Associate- Securities Services Sales

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.

HSBC Securities Services provides industry leading Asset Servicing solutions to institutional clients worldwide.

This role will support to drive new business growth from existing and new clients.

The individual will be part of the HSBC Institutional Sales team, with a primary accountability to support the sales team to originate new business contributing to Securities Services sales objectives.

The role will be required to have a good internal interaction with other Sales and Client functions, regions, product teams, change and delivery teams, Banking and Markets stakeholders and stakeholders within HSBC Securities Services and the wider Bank

The role holder will:

• Support in deriving sales from existing Securities Services clients, new to Securities Services clients, or new to Bank clients
• Contribute for achieving a minimum mandate target and / or $Xm of new revenue/balance growth per annum across Securities Services products
• Support in setting the Sales targets/KPI (with specific client, country, region, product targets as set by GBM/CIB/MSS/Product Sales strategy)
• Support in identifying and building a pipeline of prospect opportunities which align to both the Securities Service and Institutional Client strategy across MSS.
• Support in developing and implementing the sales growth strategy across key client sectors and geographies and manage deal processes/frameworks
• Work with some autonomy on competitive, strategic, complex and/or multi-faceted technical and relationship-orientated sales
• Assist and in some cases lead the review and preparation of request for proposal/information responses and fee proposals for prospective deals that meet pre-agreed criteria (new and existing clients)
• Coordinate jointly with other senior stakeholders across senior management, banking, client management, operational and product teams throughout the sales cycle
• Prepare customized sales presentations to large and complex clients
• Assist in governance and accountability around the feasibility to onboard and monetization of prospects into significant revenue generating clients; this includes managing the client's and HSBC’s mutual interests through in-depth calling and understanding of Sales opportunities
• Work closely with Product and other global functions to co-ordinate the development and promotion of product offering and capabilities
• Assist in the identification of market trends and / or new client requirements where investment spend will be required to support new business

Skills and experience required

• A good track record and experience in consultative sales and supporting institutional sales processes.
• Ability to make relationships quickly and with credibility.
• Good at engaging with internal or external stakeholder.
• Discipline around sales communication/the sales process and managing simple deal teams.
• Reasonable understanding of financial markets and products including traditional asset classes and alternative products
• Good problem-solving skills.
• Excellent time management, organizational, team building and planning skills.
• High level of presentation, written and verbal communication skills
• Independent, able to identify and close sales opportunities through an active client calling effort and partnership with product teams.
• Proficient in building and maintaining deep client relationships.
• Understanding of Securities Services products including traditional asset classes and alternatives, as well as different client segments

As a business operating in markets all around the world, we believe diversity brings benefits for our customers, our business and our people. This is why HSBC UK is committed to being an inclusive employer and encourages applications from all suitably qualified applicants irrespective of background, circumstances, age, disability, gender identity, ethnicity, religion or belief and sexual orientation.

 We want everyone to be able to fulfil their potential which is why we provide a range of flexible working arrangements and family friendly policies.

 HSBC is committed to making reasonable adjustments during the recruitment process for candidates with a physical or mental condition or impairment.

Please indicate what adjustments, if any, you may wish us to consider for you to be at your best through the recruitment process