Global Trade Services Sales Manager

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Business Descriptor: HSBC Global Trade Service (GTS) is one of the largest trade services organisations in the world, offering a comprehensive range of forward-thinking supply chain and traditional trade solutions. It has been repeatedly recognised by the industry’s most prominent publications and associations in numerous awards for its strength in combining innovation and service excellence with end-to-end client solutions.

GTS serves as a core service provider for Corporate institutional banking (CIB) clients

We are currently seeking an experienced professional to join the GTS team.

Principal Responsibilities:

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

They will 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.

Drives best practice in lending and risk policies ensuring this remains in line with economic and market practices

• 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.
• 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.
• 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.
• 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 with sales and transactional suitability guidelines and requirements
• Successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

• 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 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
• 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:

• Bachelor’s Degree
• GTS related industry qualifications

• 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