Associate Director - Sales (Securities Services)

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At HSBC we exist with the purpose of Opening up a World of Opportunity. We use our unique expertise, capabilities, breadth and perspectives to provide opportunities for our customers and colleagues through global connectivity. We bring 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 Securities Services offers a range of fund administration, global custody, sub-custody and clearing services. HSBC is a leading asset servicing provider in Asia and one of the largest custodians and administrators in the Asia Pacific region. This sales focused role is part of the Securities Services Sales team under Institutional Sales.

Joining HSBC as an experienced sales professional with an established network in Securities Services, you will be responsible for all sales within Australia and New Zealand, across multiple client segments including asset managers and asset owners.

You will drive all aspects of the sales process to develop new clients and business for Securities Services. In doing so, collaboration with internal stakeholders, other HSBC product groups, HSBC’s Custody business globally and consultants externally will be key.

This role will give you the opportunity to expand your knowledge and career across a breadth of products and asset classes, with the autonomy to own the Securities Services sales process from planning and identification to deal execution. Working directly with the Head of Markets & Securities Services for Australia / New Zealand and Regional Sales Head of Securities Services Asia, you will play an integral role in the expansion of HSBC’s Securities Services in Australia and New Zealand, leveraging the HSBC brand and global network to build a diversified book.

Responsibilities:

• Contribution to the development and implementation of the overall strategy for the Securities Services business in Australia and New Zealand in line with the Institutional Sales and overall Markets and Securities Services strategy.
• Responsibility for growing our overall sales revenues across the global institutional client base by identifying growth opportunities, enabling sales efficiency and effectiveness, and taking responsibility for the function’s performance against targets.
• Identifying sales opportunities that address specific needs for our clients, and then managing this opportunity from identification to deal execution.
• Growing deep and broad customer relationships, promoting HSBC capability and generating value added business.
• Collaborating constructively with other internal businesses within Markets and Securities Services as well as other areas within the Group such as Corporate & Institutional Banking (CIB) Coverage, both locally and across countries.
• Promoting and cross selling wider Markets & Securities Services business to our clients.
• Delivering fair client outcomes, ensuring conduct maintains the orderly and transparent operation of financial markets, embedding and maintaining controls, applying knowledge of regulatory and conduct landscape, with a core focus of preventing financial crime.

Requirements:

• An existing active local network, with market connections and a proven track record in acquiring new relationships through extensive sales experience, ideally in securities services products.
• Strong collaboration skills, with the ability to build and maintain internal and external stakeholder relationships to understand client needs, identify and capitalise on business opportunities.
• A deep understanding of Australia and New Zealand market and client needs in securities services.
• Ability to work as a part of a team, being also able to lead, drive and collaborate effectively with regional and global teams to deliver results.
• Capable to handle difficult conversations to drive results, through excellent written and verbal communication skills, gravitas and influencing skills to drive buy in.
• Excellent time management and organisation skills able to autonomously drive structured planning of the sales governance process including the delivery of sales pitches and commercialisation.
• Strong focus on, respect and support for diversity and inclusion principles.
• Strong knowledge of the financial markets regulatory and conduct landscape in Australia and New Zealand.

Preference will be given to candidates who hold Australian PR/Citizenship or New Zealand Citizenship, or who can demonstrate current unrestricted work rights in Australia without limitations.

As an HSBC employee in Australia, you will have access to tailored professional development opportunities, competitive pay and a range of employee benefits. These include market-leading subsidised private health cover, enhanced parental pay and support when returning to work, subsidised banking products and services, bonus leave days and wellness programmes including discounted gym memberships.

We value different perspectives, we succeed together, collaborating across boundaries, we take responsibility, holding ourselves accountable to get things done. Through these values, HSBC is committed to building a culture where all employees are appreciated and respected and where opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow in an inclusive environment. Applications from First Nations peoples are encouraged.

Learn more about careers at HSBC Australia –  https://www.hsbc.com/careers/where-we-hire/australia

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