Sr. Sales Manager- Equipment Finance/Leasing

Job description

Global Vision. Local Focus.


Things really are different here. A career with HSBC in Canada is truly an experience that few financial service organisations can match. Here you will find yourself inspired and supported by colleagues whose daily responsibilities cross time zones, continents and cultures. You will be motivated to aim for your highest aspirations, and enjoy the rewards of belonging to a diverse and growth-driven culture.

Canada is a priority market for HSBC. We remain focused on growing customers locally with our unique products, and we offer a full suite of solutions developed from our global connectivity and network. HSBC has the institutional strength, capacity and commitment to support our Canadian client's requirements here and around the world. Employees who thrive at HSBC are service focused, entrepreneurial and driven. They show collaborative spirit and a quest for continuous improvement, while having the industry expertise and business acumen to deliver.

About Commercial Banking

HSBC Commercial Banking operates in 54 countries and territories, covering the developed and developing markets that matter most to our customers. Through our teams we connect businesses to opportunities, helping them thrive and grow. We work with a wide range of customers, from small enterprises to mid-market companies and large multinationals, providing them with the tools they need to function efficiently. These include trade and receivables finance, global liquidity and cash management, multi-currency accounts, commercial cards, overdrafts, working capital finance, insurance, term loans and syndicated, leveraged, acquisition and project finance.

A Day in the Life of a Sr. Sales Manager- Equipment Finance/Leasing include the following:

Role Purpose

The primary objective of the sales team is focused on the provision of Hire Purchase and Leasing products to business customers operating within the SME, MME, Large Corporate and Global Banking & Markets. Sale of these products generates both interest and fee based income.

The role holder is office based and is required to make effective customer contact through inbound and/or outbound channels, as required, to proactively broaden and deepen relationships with customers through identifying opportunities to meet a customers requirements

Principle Accountabilities: Key Activities and Decision Making Areas

Role Context

The role holder reports directly to the Sales Manager – Central, and is responsible for the identification, negotiation & sale of hire purchase & leasing products together with fees within key geographical business areas for Equipment Finance.

The marketplace for these products is mature and highly competitive. A customer may choose its finance provider from a wide array of sources.

The jobholder is expected to require limited support and guidance in the sale of products and account management activity.

Impact on the Business

· Identify, negotiate & effect sale of hire purchase and leasing and collect document/arrangement fees to meet target levels from an established portfolio of facility customers.
· Undertake prospecting /marketing activity as directed by Sales Manager to grow the customer base within HEF.
· Develop cross sale opportunities from customer & prospect base, and maximise HSBC Group portfolio opportunities.
· Provide excellent relationship management to all customers including meeting realistic customer expectations in terms of efficiency, accuracy and professionalism.
· Ensure customer service levels are high thereby mitigating loss of customers and maintain/develop key relationships to protect customer profitability.
· Be a product expert, ensuring that it is used in appropriate circumstances and reducing the likelihood of the Bank being exposed to any reputational, operational or financial risks.
· Develop and communicate effective strategies for winning new business
· Enable the identification of new sales opportunities in the form of new to bank or new to EF Leasing
· Work closely with sales colleagues to promote awareness of EF Leasing products, strategies and competitor information
· Maintain awareness of the applicable regulatory and business environment
· Support development, direction and delivery of strategic initiatives

Customers/Stakeholders

· Be responsible for customer engagement; ensure service excellence at all times, for all aspects of any customer, prospect or professional's interaction with HSBC.
· Develop & implement appropriately high service standards, focused upon exceeding expectation
· Develop appropriate calling plans with the team to efficiently and effectively achieve goals and objectives
· Ensure the appropriate delivery channel services the customer needs are in place whilst meeting the aspirations of the customer, the Bank and the HEF business.
· Be an ambassador for HSBC and develop the bank's profile in the local ‘International Business' community
· Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service
· Ensure fairness in all aspects of delivery, sales processes, customer literature & correspondence, financial promotions, administration and complaint handling.
· Participate in internal and external business events, road shows and seminars as required by the business
· Ensure early identification of problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests
· The jobholder must develop relationships with customers, and implement a cohesive service proposition both to the customer and the Bank, working in partnership with ‘field based' sales staff

Leadership and Teamwork

· Generate a number of cross sale introductions to Group providers to meet the banks customer acquisition objectives
· Support and coach new and existing colleagues promoting and contributing to an engagement culture.
· Keep updated with the standard policy and processes
· Act as an ambassador for the team and contribute fully to its development, effectiveness and success.
· Maintain excellent communication with Group colleagues to ensure a joined up approach to identifying and capturing cross border opportunities.
· Provide active feedback to seniors on process, operations, risks etc and make recommendation as to how these can be changed to secure the customer and the bank.
· Generate a number of cross sale introductions to Group providers to meet the banks customer acquisition objectives.
· Live the Group Values.

Operational Effectiveness and Control

· Ensure effective use of the tools available in the organisation (script, normative, daily bulletin, institutional sites, intranet etc.)
· Ensure that product related information detailed within templates is accurate & full, to ensure an underwriter understands the risks of a transaction under consideration.
· Adhere to structures and processes in place for the management of operational, reputation and regulatory risk.
· Ensure operational quality is not compromised in the pursuit of income
· Ensure operational losses and fraud are minimised
· Respond within agreed timelines to issues raised by audit and external regulators.
· Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.
· 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.
· Maintain awareness of operational risk and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting.
· Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.
· 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.
· Ensure all sales and prospecting activity documentation is complete to provide performance tracking and targeting future sales efforts.
· Live the Group Values.
· Compliance with and management of sales suitability risks and requirements
· Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements

Major Challenges

· Challenging targets to be achieved in a highly competitive corporate market
· Ensure the team attain a high level of technical knowledge on assets and products to enable them to structure transactions in the most appropriate way
· Positively manage the relationship between HSBC Equipment Finance and the Bank to the benefit of the overall HSBC commercial strategic objectives

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.
· 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

· The jobholder will also adhere to and be able to demonstrate adherence to internal controls. 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 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.
· This will be achieved by adhering to all relevant processes/procedures and by liaising with Compliance department about new 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 :

Knowledge & Experience / Qualifications:

Essential
·  BA in related discipline and 5-8 years of experience working in a competitive sales environment OR MA and 3-5 years of experience working in a competitive sales environment
·  Strong leadership and team motivational skills
·  Excellent selling and negotiation skills
·  Good knowledge of installment finance industry and products, including a sound awareness of competitor product and activity
·  Excellent communication skills particularly telephone skills
·  Good IT skills and knowledge
·  Proven ability in identifying and meeting customer needs through matching a broad range of products and services
·  Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
·  Ability to interact with business customers at all levels
·  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 skills
·  Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
·  Proven ability to deliver creative and flexible customer solutions.
·  Ability to understand a customer's business and the fundamentals of running a business
Desirable
·  Good working knowledge of hire purchase & leasing products, associated packaged insurance products
·  Good knowledge of the HSBC product range
HSBC Proud

In 2016, HSBC Bank Canada was named one of the “Best 50 Corporate Citizens” in Canada by Corporate Knights magazine for the fifth consecutive year.

Here are some of the reasons why:
·  Career Development: Within your current role, as well as Canadian and international opportunities
·  Company Reputation: Offering prestige, strength, and longevity
·  Business Growth: Underpinned by our drive, and the highest banking standards
·  International Connectivity: Opportunities to network and build global relationships
·  A diverse workforce: Reflecting our belief that diversity of thought, background and perspective make HSBC a stronger organization
·  Corporate Sustainability: We build our business for the long term by balancing social, environmental and economic considerations in the decisions we make
Learn more about HSBC

HSBC Bank Canada, a subsidiary of HSBC Holdings plc, is the leading international bank in the country. We help companies and individuals across Canada to do business and manage their finances internationally through three global business lines: Commercial Banking, Global Banking and Markets, and Retail Banking and Wealth Management. HSBC Group - one of the world's largest banking and financial services with assets of US $2,492bn at 30 June 2017. Linked by advanced technology, HSBC serves customers worldwide through an international network of around 3,900 offices in 67 countries and territories in Europe, Asia, North and Latin America, and the Middle East and North Africa.