problems or undertake high impact ad-hoc projects
 
 

Desired profile

The ideal candidate for this role will have:
Relevant product knowledge including knowledge of Commercial banking
Experience working in relevant environment/s, i.e. Sales envoriment or client facing environment
Past working experience in a relevant role, i.e. Team leading or coaching capacity
Availability to undertake the travel required for this role, i.e. 50% international travel possible
Proven experience of leading the delivery of an excellent customer service and proactively look for innovative ways to improve the service delivered to customers 
A track record of delivering significant change which improves business effectiveness in sustainable ways
Proven experience of motivating others to deliver exceptional performance and long terms results
Proven experience of leading others and creating an environment that supports and inspires people to develop and deliver
Excellent written and spoken communication skills; an ability to communicate with impact, ensuring complex information is articulated in a meaningful way to wide and varied audiences
Built effective networks across business areas, developing relationships based on mutual trust and encouraging others to do the same 
Dealt effectively with highly complex commercial information and business challenges to create strategic business plans which effectively deliver results
A successful track record of delivering complex projects and/or programmes, utilising appropriate techniques and tools to ensure and measure success
 
The base location for this role is London or Hong Kong.
 
HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment.
 
Key search words: GTRF, Global Trade, Receivables Finance