Manager - Client Management

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Business Descriptor

Global Trade Solutions (GTS)

Trade has been the foundation of HSBC since 1865, it is evolving fast and so are we. With our network, expertise, and solutions we’re placed to help clients make sense of emerging trends, risks, and opportunities by being the global connectors, innovative problem solvers and strategic partners.
 
We connect the world through trade. As global connectors our footprint gives clients access to 89% of world trade flows providing a powerful mixture of local, regional, and global knowledge to help them spot new growth opportunities. We are innovative problem solvers that provide a safer, smoother digital trade experience with expert help to clients solve business challenges through innovative solutions and strategic partners through growth, disruption, or uncertainty, we bring them insights and ideas to enable grow and protect their business.
 
Our comprehensive suite of products and services can be combined into global solutions that help make it easier for businesses to manage trade risk, process trade transactions, and fund trade activities.

Responsibility

The jobholder is responsible for delivering a professional and high-quality service to address the needs of GTS clients, who, given their significance to HSBC, demand an exclusive service. Careful analysis and judgment are required to resolve a multitude of

enquiries. 

The jobholder will be part of Client Servicing team led by Team Leader of regional client services teams and will be one of the named primary point of contacts for premium clients to facilitate the transaction processing. The job holder must own the transaction,

handle Trade enquiries, resolve the discrepancies, proactively offer solutions and build strong relationships with premium clients. The jobholder must perform his duties defined in the charter with care, efficiency and every possible effort to deliver ‘customer delight’. 

The jobholder is also required to maintain ongoing business and maximize TSC revenue through proactive client services and maximizing the cross-selling opportunities. The position requires a broad understanding of all TSC products, services and procedures as

well as an ability to offer tailor-made, professional advice to clients. The jobholder should always be kept abreast of the business environment, regulatory changes and new service availability to fully capture the opportunity to identify cross-selling opportunities.     

Job Introduction

Role Purpose

• Holds overall ownership of trade transactions of T3 Trade Clients and ensures an end-to-end completion of transaction processing.

• 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  

Impact on the Business

• 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. 
• Holds overall ownership of trade transactions of T3 Trade Clients and ensures an end to end completion of transaction processing.

Customers / Stakeholders

• 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 Incremental revenue and customer satisfaction
• By matching customers’ requirements in response to proposal requests (RFP’s etc.)
• Provision of appropriate strategic business ideas based on awareness of market and industry initiatives and customer feedback. Sharing of best practices and to the overall direction of GTS regional and global business.

Role Requirements / Education Qualifications / Certifications / Experience:

Essential

• Minimum Bachelor’s degree / Graduation or as required for the role, whichever is higher
• 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 customers 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

• GTS related industry qualifications 

Additional Information

• Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

You’ll achieve more at HSBC.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India