Director Corporate Sales

(Grade: GCB3)

Location: Beijing

CIB - Markets 

Global Markets is part of our HSBC Corporate and Institutional Banking division, a markets-led, financing-focused business that provides investment and financial solutions. Our Markets business is one of the largest of its kind in the world. It combines sophisticated 24-hour global coverage with a detailed knowledge of local markets. Our services are offered both online and offline in 58 countries and territories. We specialise in foreign exchange, credits and rates, structured derivatives, equities and debt, equity and equity-linked capital markets.

We are currently seeking an experienced professional to join our team.

In this role, you will:

• Identify sales opportunities that address specific needs for our clients and managing from identification to point of sale and through post trade process
•  Service a portfolio of Strategic and/or Focus clients, including Transactional clients where required
•  Manage and develop relationships with transactional clients, including those serviced over e-platforms for flow based business.
• Provide day to day sales coverage using the full suite of Corporate Sales offerings and support team members to do the same
• Deliver services and solutions that meet client needs and where necessary leverage the bank’s depth of product expertise and Thought Leadership
• Develop trusted relationships with clients to drive revenue growth and greater product penetration
• Collaborate with other internal stakeholders, including Relationship Managers, Global Payments Solutions (GPS), and Global Trade Solutions (GTS), to service client needs and improve share of wallet
• Drive efficiency and profitability by championing adoption and use of relevant service offerings to meet client needs, for example migrating transactional business to the self-service e-capability, coordinating with Corporate Risk Solutions (CRS) for more complex balance sheet structuring solutions, or identifying further opportunities for the offshore capability to support Corporate Sales.
• Manage changes to processes as technology platforms evolve
• Work with Corporate Sales team to ensure all activities for their set of Strategic and Focus clients are executed in line with their agreed principles
• Work through Corporate Sales for ensuring all Global Service Centre outsourced activities are executed in line with the agreed SLA’s and requirements for servicing clients
• Identify and originate cross-sell opportunities (cross-border, Corporate Sales /CRS, and cross-selling the Bank)
• Where appropriate and responsibility has been assigned, act as global Sales Captain for specified clients
• Grow deep and broad customer relationships to enhance the HSBC franchise and generate value added business
• Build and maintain business relationships with clients in assigned area of responsibility
• Set direction and leadership for reporting sales staff and be accountable for the management of the local Corporate Sales teams
• Supervise activities of staff to mitigate the risks of inappropriate trading, unauthorized activity, financial crime, and inappropriate market conduct
• Ensure that staff adhere to HSBCs policies and associated procedures
• Act on and escalate unusual / unacceptable activity or behavior by clients and HSBC staff
• Comply with the Front Office Supervision Control Policy and vigilant operation of Front Office supervisory tasks
• Ensure compliance monitoring is in place, including processes for management of operational risk, in accordance with HSBC and regulatory standards
• Build an enthusiastic and motivated team that demonstrate HSBC Group values and principles
• Plan staffing resources effectively to provide support across different time zones and countries
• Provide leadership, support, guidance and training to all team members
• Conduct regular performance management appraisals with all team members
• Review and establish standardised communications and outputs in conjunction with CRS and the Digital & Transactional Sales Teams
• Be involved in strategic discussions with the senior management teams
• Be accountable for quality of output and delivery of the team
• Leadership role for organisational and technological change initiatives

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

• Analytical aptitude in accordance with demands of the role (size of the organization, business knowledge process, compliance/risk nature of the function, intensity and diversity of change, competitive landscape for resources)
• Strong understanding of the Corporate Sales business, its products, clients, systems and key processes
• Good understanding of Capital Markets, covering foreign exchange instruments (Spot, Options, Swaps,Forwards and Futures) and interest rate derivatives and an ability to understand & manage a diverse and sometimes complex, product set
• Hold relevant exams and qualifications to satisfy local and any cross border market regulations for non-advisory sales and trading activities
• Where applicable, experience managing a team with clear competencies in people & development, performance management, and high quality execution

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 and 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 (China) Company Limited