Associate Director

CIB - Markets

Global Markets is part of our HSBC Corporate and Institutional Banking division, a markets-led, financing-focused business that provides investment and financial solutions. Our Markets business is one of the largest of its kind in the world. It combines sophisticated 24-hour global coverage with a detailed knowledge of local markets. Our services are offered both online and offline in 58 countries and territories. We specialise in foreign exchange, credits and rates, structured derivatives, equities and debt, equity and equity-linked capital markets.

We are currently seeking an experienced professional to join our team.

In this role, you will:

Corporate Sales is part of HSBC Corporate and Institutional Banking (CIB), is responsible for serving corporate clients. As part of Corporate Sales, sales will primarily service the group’s Strategic & Focus clients, addressing their needs through the provision of client relevant products, solutions and deep market insight. This role requires strong client experience in order to develop long lasting trusted relationships whilst improving product penetration and wallet share.

An understanding of the Corporate Sales business, MSS products and clients is therefore essential in this role. Also essential is a deep knowledge of the products that Strategic and Focus clients typically trade; the role holder should therefore be familiar with, foreign exchange instruments and interest rate derivatives.

The primary objective of the role is to manage and develop the revenue and profitability of allocated client portfolios whilst delivering excellent service to address client needs. A constant drive to improve the cost of service delivery will also be a key focus of the role and will require championing key initiatives, such as servicing more transactional needs via e-capability.

• Identify sales opportunities that address specific needs for our clients and managing from identification to point of sale and through post trade process

• Service a portfolio of Strategic and/or Focus clients, including Transactional clients where required

• Manage and develop relationships with transactional clients, including those serviced over e-platforms for flow based business.

• Provide day to day sales coverage using the full suite of Corporate Sales offerings and support team members to do the same

• Deliver services and solutions that meet client needs and where necessary leverage the bank’s depth of product expertise and Thought Leadership

• Develop trusted relationships with clients to drive revenue growth and greater product penetration

• Collaborate with other internal stakeholders, including Relationship Managers, Global Payments Solutions (GPS), and Global Trade Solutions (GTS) , to service client needs and improve share of wallet

• Drive efficiency and profitability by championing adoption and use of relevant service offerings to meet client needs, for example migrating transactional business to the self-service e-capability, coordinating with Corporate Risk Solutions (CRS) for more complex balance sheet structuring solutions, or identifying further opportunities for the offshore capability to support Corporate Sales

• Manage changes to processes as technology platforms evolve

• Work with Corporate Sales team to ensure all activities for their set of Strategic and Focus clients are executed in line with their agreed principles

• Work through Corporate Sales for ensuring all Global Service Centre outsourced activities are executed in line with the agreed SLA’s and requirements for servicing clients

• Identify and originate cross-sell opportunities (cross-border, Corporate Sales /CRS, and cross-selling the Bank)

• Where appropriate and responsibility has been assigned, act as Global Sales Captain for specified clients

• Grow deep and broad customer relationships to enhance the HSBC franchise and generate value added business

• Build and maintain business relationships with clients in assigned area of responsibility

To be successful in the role, you should meet the following requirements:

• Analytical aptitude in accordance with demands of the role (size of the organization, business knowledge process, compliance/risk nature of the function, intensity and diversity of change, competitive landscape for resources)

• Strong understanding of the Corporate Sales business, its products, clients, systems and key processes

• Good understanding of Capital Markets, covering foreign exchange instruments (Spot, Options, Swaps, Forwards and Futures) and interest rate derivatives and an ability to understand & manage a diverse and sometimes complex, product set

• Hold relevant exams and qualifications to satisfy local and any cross border market regulations for non-advisory sales and trading activities

• Where applicable, experience managing a team with clear competencies in people & development, performance management, and high quality execution

You’ll achieve more at HSBC.

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Issued by HSBC Bank (China) Company Limited