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Business Descriptor

HSBC Wholesales Banking (WSB) serves millions of businesses ranging from small to large corporates, providing commercial customers with a full range of banking services including: Global Trade Services, RMB solutions, multi-currency business accounts, payments and cash management, and wealth management and insurance, as well as a comprehensive range of financing solutions. With dedicated Relationship Managers and Product Specialists providing local support and advice in over 64 countries and territories, HSBC helps connect customers to opportunities.

HSBC International Mid-Market (IMM) is a division within HSBC that focuses on serving corporate clients with a range of banking services. This includes multi-currency business accounts, payments and cash management, global trade and receivables finance, and various financing solutions. HSBC IMM provides dedicated relationship managers and business specialists in over 60 countries and territories to support and advise clients. 

The role holder is expected to on-board new to bank, late stage tech companies & manage the portfolio while supporting a Corporate Manager.

They will acquire, retain, and grow the IMM customer relationships for HSBC while adhering to the Group values, business strategy, operational policies, regulatory requirements and risk management practices.

 Principal Responsibilities

 Impact on the Business

• Building existing and winning new long-term relationships with the customers we want to bank, coherent with IMM’s strategy to be the Leading International Trade and Business Bank.
• Grow sustainable revenues from the existing customer portfolio and through targeted acquisition of new quality customers focused on tech.
• Ensure proactive and aggressive relationship building/customer contact plans and pipeline management for both existing and new customers, to deepen penetration for customer wallet.
• Generate quality assets through the use of appropriate risk management tools, priced appropriately for risk and ensure superior returns within customers’ risk appetite.
• Structure credit facilities to these companies to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
• Proactively work towards achieving the HSBC objectives.
• Ensure timely and accurate maintenance of customer information on internal systems as required
• Identify opportunities to cross-sell group product and services as appropriate and ensure this is concluded successfully for the Bank and the customer.
• 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.
• Drive growth by increasing our liability share in the existing portfolio & generate deals which will lead to increase in balances.
• Monitor their client portfolio regularly to ensure that the return is commensurate with the risk profile of the client. Take timely and proactive corrective action to mitigate potential losses and maximize profitability.
• Work closely with stake holders to generate referrals for internal stake holders as appropriate to ring fence the client.
• Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements
• Keep updated with developments in the space & be updated with competition proposition.
• 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 GTS, GPS, GPB and ISV.

Requirements

Qualifications/Requirements

Essential:

• Minimum of 1.5+ years experience in managing complex commercial relationships with local & international needs
• Robust commercial lending, risk assessment, trade finance experience, in-depth knowledge of deposit products and of the concept of cashflows
• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
• Experience in structuring credit deals for clients
• Ability to interact with business customers at all levels
• Good business model understanding, risk assessment, finance experience is a plus
• Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
• Excellent time management, planning and organization skills
• Strong credit assessment skills, particularly with regard to more complex and structured facilities.
• Proven ability to deliver creative and flexible customer solutions.         

Desirable: 

• Robust understanding of client planning methodology
• Wide personal connections within the group and outside the group (chambers of commerce and other associations
• CA / MBA
• Pro-tip : Familiarity with AI-enabled tools is an advantage.

Additional Information

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

You’ll achieve more at HSBC.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India