SEA Head of Institutional Sales

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Global Payment Solutions (GPS) is made up of almost 10,000 colleagues across 58 countries and territories. This business is uniquely positioned to help clients make payments across borders, currencies and regulations, quickly and efficiently with dedicated in-country and regional support. Our expertise in this area is repeatedly recognised by the industry's most prominent publications and associations with numerous global, regional, and country awards. 

We are currently seeking a high calibre professional to join our team as a SEA Head of Institutional Sales - Singapore.

Job Description

Our purpose – Opening up a world of opportunity – explains why we exist. Here at HSBC, we use our unique expertise, capabilities, breadth and perspectives to open up new kinds of opportunity for our customers. We're bringing together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors and our communities.

Global Payments Solutions (GPS) is uniquely positioned to help clients make payments across borders and manage liquidity across borders and regulations, in multiple currencies. Our expertise in this area is repeatedly recognised by the industry's most prominent publications and associations with numerous global, regional and country awards. 

The SEA Head of Institutional Sales GPS will be responsible for strategy and delivering Sales and Portfolio growth for Institutional Sales. Institutional Sales covers multiple sub-sectors, which include Banks, Brokers, Insurance, Asset Managers, Hedge Funds, Private Equity and Public Sector.

Principal Responsibilities

• Drive GPS Sales and Business Development from new and existing Institutional Clients, liaising closely with Relationship Managers as well as Global, Regional and Country sales heads to generate leads and respond to inward referrals domestically and from other regions;
• Functional and entity management of a team of 5 for Singapore and represent Institutional Sales on the Singapore GPS Mancom;
• Develop and influence regional strategy and execution plan across SEA countries within the specified remit;
• Position the GPS Institutional business as a market leader in SEA based on industry and market developments;
• Maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative GPS solutions to a defined portfolio of clients maximizing commercial profitability and enhancing relationship depth. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group;
• Work with stakeholders and across the business to support the delivery of the broader GPS Financial Metrics – Sales EBV, Revenues, Liabilities, Costs & PBT;
• Work with the Relationship Managers and other stakeholders to develop and execute sector strategies and client plans;
• Build relationships with Senior Finance, Treasury, Network and Procurement staff within the bank's clients, leveraging these to build a strong pipeline of new business opportunities across the Asia Pacific region, in particular within SEA;
• Coordinate with the Product management to ensure the development of a market leading proposition for the sector;
• Align with HSBC marketing efforts to further enhance HSBC's reputation for industry leadership in the sector;
• Drive Client Management development for the sector, working seamlessly with Regional Client Management teams to ensure delivery;
• Drive Client Engagement to provide better cash management solutions by identifying and building client needs;
• To be recognized as a GPS specialist with an ability to display competent knowledge of relevant products and services within GPS and providing guidance and coaching to other sales managers and team members where necessary;
• Develop the bank's presence in the market, leveraging sector expertise to position HSBC as the thought leader in FI cash management, including supporting delivery of GPS's thought leadership objectives such as Euromoney, media articles;
• Take personal accountability to proactively drive collaboration within HSBC network and cross-functions to develop business opportunities for the broader HSBC Group;
• Think strategically to develop HSBC GPS franchise, demonstrating personal effort in building market connectivity and market awareness; taking personal ownership in building client relationship and handling client related issues; connecting with external regulators and industry associations as appropriate;
• Motivate and inspire colleagues across GPS to deliver strong performance results in alignment with GPS value and business objectives; show clear evidence on initiating changes to drive improvement in team morale and productive growth;
• Ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation. This will be achieved by consistently displaying the behaviours that form part of the HSBC Values and culture and adhering to HSBC risk policies and procedures, including notification and escalation of any concerns and taking required action in relation to points raised by audit and/or external regulators.

Requirements:

• Degree holder at minimum
• Will have solid experience in cash management and current knowledge of treasury management concepts.
• Solid leadership experience within Institutional (Financial Institutional Sales / Relationship Management preferred with people management.
• Proven track record of driving sustainable growth.
• Transformation experience within the Financial Institution Sector, including strong regulatory and risk management skills developed across sales,
• Highly developed communication, negotiation and influencing skills set.  Ability to interact confidently at a senior level with culturally diverse clients and internal stakeholders.
• Ability to work in a collaborative environment while making material progress with numerous stakeholders, navigate through a matrixed management hierarchy and complex, global footprint.
• Flexibility to travel within SEA

Opening up a world of opportunity
 

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Issued by The Hongkong and Shanghai Banking Corporation Limited.