Senior Account Manager PCM

Job description

This position will manage a portfolio of PCM client relationships and serve as the primary point of contact for the highest value PCM relationships (Tier 1&2) both domestically and globally. They will also be the designated Global Client Account Manager for the Key Account Management program (KAM) managing highly profitable Payments and Cash Management (PCM) clients globally.
Their purpose is to ensure clients receive a superior experience with all PCM needs and proactively maintain and enhance existing revenue streams and develop new revenue streams through:
Originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions
Leveraging in-depth industry knowledge
Working on behalf of the client with internal stakeholders including Treasury, Client Services, Product Management and Operations around the globe to identify customized, competitive solutions that exceed client expectations.
This role will require 40%-60% travel.
 
Impact on the Business
 
Manage a client portfolio in order to build a solid relationship, ensure each prospective and existing client has a consistent positive experience with HSBC, and maintain existing and generate new income for the business.
Create Business Reviews to identify and recommend cross-sell opportunities that result in increased customer satisfaction and client revenue.
 
Customers / Stakeholders
 
Engage and work cross functionally with PCM Sales and the RM to ensure coordinates client interactions and recommendations.
Maintain specific intimate knowledge of each client and their industry and keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements.
To remain up-to-date with product knowledge etc through attendance at presentations, training, reviewing intranet/internet etc.
Generate referrals for other Global Businesses, e.g. Private Banking, GBM, RBWM, as appropriate.
Engage with CSR team to ensure routine client servicing is seamless and exceeding expectations.
Responsible for overall client satisfaction
 
Leadership & Teamwork
 
Additional responsibilities may include supporting and coaching team members as assigned.
 
Operational Effectiveness & Control
 
Review key performance metrics to proactively identify issues and trends.
Review key client metrics including to proactively identify issues and trends including revenue trends, payment flows, and industry benchmarks.
To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators.
Complete other responsibilities, as assigned.
 
Major Challenges
 
This is a new role and a new function that does not exist in HSBC.
Complexity of working in a matrix environment with several stakeholders
Managing multiple time sensitive tasks
Has to be knowledgeable about our competitors’ products and services, strategies, client relationship practices.
Potentially work with countries where limited or no set processes or procedures exist.
Adapting to a fast pace work environment and continually changing lines of communication, technological advances etc. the skills of the job holder is to keep close to the customer requirements.
 
Role Context
 
Operates within Payments and Cash Management Client Management team working with HSBC Group's CMB Large Corporate / Mid-Market as well as Global Banking customers in providing and supporting the full range of payments, cash management and Trade related products and solutions. PCM is a provider of choice to clients doing business both domestically and internationally.
The role holder must have a thorough understanding of the cash management business and be able to take a long-term view of expected changes in the market place to ensure HSBC remains at the forefront.
The competitive environment is intense but where we differ and/or offer competitive advantages are
Provision of high quality banking services to our target clients
Strong international image amongst customers and non-customers
HSBC aims to become a clear banking market leader for international business
The jobholder is expected to meet clients and forge strong relations. To look for new opportunities, expand on the existing portfolio, increase wallet share and generally ensure the performance of the client. The role holder has to also ensure client satisfaction including identifying and dealing with actual or potential business or relationship risks.
 
Management of Risk
 
Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.
The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organization.
The jobholder will also continually reassess the operational 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. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk.
This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring. Also by addressing any areas of concern in conjunction with line management and/or the appropriate department.
 
Observation of Internal Controls
 
Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.
The jobholder will adhere to and be able to demonstrate adherence to internal controls. This will be achieved by following 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 jobholder will implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term ‘compliance’ embraces all relevant financial services laws, rules and codes with which the business has to comply.

Desired profile

Essential
 
Strong knowledge of US and global cash management and clearing services, products and techniques.
Relationship Management experience at multiple levels plus a proven sales record
Proven ability in identifying and meeting customer needs through matching a broad range of products and services
Proven ability to deliver creative and flexible customer solutions.
Ability to understand a customer’s business and the fundamentals of running a business
Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
Excellent time management, planning and organization skills
Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
Strong analytical and selling skills
A good understanding of the market & market trends, competitive environment and regulatory environment
Minimum 10 years of relevant experience
 
Desirable
 
Experience of working in an International Global Banking environment
Knowledge of Treasury Foreign Exchange
Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange and payments.
Broad knowledge of HSBC Group companies and product ranges
Association of Corporate Treasurers International Certificate in Cash Management
Association of the Chartered Institute of Bankers, Certified Treasury Professional or other recognized professional qualification
Comprehensive knowledge of the HSBC Group's inter/intra clearing systems.
 
EEO/AA/Minorities/Women/Disability/Veterans