Job Description

Job descriptionSome careers open more doors than others.If youre looking for a career that will unlock new opportunities, join HSBC and experience the possibilities. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.Job IntroductionHSBC corporate consists of c. 60,000+ Mastergroups in the Large Corporate (LC) and Middle Market Enterprise (MME) segments and represents CMB's largest and more complex customers. On a per average customer revenue basis, Corporate customers are also CMBs most profitable customers. CMB Corporate provides standard commercial banking products (working capital finance, short-term loans, deposits, payments etc.) in conjunction with product specialists (e.g. GPS, Global Banking and Markets, Insurance, Trade & Receivables Finance), Corporate Banking provides both domestic and cross-border banking solutions including Cash Management, Trade Services, Insurance, Investment Banking and advisory services. These are all available to the late stage new age economy/tech clients as well with the same level & specialized proposition.The role holder is expected to on-board new to bank, late stage tech companies & manage the portfolio with the support of a junior Corporate Manager.They will acquire, retain, and grow the Tech CMB customer relationships for HSBC while adhering to the Group values, business strategy, operational policies, regulatory requirements and risk management practices. Tech is a critical segment to Commercial Banking and this position is required to maximize the value of these relationships locally & internationally by working closely with group offices and product partners.Principal ResponsibilitiesImpact on the Business

• Building existing and winning new long-term relationships with the customers we want to bank, coherent with CMBs strategy to be the Leading International Trade and Business Bank.
• Grow sustainable revenues from the existing customer portfolio and through targeted acquisition of new quality customers focused on tech.
• Ensure proactive and aggressive relationship building/customer contact plans and pipeline management for both existing and new customers, to deepen penetration for customer wallet.
• Generate quality assets through the use of appropriate risk management tools, priced appropriately for risk and ensure superior returns within customers risk appetite.
• Structure credit facilities to these tech companies to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
• Proactively work towards achieving the CMB Tech objectives.
• Ensure timely and accurate maintenance of customer information on internal systems as required
• Maintain up-to-date and accurate deal pipeline on CV
• Identify opportunities to cross-sell group product and services as appropriate and ensure this is concluded successfully for the Bank and the customer.
• Develop effective strategies to manage customer relationships, anticipate customer needs and provide a superior quality service to position HSBC as the market leader in this segment.
• Drive growth by increasing our liability share in the existing portfolio & generate deals which will lead to increase in CUA balances.
• Monitor their client portfolio regularly to ensure that the return is commensurate with the risk profile of the client. Take timely and proactive corrective action to mitigate potential losses and maximize profitability.
• Maintain relationships with intermediaries such a PE, VCs, Law firms & more to generate referrals & deals in the tech space.
• Work closely with stake holders to generate referrals for internal stake holders, e.g. Private Banking, GBM, RBWM, as appropriate to ring fence the client.
• Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements
• Keep updated with developments in the new age/tech space & be updated with competition proposition.
• Take timely and proactive corrective action to mitigate potential losses, exercising effective portfolio stewardship and control.
• Collaborating with product partners to identify and match customer needs with relevant expertise; notably with GTRF, GPS, GBM, GPB and ISV.

RequirementsQualifications/RequirementsEssential:

• Minimum of 3+ years experience in managing complex commercial relationships with local & international needs
• Robust commercial lending, risk assessment, trade finance experience, in-depth knowledge of deposit products and of the concept of cashflows
• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
• Experience in structuring credit deals for clients
• Close engagement with clients & intermediaries (lawyers/PE/VC/VD firms and more) in the tech space.
• Ability to interact with business customers at all levels
• Good business model understanding, risk assessment, finance experience is a plus.
• Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
• Excellent time management, planning and organization skills
• Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
• Strong analytical skills
• Strong credit assessment skills, particularly with regard to more complex and structured facilities.
• Proven ability to deliver creative and flexible customer solutions.

Desirable:

• Knowledge of how New Economy/tech clients operate
• Knowledge of Capital account transactions, GPS, GB&M, RBWM, Trade and GPB products and capabilities
• Robust understanding of client planning methodology
• Wide personal connections within the group and outside the group (chambers of commerce and other associations
• Bachelors Degree

Additional Information

• Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

Useful LinkLink to Careers Site: ClickYoull achieve more when you join 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 an 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 The Hongkong and Shanghai Banking Corporation Limited, India

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