Director, Securities Services Sales (ETFs)

Role purpose

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

This senior Sales role is accountable 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 originate new business contributing to Securities Services sales objectives.

The role will be primarily external client and market facing but with strong internal interaction with other Sales and Client functions, regional heads, product teams, change and delivery teams, Banking and Markets stakeholders including senior stakeholders within HSBC Securities Services and the wider Bank.

The role holder will ensure sales growth, effective talent management within the team and strong communication of the strengths of the HSBC MSS franchise to external and internal stakeholders.

Governance and Committee Memberships (membership of Ex Cos, Risk Management Meeting)

  To sit on internal or external committees as required.

Accountabilities for Business, Customers and Stakeholders

The role holder will:

• Derive sales from existing Securities Services clients, new to Securities Services clients, or new to Bank clients
• Be primarily responsible for achieving new revenue/balance growth  across Securities Services products and will lead his/her team to deliver against this.
• Jointly set the sales targets/KPI with the Managing Director(s) and Client Executive team (function of Product strategy/risk appetite/onboarding capacity; parameters agreed jointly) and ensure that all staff within his/her team  have clear annual goals and objectives
• Strong understanding of ETF structures (UCITS/ /other), primary/secondary market mechanics, creation/redemption, index methodologies, and end‑to‑end servicing flows (custody, fund accounting, TA, FX, securities lending).
• Have a proven ability to originate, pitch and close complex servicing mandates with ETF issuers and asset managers; skilled at stakeholder mapping, strategic account planning and maintaining senior‑level relationships.
• Translate client requirements into integrated solutions (custody, fund admin, FX, lending, data, connectivity), coordinating across product, operations, legal and technology to deliver implementable proposals for target clients.
• Identify and build a pipeline of prospect opportunities which align to both the Securities Service and Institutional Client strategy across MSS.
• Develop and implement the sales growth strategy across key client sectors and geographies and manage deal processes/frameworks
• Create and define deal teams to work on competitive, strategic, complex and/or multi-faceted technical and relationship-orientated sales
• Oversee the request for proposal/information responses and fee proposals for prospective deals that meet pre-agreed criteria (new and existing clients)
• Drive CXO level Sales engagement; persuade and influence at all levels within the prospective clients’ business
• Coordinate across senior management, banking, client management, operational and product teams throughout the sales cycle
• Create and deliver sales presentations to large and complex clients
• Ensure 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
• Possess excellent written and verbal communication skills; able to explain complex operational concepts clearly to non‑technical audiences, influence internal stakeholders in a matrix environment, and collaborate effectively with Markets, Banking, Product, Ops and external ecosystem partners (APs, MMs, exchanges, index providers).
• Raise the profile & visibility through hosting thought leadership events, conference attendance, panel participation, whitepapers, media, hospitality, and other means of external marketing
• Assist in the identification of market trends and / or new client requirements where investment spend will be required to support new business

Leadership & Teamwork 

• Demonstrable quality track record as a leader, coach and mentor. 
• Advise and give direction to his/her team to align with both Institutional Sales and Securities and Services vision and strategy and achieve sales objectives.

Functional Knowledge

• Expertise in consultative sales methodology and managing complex institutional sales processes, with demonstration of experience in this area.
• Excellent track record of established contacts in the target segment or proven ability to make senior level relationships quickly and with authority/credibility.
• Proven experience of people management
• Proven experience of engaging at CXO level
• Ability to organize and set up discipline around sales communication/the sales process and managing complex/virtual deal teams.
• High level of presentation, written and verbal communication skills
• Strong understanding of financial markets and products including traditional asset classes and alternative products
• Proficient in building and maintaining deep client relationships.
• Independent, able to identify and close sales opportunities through an active client calling effort and partnership with product teams.
• Strong strategic, creative, and problem-solving skills.
• Excellent time management, organizational, team building and planning skills.

Others – Values & Behavior

• The role holder will ensure the HSBC values are present in everything we do, both individually and as an organisation
• This will be achieved by consistently displaying the behaviours of:

•    Client centricity - client focus on everything we do today, and tomorrow
•    Leadership & drive – mobilise, motivate, and positively influence the business to drive change
•    Strong relationship understanding – tracking, managing, and reporting satisfaction and reference-ability
•    Dependability and doing the right thing - delivering fair outcomes for our customers and ensuring own      conduct maintains the orderly and transparent operation of financial markets.
•    Being open to different ideas and cultures

Being open to different points of view is important for our business and the communities we serve. At HSBC, we’re dedicated to creating diverse and inclusive workplaces - no matter their gender, ethnicity, disability, religion, sexual orientation, or age. We are committed to removing barriers and ensuring careers at HSBC are inclusive and accessible for everyone to be at their best. We take pride in being a Disability Confident Leader and will offer an interview to people with disabilities, long term conditions or neurodivergent candidates who meet the minimum criteria for the role.

If you have a need that requires accommodations or changes during the recruitment process, please get in touch with our Recruitment Helpdesk:

Email: hsbc.recruitment@hsbc.com

Telephone: +44 207 832 8500