Global Trade Solutions, Head of US Healthcare - North America

In compliance with applicable laws, HSBC is committed to employing only those who are authorized to work in the US. Applicants must be legally authorized to work in the U.S. as HSBC will not engage in immigration sponsorship for this position.

Our purpose – Opening up a world of opportunity – explains why we exist. Here at HSBC we use our unique expertise, capabilities, breadth and perspectives to open up new kinds of opportunity for our more than 40 million customers. We’re bringing together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities and the planet we all share.

HSBC is the largest trade and receivable finance organisation in the world, offering a comprehensive range of traditional and structured trade solutions. Global Trade Solutions (GTS) vision is to ‘connect the world through trade’ by bringing the future of trade to our clients. Within the wider GTS (Global Trade Solutions) business, our Healthcare Industry sales network will support the bespoke trade needs of clients. The Industry Leader will have a multi-year track record in structuring large complex deals, payables, receivables, including highly complex trade loan structures using risk mitigation instruments. They will develop the US sector strategy for trade finance to deliver sustainable revenue and asset growth, profitability and enhanced competitive advantage in the sector. The job holder will drive thought leadership and industry knowledge across the HSBC network. They will build new and deepen existing US healthcare client relationships, while ensuring fair outcome for our customers.

The role holder will drive collaboration with internal and external stakeholders to share expertise and strategic guidance on the sector, while strenghening our client relationships and shaping our market expertise on trade finance in this sector.

The role will report to Global Head of Consumer & Healthcare, GTS (Global Trade Solutions).

Principal Accountabilities

Sector Expertise/ Impact on the business

Structuring expertise

• Thorough knowledge of structured trade products including receivables, payables financing and structured trade loans and SBLCs (Standby Letter of Credits)/ Guarantees
• Ability to assess risk dynamics of clients and deals and build adequate risk mitigants to enable a sustainable and risk acceptable structure for the bank and the client
• Thorough understanding of regulatory framework and expertise in implementing multi-geography, multi-product deals
• Contribute to build out of next gen trade financing solutions to improve sector penetration and key wins to improve our sector revenues and returns
• Leverage trade expertise to provide solutions for replication opportunities across global GTRF (Global Trade and Receivables Finance) sites and develop a robust escalation framework to unblock deals
• In depth knowledge and experience in Trade Asset Distribution from large scale deal origination and sell down

Sector expertise

• Maintain in-depth knowledge of global healthcare industry trends, supply chains, regulatory environments and working capital needs
• Understand current economic trends and impact on HSBC to identify key levers to capitalise on opportunities or minimise downside exposure
• Drive industry leading best practices across the GTS (Global Trade Solutions) and Bank network through partnership with internal teams as well as external industry experts, to generate insights and solutions
• Up skill sales force to drive strategic client conversations via regular teach in sessions, improving client understanding
• Represent the bank at industry events, trade forums and sector-focused client round tables
• Maintain strong awareness of competitor, economic, political, and regulatory environments impacting the business.
• Maintain and enhance Company and Group image through establishing and maintaining a strong customer calling program and organising and participating in industry conferences/speaking engagements

Industry Growth

• Define, own, and execute trade finance growth strategy for the Healthcare Industry in alignment with the GTS strategy and in collaboration with GTS (Global Trade Solutions) regional and country leadership
• Identify and lead along with the GTS industry sales team a portfolio of healthcare clients across the eco-system including pharmaceuticals, med-tech, care providers, R&D(Research & Development), CRO (Contract Research Organisation) , CMO (Contract Manufacturing Organisation), distributors etc
• Direct resources to achieve sector specific targets and long-term growth in line with the GTS (Global Trade Solutions) strategic plan whilst maximizing the contribution of Healthcare Industry Group clients to the GTS portfolio
• Drive sustainable revenue growth through relationship building/client strategic plans/pipeline management for both existing and new customers, and deepen penetration of customer wallet
• Work with the portfolio management and distribution teams to deliver suitable distribution strategy for the Healthcare Industry client portfolio considering GTS (Global Trade Solutions) strategic objectives and return requirements and drive balance sheet velocity
• Shape sector-specific solutions that align with the clients’ evolving working capital and trade finance needs
• Build a culture of sales excellence, lead origination, structuring, and negotiation of large and complex trade finance transactions across the gamut of core and structured trade solutions
• Ensure full compliance with evolving regulatory requirements and that reputational risk impact is mitigated/ minimised for GTS (Global Trade Solutions)

Customers / Stakeholders

• Internal: Coverage/GRBs, Product Management, Credit, Transactional Risk Management, Portfolio Management, GTS Business Development, CIB (Coporate and Institutional Banking)partners (e.g., Investment Banking/Structured Finance), country and regional leadership, GPS/GM collaboration where relevant.
• External: Build and maintain strategic relationships with C-suite, Treasurer, Chief Procurement Officer, and other decision makers across key Healthcare Industry Group clients; position HSBC as the trusted advisor for working capital and trade finance needs
• Drive revenue growth to maximize commercial profitability and relationship depth and bank returns
• Lead the development and execution of a client-centric culture that delivers superior support to Healthcare Industry clients across the range of GTS products and solutions
• Facilitate and ensure effective alignment and champion collaboration with CIB and Cross-Product teams as well as key HSBC global and regional stakeholders within and outside GTS
• Ensure timely distribution of relevant industry groups insights, case studies, and content to stakeholders, enhancing decision making and engagement
• Ensure strong relationships with key external stakeholders and industry bodies

Leadership & Teamwork

• Develop and lead a team of high-performance, specialised sales team focused on the Healthcare Industry Group
• Develop and maintain an environment of consistent performance measurement, training and development, career management and succession planning fostering a culture where exceptional talent is built and consistently thrives
• Lead and encourage constructive global teamwork by demonstrating collaboration and matrix navigation in action
• Champion the provision of knowledge, training, tools, content, and insights to build a “best in class” team and engage Healthcare clients effectively
• Promote colleague well-being and a diverse and inclusive culture where every individual can speak-up and bring their entire selves to work
• Live the HSBC values

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.

This will be achieved by consistently displaying the behaviours that form part of the HSBC Values and culture and adhering to HSBC risk policies and procedures, including notification and escalation of any concerns and taking required action in relation to points raised by audit and/or external regulators.

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 modern technology.

The job holder demonstrates adherence of Regulatory & Compliance matters and maintain awareness of operational risk and minimize the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting in accordance with GTS FIM.

Observation of Internal Controls

• Maintain and observe HSBC internal control standards, implement, and observe Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators
• Foster a compliance culture and implement Group Compliance Policy by managing compliance risk in liaison with the Head of Group Compliance, Regional Compliance Officer, or Local Compliance Officer, ensuring adequate compliance resources are in place and training is provided, and optimising relations with regulators
  
  

Knowledge & Experience / Qualifications 

• Extensive knowledge of GTS business, offerings, regulatory environment, and market dynamics
• Tack record in structuring large complex deals, payables, receivables, including highly complex trade loan structures using risk mitigation instruments
• In depth knowledge and experience in Trade Asset Distribution from large scale deal origination and sell down
• Comprehensive knowledge of macro trends and Healthcare industry groups dynamics in a continuously evolving external environment
• Suitable corporate/wholesale banking experience with asolid sales experience with healthcare clients
• Experience of creating, leading and motivating a team
• Experience of working within a matrixed environment preferred, including reporting internationally
• Excellent communication and inter-personal skills, with experience of dealing with executives at all levels
• Proven ability in identifying and meeting customer needs through matching a broad range of products and services and having delivered creative and flexible customer solutions
• Strategic vision of the business and proven track record in performance execution
• Ability to gather, analyse and interpret comprehensive information and/or customer requirements to provide solutions that are commercially viable and sustainable
• Credit assessment skills, particularly regarding more complex and structured facilities with an international dimension
• Flexibility and allowance for business travel
• Excellent time management, planning, and organisation skills
• Broad based knowledge of HSBC Group companies and product ranges

As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. We offer a competitive pay and benefits package including a robust Wellness Hub, all in a welcoming and inclusive work environment. You will be empowered to drive HSBC’s engagement with the communities we serve through an industry-leading volunteerism policy, a generous matching gift program, and a comprehensive program of immersive Sustainability and Climate Change Initiatives. You’ll want to join our Employee Resource Groups as they play a central part in life at HSBC, including the development of our employees and networking inside and outside of HSBC. We value difference. We succeed together. We take responsibility. We get it done. And we want you to help us build the bank of the future!

Your final fixed pay offer will depend on the candidate and several variables, including but not limited to, role responsibilities, skill set, depth of experience and education, licensing/certification requirements, internal relativity, and specific work location.

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, race, national origin, ethnicity, disability or medical condition, genetic information, military or veteran service, religion, creed, sex, gender, pregnancy, childbirth, caregiver status, marital status, citizenship or immigration status, sexual orientation, gender identity or expression or any other trait protected by applicable law.