Associate, Corporate Sales

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Corporate Sales a part of Corporate & Institutional Banking (CIB) - Markets and Securities Services (MSS), is responsible for serving corporate clients. As part of Corporate Sales, the sales person will service the group’s clients across business segments, addressing their needs through the provision of client relevant markets products, risk management solutions and deep market insight.

An understanding of the Corporate Sales business, MSS products and clients is therefore essential in this role. Also essential is a knowledge of the products that corporate clients typically use; the role holder should therefore be very familiar with, foreign exchange and interest rate hedging and derivative products.

The primary objective of the role is to manage and develop the revenue and profitability of allocated client portfolios whilst delivering excellent service and execution capabilities 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.

Principal 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
• Candidate should have a strong understanding of derivative products linked to FX, rates and commodities. Understanding and knowledge of RBI regulations (FEMA) is also important.
• Manage and develop relationships with clients, including those serviced over e-platforms for flow based business.
• Role holder should have atleast 3-5 years of work experience in the banking landscape. Ideally knowledge of markets products i.e FX and rates will be preferable. Any other candidates will need relevant  banking experience of handling corporate clients and should be able to demonstrate strong understanding of markets products.
• 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
• Having good coding skills namely python, VB, Java and other data analytics will be an added advantage.
• 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.
• Identify and originate cross-sell opportunities (cross-border, Corporate Sales /CRS, and cross-selling the Bank)
• 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

Certifications, Qualifications and Experience (For the Job – not the Job holder. Minimum requirements of the Job):

• 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
• Minimum Graduation or as required for the role, whichever is higher

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India