Senior Corporate Banking Manager

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Business Descriptor:

Corporate & Institutional Banking (CIB) provides international financial services solutions that support businesses ranging from global corporates to international mid-market enterprises in a variety of industry sectors all over the world. Leveraging the strength, scope and expertise of our global product network, Corporate Banking is positioned as an essential partner to such large and mid-market enterprises seeking to maximize their potential internationally, offering streamlined business access to HSBC’s international network and broad range of market leading banking products and services.

 We are currently seeking an experienced professional to join the Global Network Banking team within the Corporate & Institutional Banking.

Principal Responsibilities

The role holder is expected to manage a large portfolio of Corporate & institutional Banking – Global network Banking (GNB) clients.

The person will acquire, retain, and grow GNB customer relationships for HSBC while adhering to the Group values, business strategy, operational policies, regulatory requirements and risk management practices. GNB is a critical segment to CIB and this position is required to maximize the value of these relationships both domestically and internationally by working closely with group offices and product partners. 

• Building existing and winning new long-term relationships with the customers we want to bank, coherent with GNB’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. 
• 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 ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking. 
• Ensure timely and accurate maintenance of customer information on various HSBC system and any other 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 
• Position HSBC as the market leader in this segment. 
• Drive growth in assets and liabilities as required. 
• 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. 
• Generate referrals for other Global Businesses, e.g. GC, IMM, WPB (Wealth & Personal Banking), as appropriate. 
• Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements. 
• 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 Global Trade Solution, Global Payments Solution,etc. 
• Establish an effective working relationship with Risk Management teams, in order to validate the accuracy of the customer risk profile, and ensure sustainable asset growth. 
• Maintain a proactive calling programme to service clients, ensuring senior management and key stakeholders for GNB clients are contacted regularly
• Ensure a quality service for all customers by owning customer engagement, ensuring service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC
• Help the customer to draw on the HSBC group network by working closely with other CIB countries and product groups.
• Embody the Group's values and global standards in every aspect of how you operate as a CMB banking professional. 
• Lead, inspire and motivate junior colleagues to ensure a seamless relationship management service delivery. 
• Embody the Group's values and global standards in every aspect of how you operate as a GNB banking professional. 
• Exercise effective portfolio stewardship and control, ensuring adherence to all relevant Risk policies, Audit and Compliance standards. 
• Adhere to structures and processes in place for the management of credit, operational, reputation, financial crime compliance and regulatory risk. 
• Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credit facilities, in order to ensure usage is in accordance with approved terms and conditions. 
• Ensure credit and operational quality is not compromised in the pursuit of income 
• Ensure operational losses and fraud are minimized

Qualifications - External

• Minimum of 12 years’ experience in managing local commercial banking relationships with both domestic and  international needs
• Robust commercial lending, risk assessment, trade finance experience, in-depth knowledge of deposit products and of the concept of cash flows
• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
• Experience in structuring credit deals for clients and close engagement with Global Banking and Markets products
• Ability to interact with business customers at all levels
• Good commercial lending, risk assessment, trade finance experience. Strong analytical  and credit assessment skills
• Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
• Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
• Minimum Graduation or as required for the role, whichever is higher   

Additional Information

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

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India