Director, International Mid-Market

Some careers grow faster than others. 

HSBC Corporate and Institutional Banking is a markets-led, financing-focused business that provides investment and financial solutions. Through our international network, we connect emerging and mature markets, covering key growth areas. We partner with our corporate, government and institutional clients to help them achieve consistent, long-term performance. Our products and services include advisory, financing, prime services, research and analysis, securities services, trading and sales and transaction banking. 

We are currently seeking an experienced professional to join this team in the role of Director International Mid-Market.

Role Purpose:

• Accountability over a specific portfolio of International Mid-Market clients, through which this director is responsible for managing a team of Relationship Managers and Support staff, within the Banking business of Corporate & Institutional Banking (CIB). Responsibility includes, but not limited to strategy, P&L & balance sheet, risk and performance delivery for customers and people within strategic parameters set by Head of Global Corporates and International Mid Markets and within Group risk appetite. Also includes responsibility over funding and liquidity where appropriate.
• Formulate and drive business strategies to acquire quality clients, broaden existing relationships and retain clients to ensure healthy growth support the Group’s ambition to grow the CIB Banking business
• Represent Mid-Market and contribute to the overall strategic direction of CIB Banking through attendance of CIB Banking committees, where appropriate.
• Work closely with Global Product and Banking leaders to ensure a well-coordinated approach to target clients and a clear understanding of the business opportunities and returns
• Deliver best in class client experience to our Mid-Market clients ensuring their needs are fully understood and met through a variety of strategic and complex solutions
• Ensure high quality lending across the portfolio, safeguard the Bank from potential loss, maintain group credit standards, uphold portfolio quality, maintain high level of compliance and minimize operational, credit and internet banking risks
• Achieve key performance indicators, in line with CIB Banking targets, including revenues, expenses, asset balances, liability balances, and return on risk weighted asset (RoRWA) to contribute towards return on equity (ROE)
• Effectively manage direct and allocated indirect expenses based on the agreed budget
• Responsible for the risk profile of their team and portfolio within the Mid-Market business and responsible for first line risk management, specifically Credit, Reputational, Compliance and Financial Crime
• Monitor key metrics to ensure employee productivity is meeting and/or exceeding market norms in respect to broadening client relationship
• Promote consistency of approach in the performance management, reward and development of the Banking teams
• Establish and maintain networks for collaboration with other HSBC businesses, supporting creation of solutions to customer needs that span national and product boundaries and regulator environments
• Connect businesses across various priority, scale and international markets playing a leading role in implementing our CIB Banking strategy
• Oversee / liaise with business and support functions including HR, Legal, Compliance, Operations, Finance, Risk, etc. to ensure that all frontline activities are supported in an efficient and operational risk-appropriate manner

Principal responsibilities: 

Strategy Definition:

• Work collaboratively with market Head of Global Corporates and International Mid Markets and Global Infrastructure colleagues to define market strategy (including credible alternatives), in line with CIB and Banking defined parameters
• Recommend compelling business cases founded in clear customer and financial rationale to Head of Global Corporates and International Mid Markets
• Set planning guidelines for near-term (1Y) and medium-term (3Y) financial performance of Business Unit in line with performance contract
• Defining and leading the long-term Banking strategy, driving implementation through management of targets for revenue generation, product alignment, customer satisfaction and cost containment.
• Building the Banking franchise value / reputation in the marketplace.
• Profitably grow HSBC’s share of client wallet, involving product specialists to ensure capabilities are in line with client / sector requirements
• Drive continuous improvement within Banking including revalidation of clients and sub-sector focus, people management initiatives, performance improvement, and business restructuring.
• Develop and maintain relationships with key stakeholders in business functions including back/middle office, Risk, and Compliance, to ensure that all front office activities are supported in an efficient and operational risk-appropriate manner 

Execution:

• Accountable for managing P&L and B/S, risk, end-to-end operations and resourcing (within strategic parameters set by Head of Global Corporates and International Mid Markets) to deliver strategic & financial objectives for customers and Group in-year and over multiple years. Also, accountability for funding, liquidity where appropriate.
• Recommend proactive and actionable steps to resolve performance issues for approval by Head of Global Corporates and International Mid Markets, if performance is not on plan
• Implement high quality, effective and efficient op. processes and determine level and volume of support activity required from Functions for products and services to exceed customer expectations

Risk Management and Controls:

• Where appropriate, act as representative for regulators, supporting compliance with global requirements, including assurance of viability & conduct
• Set Business Unit risk appetite within Head of Global Corporates and International Mid Markets defined parameters, and implement, embed and manage appropriate risk and control frameworks
• Responsible for driving the Business Unit conduct and culture agenda, including the proactive identification and management of non-financial risk.  
• Provide leadership across risk and compliance matters, ensuring adequate management focus, “tone from the top”, resource allocation and development to foster a strong risk and control culture and strong & effective relationships with regulators 

Customers and Stakeholders

• Maintain appropriate balance between the needs, demands and requirements of customers, HSBC employees, regulators, and other stakeholders, in collaboration with Head of Global Corporates and International Mid Markets in market
• Develop and maintain products and services that meet customer needs, deliver fair customer outcomes, including a fair exchange of value between customers and shareholders, and provide a benefit to society as a whole
• Develop and maintain existing and new distribution channels for delivery of products and services
• Proactively seek out opportunities to maintain expert knowledge of the sector, competitor activities and market trends; uses this information to influence future direction of the business unit.
• Develop and drive strategy to achieve “#1 Corporate & Institutional Bank’ status aligning to our CIB Banking strategic priorities
• Promote consistency of approach to clients globally, ensuring that all clients benefit from best practice
• Drive and encourage constructive cross-country and cross-business teamwork by demonstrating collaboration and matrix management in action, and taking prompt action to address any activities and behaviours that are not consistent with HSBC's values and inclusivity policy and/or the best interests of the business and its customers
• Establish and maintain networks for co-operation with other HSBC businesses, to support the creation of solutions to customer needs that span national and product boundaries and regulatory environments.
• Improve management of complaints and customer experience, analysing root causes of dissatisfaction, and putting in place actions to address these to improve customer outcomes
• Leadership & Teamwork  

Leadership:

• Coach team members to be high performers with robust succession planning and development of leadership capabilities
• Set expectations to all team members on Business Unit strategy, making clear priorities and connections to individuals
• Create an environment in which individuals and teams operate in line with HSBC values and operating standards
• Define and communicate a powerful and compelling vision that inspires and engages people with the HSBC Values and goals as the basis of an inclusive, high performance, customer-centred culture
• Lead, develop and motivate the team to attract, retain and develop the capacity, capability and talent to provide for succession and ensure delivery of business objectives
• Drive the implementation of the Banking coverage model, to ensure the business operates increasingly effectively and efficiently and is able to deliver HSBC's strategic goals
• Maintain critical mass where relevant and reducing headcount where appropriate
• Implement appropriate reward and retention strategies
• Role model for values and behaviours, providing clear and strong leadership 

Team Management:

• Maximise potential of all team members and set high quality performance standards
• Make final decisions on performance management and reward strategies, in line with Group, to balance growth of a sustainable business with allocation of reward aligned to responsible risk management
• Define processes and information needs that foster cross-functional/ cross-country cooperation for end-to-end view
• Deploy human resources in the business and assess & build employee capabilities and engagement required to deliver Business Unit strategy 

Functional Knowledge

• Remain up to date on latest industry developments (e.g. technology, regulatory); enable teams to incorporate improvement to drive towards Operational Excellence
• Understand macro-trends impacting operations of Business Unit and identify solutions to remain competitive in the market

Qualifications 

To be successful in the role, you should meet the following requirements: 

• At least 15 years of relationship management experience preferred, ideally in commercial or global banking
• Proven track record in generating diverse revenue growth across a range of products and solutions
• Demonstrable experience in leading teams to deliver revenue growth through providing tailored solutions and increasing new business and/or devising business strategies
• Excellent communication and negotiation skills
• Strong focus on client servicing
• Excellent understanding of financial markets, emerging trends and key strategic focus areas, including sustainability
• Strong local market knowledge and connectivity to help propel and drive the business forward in line with the CIB growth

Due to the urgent hiring need, candidates with immediate right to work locally and no relocation needed will be prioritized

When applying, please submit a full resume and attach your appraisal reports for the last two years. Your local internal application policy should also be followed. For internal applicants with less than eighteen months in their current role, please also obtain and enclose line manager endorsement in the application.

You’ll achieve more at HSBC.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment. Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website.

Issued by HSBC Bank Malaysia Berhad