"At HSBC we are committed to build a culture where all employees and customers are valued regardless of gender, age, sexuality, ethnicity, disability, religious belief, background and any other aspect of personal difference” "HSBC employees are committed to act with courageous integrity and standing firm for what is right. We are reliable, open to different ideas and cultures and connected with customers, community, regulators and with each other." HSBC invites you to participate in our recruitment process for:GTRF Sales ManagerGTRF (Global Trade & Receivable Finance) provides services and financing focused on meeting the needs of our customers always attached to the business cycle of the companies, initiating in the bids, international payments which are covered from the shipment until the sale. We serve various industries including: commodities, technology and infrastructure.
Role OverviewThe role holder is responsible for generating sales through New To Bank or New to GTRF clients. They find and assess an opportunity within the marketplace (even where there doesn't appear to be one) and match the solution within the GTRF offering that meets specific needs. They will develop new revenue streams by actively finding identifying new customers and selling innovative GTRF solutions thus maximizing commercial profitability. This will include responsibility for pricing to ensure that the threshold returns are met, reviewing and negotiating the full range of GTRF services together with effecting any cost reduction initiatives required by the Group. They will understand the risk profile of relevant products and clients and act as the sales representative on opportunities with key clients and/or deals. At all times they will follow best practices in lending and risk policies ensuring that this remains in line with economic and market practices.Role Purpose:Maximises revenue growth through business development sales
Develop effective strategies for winning new clients in order to generate new income for the Group. Develop effective strategies for winning new clients in order to generate new income for the Group. Identify new sales opportunities in the form of new to bank or new to GTRF alongside Relationship Managers
Achieve threshold return as defined by Customer Groups
Manage pipeline of new customers and follow end to end sales process as defined by Business Development Transformation
Work closely with sales colleagues to promote awareness of GTRF 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 and guide customers on such issues as and when it arises.
Execute a robust sales plan to target new customers including effective closure of pipeline deals to capture revenue
Support development, direction and delivery of strategic initiatives through e.g.: detailed call reports, meetings attended, monitoring and management of deal pipeline GTRF modules etc. and the quality of solutions and presentations
Extensive knowledge of global trade finance, services, products and techniques.
Extensive knowledge of the market & market trends, competitive environment and regulatory environment.
Detailed knowledge of GTRF 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
DesirableGTRF related industry qualifications
Desirable Master's Degree
Minimum experience of two years in Business Banking, sales management of clients, financial products and services (CM & BE, ??Credit Products, Treasury, Risk, Credit), analysis and interpretation of financial statements, preparation of credit studies, management of the system CRI, corporate finance, advisory sales, promote credits, Platinum management.
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