Posted By: Hija Chang on January 08, 2018
FEATURED Content
HSBC corporate consists of c. 60,000 Mastergroups in the Large Corporate (LC) and Middle Market Enterprise (MME) segments and represents CMB's largest and more complex customers. On a per average customer revenue basis, Corporate customers are also CMB’s most profitable customers. CMB Corporate provides standard commercial banking products (working capital finance, short-term loans, deposits, payments etc.) in conjunction with product specialists (e.g. PCM, Global Banking and Markets, Insurance, Trade & Receivables Finance), Corporate Banking provides both domestic and cross-border banking solutions including Cash Management, Trade Services, Insurance, Investment Banking and advisory services.
The role holder is expected to acquire, retain, and expand relationships with the customers we want to bank within the MME segment, by profitably identifying and meeting their needs. This means identifying customer needs first and then recommending product solutions that are appropriate for the customer to consider and accept.
Impact on the Business
- Building existing and winning new long-term relationships with the customers we want to bank, coherent with CMB’s strategy to be the Leading International Trade and Business Bank
- Relationships managed by placing customer needs at the forefront of all that the role holder does, setting world class standards
- Develop effective strategies to manage customer relationships, anticipate customer needs and provide a superior quality service to position HSBC as the market leader in this segment.
- Keep abreast of external factors influencing international
- business e.g. economic, cultural, geographical, procedural and regulatory requirements.
- Ensure timely and accurate maintenance of customer information, on HORIS, Client Vision and CARM and other systems as required.
- Maintain uptodate and accurate deal pipeline on CV
- Monitor relationship profitability regularly and ensure that the return is commensurate with the type of client and both CMB and the client’s risk appetite.
- Take timely and proactive corrective action to mitigate potential losses, exercising effective portfolio stewardship and control
- Collaborating with product partners to identify and match customer needs with relevant expertise; notably with GTRF, PCM, GBM, GPB and I&I
Customers / Stakeholders
- Ensure a quality service for all customers by owning customer engagement, ensuring service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC.
- Ensure all interactions with customers are of a high quality and conducted according to the highest professional standards
- Collaborating with product partners to identify and match customer needs with relevant expertise; notably with GTRF, PCM, GBM, GPB and I&I.
- Ensure that client plans are co-ordinated and Client Service Teams are in place with product partners and Critical Account objectives where applicable accepted
- Take a proactive approach to client planning across the portfolio collaborating with product partners and senior management as appropriate.
- Establish an effective working relationship with Risk Management teams, in order to validate the accuracy of the customer risk profile.
- Ensure early identification of problem relationships and take action where there are potential and existing problem accounts to protect HSBC interests.
- Be an ambassador for HSBC and develop the bank’s profile in the local community, with a particular focus on international business.
Leadership & Teamwork
- Embody the Group's values and global standards in every aspect of how you operate as a CMB banking professional.
- Act as a team player, supporting development of a positive, collaborative culture consistent with Group Values
- Lead, inspire and motivate junior colleagues to ensure a seamless relationship management service is delivered.
- Provide active feedback to seniors on process, operations, risks etc., and make recommendation as to how these can be changed to secure the customer and the bank.
- Coach and provide development support to other RMs and support officers, taking a genuine interest in their progression
- Collaborating with product partners to identify and match customer needs with relevant expertise; notably with GTRF, PCM, GBM, GPB and I&I
Operational Effectiveness & Control
- Embody the Group's values and global standards in every aspect of how you operate as a CMB banking professional.
- Exercise effective portfolio stewardship and control, ensuring adherence to all relevant Risk policies, Audit and Compliance standards.
- Adhere to structures and processes in place for the management of credit, operational, reputation and regulatory risk.
- Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credit facilities, in order to ensure usage is in accordance with approved terms and conditions.
- Respond within agreed timelines to issues raised by audit and external regulators.
- Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.
- Maintain awareness of operational and fraud risk within assigned portfolio and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting.
- Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.
Compliance with and management of sales and suitability risks and requirements.
Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking and inform targeted future sales efforts
To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators.
Complete other responsibilities, as assigned.
Major Challenges
- Winning and retaining business in challenging and competitive market environments.
- Identifying the needs of sophisticated customers and subsequently presenting, and profitably implementing the most appropriate solutions.
- Coordinating cross-border coverage for international customers across multiple timezones, cultures, languages, and regulatory environments.
- Coordinating and collaborating with Product partners to ensure that the most appropriate solutions are made available to meet customer needs. These needs may often be complex and international in nature.
- Constant vigilance in identifying and mitigating financial, operational, fraud and financial crime risks.
Role Context
- CMB is at the heart of the Group’s strategy to be the Leading International Bank. Within this framework CMB is positioned as the Leading International Trade and Business Bank. The remit of this role focuses on the customers we want to bank, including international corporate businesses. The business operates in a highly competitive banking environment competing for international business where we have a “right to win”.
- Environment of the job: The jobholder will be competing in a highly competitive environment against many locally-established financial institutions and possibly a number of national competitors.
- Guidance and authority; The jobholder will report to the << insert>> and is given authority to plan, initiate, develop, and drive the initiatives for their client portfolio. They will be responsible for the profitability and performance of their assigned portfolio.
Management of Risk
- Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.
- The jobholder will ensure the fair treatment of HSBC customers is at the heart of everything we do, both personally and as an organisation. They will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk.
- This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring; additionally by addressing any areas of concern in conjunction with line management and/or the appropriate department.
Observation of Internal Controls
- Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.
- The jobholder will adhere to and be able to demonstrate adherence to internal controls. This will be achieved by following relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators.
- The jobholder will implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term ‘compliance’ embraces all relevant financial services laws, rules and codes with which the business has to comply.
Qualifications & Requirements
Essential:
•Minimum of 6 years experience in managing commercial relationships with international needs
•Proven ability in identifying and meeting customer needs through matching a broad range of products and services
•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
•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.
Desirable:
•Knowledge of how MME corporate clients operate
•Knowledge of Trade, PCM, GB&M, RBWM, and GPB products and capabilities
•Robust understanding of client planning methodology
•Knowledge of group systems, including CARM, ClientVision, HORIS, Global Links and GRPT
•Knowledge of CMB policies and procedures as per CMB FIM
•Wide personal connections within the group and outside the group (chambers of commerce and other associations
•Bachelors Degree in Finance, accounting or related fields
EEO/AA/Minorities/Women/Disability/Veterans
HSBC is blazing the trail for African-American colleagues, check it out:
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and Universities. If you would like to notify HSBC's Diversity Recruiting team of your application, please e-mail
diversity.recruiting@us.hsbc.com.
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