Job Details
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Job Description
Role Purpose:
- To retain and achieve new income for the Group by leadership of the regional industry sector team, responsible for originating leads, building and maintaining relationships with new and exsiting customers in the sector, in order to identify and sell innovative GLCM solutions.
- To achieve income for the Group for a dedicated portfolio of clients and maintaining an exceptionally high level of client satisfaction
- Responsible for building and maintaining deep client relationships and act as a Single Point of Contact in a changing and competitive environment. To be viewed by clients as a Trusted Advisor.
- Accountable for coordinating and managing GLCM Global Account Plans for SEGMENT clients. Acting as a single point of contact working in collaboration with Local & Global Relationship Manager (GRM) to build deal pipeline and deliver incremental revenue growth.
- Responsible for pricing, reviewing and negotiating the full range of cash management services for the SEGMENT clients (main focus will be on the Egypt based/managed clients), together with effecting any cost reduction initiatives required by Group. The jobholder is ultimately responsible for generating new sales revenue (mainly in Egypt) and the retention and growth of existing clients and income aligned to a portfolio within the GB / CMB Corporate Secto.
- Responsible for the strategic direction of the industry sales effort and coverage of GB / CMB customers.
- To be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products and services.
- Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary.
- Industry subject matter expert with internal and external recognition as a cash management practioner representing GLCM at local, regional and global conferences, roadshows, industry events, case studies and press articles.
Responsibilities:
Impact on the Business:
- Increased CMB /GB GLCM revenues by coordination, identification and development of business opportunities from SEGMENT industry sector in order to maintain existing, and generate new income for HSBC and achieve the annual quantitative and qualitative goals and measures.
- Development and execution of individual client and industry sector planning and customer contact strategy, in accordance with GLCM and Commercial / Global Banking strategic direction and initiatives.
- Responsible for the implementation and ongoing development of the global / regional GLCM sector sales strategy including regional EBV and Revenue targets.
- Understand and identify revenue opportunities within the region and assist in-country leads.
- To act as the Sector conduit for any assistance that may be required within and outside of GLCM.
- Implementation of sector sales strategies identifying key
- actions for their region, stakeholder management, investment requirements and product initiatives.
- Implementation of GLCM sector strategy and action items to internal stakeholders including GB RM groups and country management
- Significant latitude to Identify and undertake regional projects that provide significant revenues or opportunities to the entire business
Key Account Management:
- Global HORIS revenue growth over and above BAU growth by proactively coordinating and leading global, regional and local sales and client management teams
- Provide client product requirements input into GLCM product management strategy (VOC).
- Act as a final escalation point for GLCM SEGMENT sector in the region.
- Coordinate & coach country GLCM managers to execute Client Account/Client Plan Strategies.
- Define, deliver, implement and own the Client Plan
- Management of costs within plan, keeping losses to a minimum and identification of cost reduction initiatives as well as managing the sectors within the Groups Global Standards and Business Values Maintain awareness of the Regional regulatory and business environment; understand audit, legal and taxation environment changes as they affect customers and the Bank, and apply these to ensure solution excellence.
Customers / Stakeholders:
- To broaden a
Job Requirements
Qualifications:
Essential
- Strong leadership and management skills and relevant SEGMENT industry experience
- Strong knowledge of local and regional cash management and clearing services, products and techniques.
- Relationship Management experience at multiple levels plus a proven sales record
- Proven ability in identifying and meeting customer needs through matching a broad range of products and services
- Line management experience
- Proven ability of managing cross-border strategic developments and relationships
- 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 customer’s business and the fundamental treasury requirements
- Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
- Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
- Excellent time management, planning and organization skills
- Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
- Strong analytical and selling skills
- A good understanding of the market & market trends, competitive environment and regulatory environment.
- Solid written and verbal communication skills in English with fluency in Arabic a plus
Desirable:
- Experience of working in an International Commercial / Global Banking environment
- Knowledge of Treasury Foreign Exchange
- Broad based knowledge of HSBC Group companies and product ranges
- Comprehensive knowledge of the HSBC Group's inter/intra clearing systems
- Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange and payments
