Some careers open more doors than others. If you’re 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. Global Trade and Receivables Finance GTRF India, which comprises over 300 experienced staff across 11 major cities, is the preferred trade bank of over 4000 customers across small and medium enterprises to Multinational conglomerates. HSBC India is the leading MNC Trade bank in India, with 5% of India’s Cross border flows are routed thru HSBC counters. GTRF India was the best performing site in region with 34% revenue growth in 2019 over the previous year and in terms of assets grew by 12% above history. GTRF India processes c.600,000 transactions annually which is second largest site globally in terms of processing volume. In Business Banking space, in 2019, we have grown our revenue by 55% and asset by 60% over 2018, which makes BB segment quite promising in terms of business growth. GTRF India has De-centralized transaction processing model manned by HSBC staff that are CDCS qualified – having in-depth knowledge of document handling and on the ground advisory, leading to superior client experience. Recently HSBC India became the first bank in India to undertake e-Presentation under LC.GTRF India has been recognized by a host of industry awards which we have received to date including the “Best Global Trade Finance Bank” in India by Euromoney. Principal Responsibilities The role holder is responsible for driving sustainable revenue growth for GTRF’s business banking clients, reporting to Country Head of GTRF Sales. The incumbent will lead a team of Business Development executives with the objective of generating new business and managing business development initiatives in Business Banking for GTRF. The incumbent will be required to grow the Bank’s trade business in India through acquiring new-to-bank business relationships and by increasing GTRF penetration in Business Banking with the support of highly motivating RMs. One of the key ask to leverage existing GB and CMB customer base to identify cross sell opportunities with close coordination with business owners for presenting the banks entire suite of products and making HSBC strong franchise in the banking domain. Additionally, role-holder’s responsibilities include providing technical expertise to Front-Line Business Development Managers. India emerging as world’s startup capital where technological innovation making day-to-day life easier and simpler for consumers, we are yet to see major breakthrough in banking sector, product innovation to solve for next generation of trade, provide innovative and technological solutions to build future business streams and assisting in the structuring of bespoke GTRF solutions ensuring high quality customer experience will be an important task. Participate in developing and promoting new trade finance products by providing regular feedback and changes in market dynamics. Need to understand what customers will value, post-COVID-19, and develop new process and products using customer experiences. To make the most of the opportunities data affords and adopt data-driven mindsets, as well as implement data-driven processes in line with the requirement of business. The incumbent will have to think out of box to make it new normal and drive business under tough global COVID environment. The adaptability and creative decision making will play a key role in the sustainability of the business. Incumbent will be building strong relationship and partnership with financial intermediaries, Trade associations, SME forums to enable strong business growth. Developing new revenue streams by actively finding identifying new customers and selling innovative GTRF solutions thus maximizing commercial profitability. This will include responsibility for pricing to ensure that the threshold returns are met, reviewing and negotiating the full range of GTRF services together with effecting any cost reduction initiatives required by the Group. To be recognized as a GTRF senior leader with an ability to display in-depth knowledge and understand the risk profile of relevant products and services within the jobholder’s area of responsibility. To act as the senior sales representatives on complex, multi-jurisdictional opportunities with key clients and/or deals. Key activities and decision making areas Impact on the Business Maximize revenue growth through business development Develop effective strategies for delivering Group strategic priorities by consistently winning new clients in order to generate new income for the Group. Identify new sales opportunities in the form of new to bank or new to trade alongside Team Leaders, Relationship Managers in CMB, BDMs and other product partners (eg. GLCM, GM etc) Drive & Identify various opportunities/Initiative to generate qualified leads and support RMs in Business Development activities. Job requires extensive data mining internally/externally to generate quality referrals. Work closely with trade bodies and associations. Achieve the profitability hurdle rate as defined by Customer Groups Manage pipeline of new customers and follow end to end sales process (Sales Management process- Client vision usage, pipeline reviews etc) Work closely with sales colleagues to influence and promote awareness of GTRF products, strategies and competitor information amongst the RM and other strategic business communities. Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect the customers and the Bank and provide necessary guidance to team wherever required Customers / Stakeholders Develop an appropriate client calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customer’s individual needs plus generate and receive quality referrals for/from other parts of the Group Where appropriate undertake professional presentations etc. to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks. Influence, maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events. Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets. Ensuring RM community is sufficiently knowledgeable with GTRF products/services/ regulation and having confidence they are able to continually apply this knowledge to their client base Leadership & Teamwork Be a team player, motivate, attract new talent and guide team members and colleagues in order that they perform their roles to the best of their abilities. Lead by example by demonstrating excellence in sales and following end to end sales process Cultivate an environment that supports diversity and reflects the HSBC culture. Be an ambassador for the Bank To manage team and own performance and self-development Keep management informed of progress/obstacles towards team sales targets Influence and manage stakeholder perceptions in order to enhance GTRFs image as a critical product partner Promote an environment that supports diversity and reflects the HSBC brand. Operational Effectiveness & Control Ensure compliance monitoring is in place in accordance with HSBC and regulatory standards Ensure all team sales activity documentation is complete to provide performance tracking and targeting future sales efforts along-with fulfilling control requirements (eg Trade summary sheets, field surveys etc) Continually assess the Sales processes to identify improvements Keep Head of BD, GTRF informed of any obstacles, issues etc. Ensure that all employees are aware of and effectively identify and manage applicable money laundering (AML), terrorist financing (TF), sanctions and reputational risks Ensure that the fair treatment of our customers is at the heart of everything we do, both personally and as an organization. This will be achieved by ensuring team and self consistently display the behaviours required to support the Best Place to Bank principles of Make Better Products, Sell Them Properly and Keep Them Sold Continually reassess the operational risks associated with the role, team 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 new technology. Risk Management is a key component of Trade business; from credit to operational aspects, the job holder must assure that we are strictly following the Group rules and standards. Trade asset management requires a constant attention from the BD teams. An open and direct communication channel with Risk and the RMs is necessary to anticipate potential risks and develop, implement action to minimize risks to the Group when necessary. The jobholder will make informed decisions in accordance with the core principles of HSBC's Financial Crime Risk Appetite. Knowledge Extensive knowledge of global trade finance, services, products and techniques. Extensive knowledge of the market & market trends, competitive environment and regulatory environment. Detailed knowledge of GTRF back and front office area Detailed knowledge if Credit & Risk including techniques to mitigate risk Broad knowledge of HSBC Group companies and product ranges Sales Management experience at a senior level including dealing with senior executives plus a proven sales team record Requirements CA/MBA from premier institutes 12-15 years of wholesale banking experience Prior experience in GTRF or a strong understand of GTRF Products is a positive. If the candidates is within the bank then experience in GTRF Business Development is not mandatory, a candidate who has worked in roles in GLCM, CMB, GB and others also encouraged to apply Knowledge of Corporate Banking and Trade & Receivables Finance is preferable. Skills Strong sales, interpersonal, communications, leadership, negotiation, analytical, presentation and decision making skills Good organizational skills with an ability to effectively prioritize and meet critical deadlines Strong commercial orientation combined with a customer driven approach Ability to interact with senior executives Strong people leader and demonstrated stakeholder management experience is required High degree of self-motivation and attention to detail Additional Information Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required. The health and safety of our employees and candidates is very important to us. Due to the current situation related to the Novel Coronavirus (COVID-19), we’re leveraging our digital capabilities to ensure we can continue to recruit top talent at HSBC. As your application progresses, you may be asked to use one of our digital tools to help you through your recruitment journey. If so, one of our Resourcing colleagues will explain how our video-interviewing technology will be used throughout the recruitment process and will be on hand to answer any questions you might have. Diversity Statement, Data Protection and Entity Statement As a business operating in markets all around the world, we believe diversity brings benefits for our customers, our business and our people. This is why HSBC is committed to being an inclusive employer and encourages applications from all suitably qualified applicants irrespective of background, circumstances, age, disability, gender identity, ethnicity, religion or belief and sexual orientation. We want everyone to be able to fulfil their potential which is why we provide a range of flexible working arrangements and family friendly policies 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. You’ll achieve more when you join HSBC. www.hsbc.com/careers The Hongkong and Shanghai Banking Corporation Limited (HSBC) India