Senior Global Trade Services - Sales Manager

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.

Role Purpose

·      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. 

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 and to the overall direction of GTS regional and global business.

Leadership & Teamwork

·      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

Operational Effectiveness & Control

·      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

·      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

About Company

HSBC (Hongkong and Shanghai Banking Corporation) is one of the world’s largest banking and financial services organizations. Headquartered in London, it operates in over 60 countries across Europe, Asia, the Americas, the Middle East, and Africa. Founded in 1865, HSBC offers a wide range of services including retail banking, commercial banking, investment banking, and wealth management. The bank focuses on connecting customers to global opportunities, especially in high-growth markets like Asia.