Client Relationship Management - Acquisition

Business Description: 

Corporate Banking

Corporate Banking provides international financial services solutions that support businesses ranging from large corporates to mid-market enterprises in a variety of industry sectors all over the world. Leveraging the strength, scope and expertise of our global product network, Corporate Banking is positioned as an essential partner to large and mid-market enterprises seeking to maximise their potential internationally, offering streamlined business access to HSBC’s international network and broad range of market leading banking products and services.

Principal Responsibilities

The position, based in Chennai, a strategic business location for Corporate Banking team to cover the mid-market clients in the region.  This market has been identified as a strategic market for us and has seen lot of activity and good success in last few years and needs to be built upon.

• The jobholder’s primary responsibility will be to achieve revenue targets, target new to bank customers, identify new to product customers from the existing customer base, and to develop and manage these relationships. The products on offer to these clients include working capital finance, term lending including external commercial borrowing, structured trade solution, treasury solutions, overseas banking solutions besides capital market and investment banking proposition.
• The jobholder will be working on local Mid-sized Corporates including Start-ups (Unicorn/Soonicorn) based in Chennai.
• The jobholder is expected to contribute to the development as well as execution of the strategy to differentiate HSBC from competitors.
• More specific expectation from the candidate would be to do the following:

- Drive acquisition of new clients. One of the jobholder’s key challenge will be to significantly grow the Bank’s business in a specified turnover segment.The candidate will have to drive growth in asset and liability book in-country along with growing the outbound business for the target clientele.

- To be the primary relationship manager for the assigned portfolio of existing customer base and to achieve account profitability targets through focused marketing efforts.- To co-ordinate marketing efforts with various product teams (Cash management, Trade, Treasury, Investment Banking, etc) to ensure an increased wallet share and that individual product targets are met.- Contribute to the creation of new business opportunities for the bank- Ensure that positive customer relationships is fostered and increase visibility in the marketplace

• Candidate is expected to possess the following: - Possess strong credit skills to ensure quality of the credit is maintained across existing portfolio and new acquisitions

- Possess ability to analyze financial statements, cash flows, industries, trade and Working Capital cycles, etc

- To ensure that the credit quality of the existing and newly acquired relationships is in line with the Bank’s acceptable credit parameters

• Be well versed with banks policies, guidelines, etc on credit related issues.
• Manage stressed accounts in line with bank’s policies.