Job description

Corporate Sales is part of HSBC Global Banking and Markets, 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.

Responsibilities of the role holder

• 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 Liquidity & Cash Management (GLCM), and Global Trade and Receivables Finance (GTRF) , 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 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

Impact on the Business/Function

• Provide Corporate Sales services and capabilities and ensure seamless support for external clients and internal Sales teams

• Management of the transaction flow from order through to execution in conjunction with the relevant trading team.

• Ownership of the growth of revenue for clients in the Strategic and Focus service tier

• Identification and development of new client relationships

• Identifies new leads in assigned area and is responsible for developing and tracking a business plan to expand existing client relationships

• Develops knowledge of client needs and requirements; coordinates efforts to service client organisations

• Ensure effective communication and understanding of the strategic transformation/agenda across key stakeholder groups at a global, regional and country level

• Support the growth of the execution capability of the business to ensure delivery of initiatives, with a particular focus on migration of flow transactions to E-platforms

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

• Senior escalation point for client concerns

• Drive desk analyst activity (where applicable) to deliver the most targeted and relevant material for clients

• Makes sales calls and meets with clients to review outlook for assigned market/sectors

• Cross sell products within the relevant Asset Class, or within GBM more broadly

• Proactively participates in the marketing of assigned product team services

• Proactively participates with other salespersons and traders who service accounts

• Maintain complete records of client orders and execution

• Key driver in delivering trade ideas and relevant and targeted HSBC content to clients

Customers/Stakeholders

• Accountable for a portfolio of Corporate Sales Strategic and Focus clients and the revenue they generate

• External and Internal Clients: Networks, develops and nurtures client relationships, anticipates and identifies their needs

• Internal Collaboration: Develops close and effective working relationships within respective Regions/ Countries/Functions/Global Businesses

• External bodies: Builds and maintains relationships with external partners, industry bodies and others to keep up to date with developments

• Works closely with Banking Relationship Managers to provide relevant market and product information to build the relationship

• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets

Leadership and Teamwork

Each member of the team is expected to;

• Support achievement of the HSBC vision, Values, goals and culture in personal behaviour, actions and decision making.

• Take personal responsibility for understanding and agreeing performance expectations, completing the necessary mandatory training and developing the levels of capability and competence needed to be effective in the role.

• Contribute to team development, effectiveness and success by sharing knowledge and good practice, working collaboratively with others to create a productive, diverse and supportive working environment.

Operational Effectiveness and Control

• Drive the continuing development or transformation of MSS operating model to ensure the business operates increasingly effectively and efficiently and is able to deliver HSBC's strategic goals

• Establish and maintain a robust and efficient control environment across MSS to ensure good operational, financial and project management and compliance with HSBC policy and procedures, together with early identification and effective resolution of issues that arise

• Lead the development, implementation and maintenance of a global management information, analysis and reporting framework that supports and informs timely and effective business management and decision making at all levels

• Drive the definition and embedding of policy and governance frameworks across Global Market to ensure quality, effective risk management and regulatory compliance

• Ensure all relevant documentation is in place when presenting information to clients (e.g. Disclaimers, suitability reviews etc.)

• Engage with training requirements that are relevant to the role in a way that addresses personal development and enhances input into the control environment. Including, but not limited to, mandatory training as driven by HSBC policies

• Operate within the spirit and letter of internal and external regulations, laws, and policies

• Ensure line manager and any relevant Corporate Sales stakeholders are aware of any obstacles or issues that may reduce ability to meet deadlines

• Establish and maintain a robust and efficient control environment ensuring early identification and escalation of issues that arise and appropriate resolution

• Proactively offer solutions to problems. Support the continuing improvement of the processes, structures, capabilities, capacity and infrastructure

Management of Risk

• The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation

• This will be achieved by consistently displaying the behaviours that form part of the HSBC Values and culture and adhering to HSBC risk policies and procedures, including notification and escalation of any concerns and taking required action in relation to points raised by audit and/or external regulators

• The jobholder is responsible for managing and mitigating operational risks in their day to day operations. In executing these responsibilities, the Group has adopted risk management and internal control structure referred to as the ‘Three Lines of Defence’. The jobholder should ensure they understand their position within the Three Lines of Defence, and act accordingly in line with operational risk policy, escalating in a timely manner where they are unsure of actions required

Observation of Internal Controls

• The jobholder will adhere to, and be able to demonstrate adherence to, internal controls and will implement the Group compliance policy by adhering to all relevant processes/procedures

• The jobholder will implement the Group compliance policy by adhering to all relevant processes/procedures. The term ‘compliance’ embraces all relevant financial services laws, rules and codes with which the business has to comply

• This will be achieved by adherence to all relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators. Through the implementation the Global AML, Sanctions and ABC Policies, supporting Guidance, and Line of Business Procedures the jobholder will make informed decisions in accordance with the core principles of HSBC's Financial Crime Risk Appetite

• The jobholder will adhere to all relevant processes and procedures including information barriers and confidentiality requirements. Adherence to the control of information procedures, including compliance with the need to know policy, is key, in particular where the jobholder has direct management oversight of individuals on the private side of the GBM Origination Chinese Wall.

For this role, HSBC targets a fixed pay range between $125,000 and $150,000.

The final fixed pay offer will depend on the candidate and a number of variables, including but not limited to, role responsibilities, skill set, depth of experience and education, licensing/certification requirements, internal relativity, and specific work location.

At HSBC, our overall goal is to provide a competitive Total Reward Package, with an appropriate mix of fixed pay, and variable pay, as part of an employee’s overall total compensation and benefits. Variable pay generally takes the form of discretionary, annual awards (sometimes referred to as a “bonus”). Additionally, HSBC offers a wide range of competitive and flexible benefits designed to help you improve your health and well-being, finances, and lifestyle.

Requirements

Employment eligibility to work with HSBC in the U.S. is required as the company will not pursue visa sponsorship for these positions.

• 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

Achieving Excellence

• Aspiring to do and deliver the best for HSBC, its customers, colleagues and stakeholders and persisting in this aim regardless of difficulties and challenges in line with HSBC Values

• Taking a positive and constructive approach towards problems using appropriate tools and techniques to deal with them swiftly and effectively

• Implementing business strategies and plans and prioritising activities to make sure the desired results are achieved

• Understanding what is required to be successful and competitive in the local and global marketplace

Customer - Stakeholder Focus

• Focusing on customers, colleagues and stakeholders and taking the time to understand them, communicate with them and meet their needs

• Understanding how their role impacts upon our customers, stakeholders, colleagues, always looking for ways to satisfy them and enhance their experience of HSBC by keeping up-to-date with, and anticipating, their changing needs

• Delivering the right products, services and solutions to the right customers, colleagues and stakeholders, in the right way and at the right time, in line with HSBC strategy, principles and Values

• Developing customer/stakeholder insight based on effective personal interactions, learning from experience, gathering and using information appropriately and safely

Driving Sustainable Growth

• Taking an ethical commercial approach to business opportunities and in your day-to-day work, in accordance with HSBC Values, regulatory principles and global standards, to ensure the long-term sustainability of the business and protection of the HSBC brand

• Considering the short, medium and longer term impact of decisions and actions

• Championing and supporting change in the interests of all stakeholders

• Recognizing, respecting and valuing different perspectives and cultures in our business, our customers and our colleagues

Managing Risk Responsibly

• Being aware of risk and compliance, acknowledging their importance and following or developing appropriate processes and controls

• Understanding and taking responsibility for applying local and HSBC legal, regulatory and compliance frameworks in all aspects of HSBC’s work

• Taking ownership of risk and compliance and having the courage to question practices and actions in the best interests of protecting HSBC and its customers according to the HSBC Values

• Balancing the need to manage risk effectively with the need to maximise business opportunities through correct use of appropriate tools and techniques

As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. We offer a competitive pay and benefits package including a robust Wellness Hub, all in a welcoming, diverse and inclusive work environment. You will be empowered to drive HSBC’s engagement with the communities we serve through an industry-leading volunteerism policy, a generous matching gift program, and a comprehensive program of immersive Sustainability and Climate Change Initiatives. You’ll want to join our Employee Resource Groups as they play a central part in life at HSBC, including the development of our employees and networking inside and outside of HSBC. We value difference. We succeed together. We take responsibility. We get it done. And we want you to help us build the bank of the future!

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

HSBC is one of the world’s largest banking and financial services organizations. Our global businesses serve around 39 million customers worldwide through a network that covers 62 countries and territories. Our customers range from individual savers and investors to some of the world’s biggest companies, governments and international organizations. We aim to connect them to opportunities and help them to achieve their ambitions.