Head of Global Payment Solution Sales

Job Profile

The role holder is responsible for the strategic positioning of Global Payment Solutions (GPS) embedding GPS as the cornerstone product for corporate client relationships. The role is accountable for establishing a best-in-class GPS proposition in Egypt that is supported by an optimum coverage model.

• Be accountable for driving and delivering revenue growth from GPS solutions for Corporate and Institutional clients in Egypt.
• Design and build a market leading proposition supporting relationship managers and Egypt GPS business development managers.
• Be the connection between the specific needs of clients and the GPS product developments to evaluate solutions and propositions considering the whole network to bring the most amount of value to the client.
• Proactively originate, lead, drive GPS opportunities and discussions across the customer portfolio.
• Champion digital to enable HSBC to meet the needs of customers through consistent digital channels requiring minimal service requirements.
• Monitor customer feedback to drive initiatives to deliver an exceptional customer experience across the network utilising expertise from all of HSBC.
• Be a subject matter expert to identify market trends and future opportunities of significant potential for GPS, which includes supporting and/or running with responses to RFP’s.
• Deepen customer relationships through championing business co-operation with key stakeholders across HSBC and ensure strong networks with key external stakeholders.
• Lead and coach a team of Sales associates as well as their performance and development for results.
• Manage your/team portfolio of clients and inspire people to create an inclusive, high performing, customer-centric culture.
• Allocate sales resources based on new opportunities and support required by the regional sales team and wider GPS country team.
• Work closely with GPS Client Service and Client Connectivity to accelerate revenue realisation and onboarding.
• Drive growth initiatives and Sales best practices. Consistently role model the Business Development competencies, providing guidance and coaching to team members where necessary.

Operational Effectiveness

• Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators.
• Foster a compliance culture. The term ‘compliance’ embraces all relevant laws, rules and codes with which the business has to comply.
• Proactively support risk mitigation measures to protect the Bank and its customers from all regulatory, compliance and service issues.
• Drive a high performance culture that promotes continuous professional development, supports staff to acquire future capabilities and provides efficient succession planning.
• Encourage a working environment that actively supports employee engagement, inspires staff to speak up and improves employee wellbeing.
• Support a culture that values difference and gives staff opportunities to grow.

Role Context

GPS is a core contributor to HSBC supporting Corporate and Insitituational customers across all segments. Our payments business connects clients worldwide and enables efficient movement of monies through cash management products across payables, receivables, clearing and foreign currency, liquidity solutions and corporate credit cards. GPS is a key funding engine for the bank supporting a strong and sustainable balance sheet.

The GPS business is in a highly competive market underpinned by complex regulatory environment. Companies are demanding smoother, faster and more cost-efficient ways to make payments, both domestically and across borders. At the same time they also want greater visibility and control across their treasury function delivered through a suite of interoperable delivery channels which can be seamlessly integrated to their own systems.

Global Network Bank (GNB) represents a considerable share of the GPS customer base in the region with a depth of expertise in supporting coporates establish treasury operations in the region. HSBC continues to innovate to support growth with market leading solutions aligned to client requirements. Building strategic relationships requires the adoption of a consultative sales focus supported by the provision of high quality and consistent implementation and customer service support locally, regionally and globally.

Management of Risk

The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation, and promote an environment that supports diversity and reflects the HSBC brand The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring and by addressing any areas of concern in conjunction with line management and/or the appropriate department.

Qualifications:

• Strong knowledge of the payments industry, stakeholder dynamics and consumer preferences . A proven track record of delivering high impact results in relation to Sales strategy, execution, and sector initiatives. Strong ability to bring new ideas to drive growth and sales intensity.
• Strong track record of leading and motivating high performing teams. Leadership experience in managing highly motivated teams is advantageous.
• Excellent networking with ability to build and maintain influential relationships with senior-level executives at large, complex organizations.
• Ability to demonstrate high levels of resilience, delivering under pressure to tight deadlines in a change oriented, fast paced environment.
• Adopts an inclusive approach, values diversity of thought and continually seeks new perspectives and feedback.
• Excellent communication presentation and influencing skills both oral and written.
• Strong understanding of the market, trends, competitive environment, and regulatory environment.