Global Trade & Receivables Finance CM Manager-

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Business Descriptor: HSBC Global Trade and Receivables Finance 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.

GTRF serves as a core service provider for Commercial (CMB) and Global Banking & Markets (GBM) clients.

We are currently seeking an experienced professional to join the GTRF team for CMB Business Banking.

Principal Responsibilities:

The role holder is responsible for consultative selling, implementation and management of GTRF products to customers and prospects and managing existing GTRF relationships to promote increased profitability and relationship depth, while minimizing risk

They will develop new revenue streams by identifying and selling innovative GTRF 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 GTRF 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 GTRF 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 GTRF 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 GTRF 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.