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Head of Global Trade Solutions International Middle Market & Global Network Banking Sales
About the 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 world's leading trade finance bank, offering a comprehensive range of traditional trade products as well as a variety of innovative structured supply chain solutions. Global Trade Solutions (GTS) has been recognized by the industry's most prominent publications and associations for its strength in combining innovation and service excellence with its end-to-end customer solutions (voted the Best Trade Bank by our clients globally for eight consecutive years). The purpose of this role is to lead the US GTS International Mid-Market and Global Network Banking Sales team, positioning HSBC and GTS as the top provider of trade solutions and services in the US for clients of both critical segments within the Corporate & Institutional Banking business. The job holder will report into the Head of GTS US on both a functional and entity basis.
Responsibilities
- Lead a specialist team of trade finance professionals that provide specialist working capital support to clients across the International Middle Market (IMM) and Global Network Banking (GNB) franchises in the United States
- Motivate and lead a team of originators, driving activity and providing both strategic and day to day direction across all aspects of the origination life-cycle, including post mandate engagement
- Lead the team to acquire new mandates, grow existing trade relationships, and satisfy the working capital requirements of international clients
- Formulate and drive client focused strategies that culminate in new to bank, new to trade opportunities, deepen wallet share, and support client retention
- Responsible for driving a client-centric culture within the team, prioritizing regular client engagement, and working closely with the Coverage community and Corporate and Institutional Banking (CIB) stakeholders to support profitable portfolio growth
- Ensure healthy growth of the client base through proactive client engagement and connectivity with the IMM and GNB network to support the growing of revenues and returns through needs-based sales
- Ensure US GTS is delivering appropriate solutions and services, which reflect, meet, and exceed customer needs and deliver fair outcomes
- Ensure that the quality of solutions delivered to clients meet Group standards, safeguard GTS and the bank from potential loss, maintain group credit standards, uphold portfolio quality, maintain high level of compliance, and minimize operational and credit orientated risks
- Actively engage in external events, activities, and forums that provide opportunity to build HSBC's brand among the target customer group
- Understand current economic and geopolitical trends, their impact on HSBC at the local and Group level and identify key levers to capitalize on opportunities and/or minimize downside exposure
- Contribute to the long-term strategic vision and direction of US GTS and identify the key steps necessary to drive continued growth and value for clients and stakeholders across the IMM and GNB franchises
- Enhance GTS' and the bank's image in the marketplace, building key relationships with third parties including membership organizations and fintech's
Requirements
- Extensive knowledge of trade products, offerings, competitive landscape, and market dynamics
- Proven track record of leading relationships with complex international corporate clients, accumulated through Corporate or Transaction Banking experience at a senior level
- Extensive senior Corporate or Transaction Banking experience with established track record of leading complex working capital structures and exposure to credit and lending, solution innovation, and credit risk assessment
- Proven leadership skills, with the ability to motivate and inspire a team towards achieving common goals, and manage a diverse and multi-cultural team
- A passionate client advocate, with deep understanding of corporate and institutional client needs and a demonstrable track record in delivering customer excellence for clients on a local and multi-market scale
- Strong commercial acumen, including awareness of economic, cultural, procedural, and regulatory issues
- Strong credit assessment skills, particularly concerning more complex and structured facilities
- Proven strategic thinker, with a track record in developing and implementing market leading client focused strategies
- Ability to interact and build trust and credibility with relationships at all levels of seniority including internal and external stakeholders, 'C-suite', owner-proprietor client representatives, regulators, and government bodies
- Capacity to think about the wider HSBC Group business, taking a Global view to origination, the client experience, and facility booking
Benefits
- Competitive pay and benefits package including a robust Wellness Hub
- Tailored professional development opportunities
- Industry-leading volunteerism policy
- Generous matching gift program
- Comprehensive program of immersive Sustainability and Climate Change Initiatives
- Employee Resource Groups for networking and development
