Team Lead Sales

Job description

Job description

Global Trade Solutions

HSBC is the largest trade and receivable finance organization in the world, offering a comprehensive range of forward-thinking open account supply chain and traditional trade solutions. The bank has been recognized by the industry’s most prominent publications and associations for its strength in combining innovation and service excellence with end-to-end customer solutions. HSBC GTS serves as a core service provider for Corporate banking customers. We are currently seeking an experienced professional to join the INM GTS Team 

Role Purpose

·       Define and lead the development of GTS business strategy in Corporate and Institution Banking Segment for the Areas covering Tamil Nadu, Andhra, Kerela and Telangana, aligned with HSBC India and Global strategies.

·       Oversee a team of experienced sales professionals and work closely with various stakeholders for execution of business strategy to achieve revenue targets, expand market share and strengthen client relationships for GTS Products to existing and new to bank customers in Corporate and Institution banking segment.

·       Develop and implement comprehensive sales strategies aligned with the overall business objectives.

·       Develop new revenue streams by identifying and selling innovative GTS solutions to a portfolio of clients thus maximizing commercial profitability and relationship depth. This will include responsibility for pricing, reviewing and negotiating the full range of GTS services together with effecting any cost reduction initiatives required by the Group.

·       The role holder is responsible for consultative selling, implementation and management of GTS products to customers and prospects and managing existing GTS relationships to promote increased profitability and relationship depth, while minimizing risk for relationships directly managed and managed by the team

·       Ensure the team members Goals are aligned with Business strategy. Identify and prioritize key target segments to optimize sales efforts.

·       To conduct periodic review of Team member’s performance with respect to the goals set.

·       Develop a roadmap for executing the strategic plan aligned with relevant strategic priorities for the Segment, along with a specific focus to increase the GTS Products penetration in the markets.

·       Work with customer and external stakeholders to develop a deep understanding of key trends and drivers in the Areas and play a key role in establishing HSBC GTS as a thought leader in handling core and structured trade transactions and to develop new business opportunities.

·       Drive and Elevate visibility externally on GTS’s capabilities on Core Trade, Structured Trade and Digital offerings. 

Impact on the Business

·       Strategise and draft an action plan for team members to identify upselling and cross-selling GTS opportunities, to maximise GTS as preferred product partner to the Business segment.

·       Monitor KPI and take suitable corrective actions as needed.

·       Ensuring team members adhere to regulatory, financial crime, sanction compliances and risk management guidelines.

·       Ensure that all sales activities are conducted ethically and in compliance with company policies and procedures, by monitoring pipeline conversions, and call reports recorded by sales team members.

           Ensure timely and accurate completion of all required reporting

·          To manage a client portfolio in order to maintain existing and generate new income for the business. Undertake sector/portfolio planning and client monitoring/contact

·          Develop effective strategies for maintaining and growing a client portfolio in order to maintain and generate new income for the Group. This will involve initiatives such as sector planning and client/contact monitoring to ensure efforts support GTS business objective

·          Manage portfolio customers and follow end to end CM process as defined by Business Development Transformation

·          To manage costs within plan, keep losses to a minimum and identify any cost reduction initiatives

·          Work closely with colleagues to promote awareness of GTS products, strategies and competitor information amongst the RM and other strategic business communities

·          Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect he customers and the Bank. 

Customers / Stakeholders

·       Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group.

·       Where appropriate undertake professional presentations etc. to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks.

·       Maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events.

·       Maintain close liaison with intra country, intra region and cross regional colleagues/stakeholders so as to provide input into the strategic direction of Sales, Product and Client Management functions and to the overall direction of GTS regional and global business.

Leadership & Teamwork

·       Be a team player. Work with the team members and colleagues in order to perform the role the best of abilities.

·       Demonstrating excellence in sales and following end to end sales process as defined internally

·       Be self-motivated and achieve results in the face of setbacks

     Keep management informed of progress/obstacles towards sales targets

Operational Effectiveness & Control

·       Ensure compliance monitoring is in place in accordance with HSBC and regulatory standards

·       Ensure all CM Sales activity documentation is complete to provide performance tracking and targeting future sales efforts

·       Continually assess the CM Sales processes to identify improvements

·       Keep Team leader informed of any obstacles, issues etc.

·       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

Requirements

Qualifications

·            Minimum Bachelor’s degree / Graduation or as required for the role, whichever is higher

·            Extensive knowledge of global trade and receivables finance, services, products and techniques.

·            Extensive knowledge of the market & market trends, competitive environment and regulatory environment.

·            Detailed knowledge of GTS back and front office area

·            Detailed knowledge if Credit & Risk including techniques to mitigate risk

·            Broad knowledge of HSBC Group companies and product ranges

·            Sales & Client Management experience at a senior level including dealing with senior executives plus a proven sales record

·            Proven ability in identifying and meeting customer needs through matching a broad range of products and services

·            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 customers business and the fundamentals of running a business

·            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 organisation skills

·            Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations

·            Strong analytical skills

Desirable

GTS related industry qualifications

Additional information

Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

Useful Link

Link to Careers Site: Click   HERE  

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India