Responsibilities of the Candidate:
- Deliver an exceptional needs-based relationship management service to high-value international customers and prospective international customers, supporting the bank’s long-term strategy to become the Leading International Trade and Business Bank. The jobholder will acquire, retain, and grow a portfolio of international customers profitably by identifying and meeting their needs.
- Act as a champion on international products, services, and Bank’s cross-border capabilities
- Act as Relationship Manager by offering value-added advice and guidance to customers and placing their needs at the forefront of all that we do, setting world-class standards
- Grow sustainable revenues from existing customer portfolio and through targeted acquisition of quality new-to-bank international customers
- Build a network of business introducers in the local professional and business community
- Generate new-to-bank business through proactive management of shadow portfolios*
- Increase profitability, and relationship depth while minimizing risk.
- Work with product partners (such as PCM, Trade, and Insurance) to assess the needs of international and domestic customers and offer appropriate solutions.
- Generate cross-country referrals facilitated via Global Links and local or overseas IBC, whichever is appropriate.
- Generate quality assets through the use of appropriate risk management tools, price appropriately for risk, and ensure superior returns within risk appetite
- Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking
- Offer proactive value-added service to international customers*, international prospects, and international professionals
- Keep up-to-date on knowledge of HSBC’s international strategy, capabilities, and policies.
- Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural, and regulatory requirements.
- Align to MTO and Area Operating Targets defined by the Group (Revenue, RWA, RoRWA).
- Inspire and motivate junior colleagues to ensure a seamless relationship management service is delivered to a portfolio of international and internationally aspirant relationships.
- Live the Group Values.
- Act as an ambassador for the team and contribute fully to its development, effectiveness, and success.
- Support new and existing colleagues promoting and contributing to an engagement culture.
- Share knowledge, experiences, and best practices on international matters with other RMs.
- Maintain excellent communication with Group colleagues to ensure a joined-up approach to identifying and capturing cross-border opportunities.
- Provide active feedback to seniors on processes, operations, risks, etc., and make recommendations as to how these can be changed to secure the customer and the bank.
- Put customers first in all that we do and develop/increase connectivity
- Own customer engagement; ensure service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC.
- Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service.
- Take a proactive approach to client planning collaborating effectively with product partners and colleagues to assess customer needs and deliver appropriate solutions
Requirements:
- Qualification to a University Degree and training courses.
- Demonstration of required AML and Sanctions knowledge through attendance at the one-day instructor-led training course and successful completion of the related post-course assessment
- Prior Relationship Management experience.
- Proven ability to identify and meet customer needs through a broad range of international products and services.
- Strong credit assessment skills, particularly about more complex and structured facilities with an international dimension.
- Good understanding of the international business trade cycle, forex transactions, and the business processes involved when importing and exporting and the ability to apply structured bank solutions to match those needs.
- Good level of business acumen and international commercial awareness, including economic, cultural, procedural, and regulatory issues
- A balanced approach to risk management including techniques to mitigate risk.
- Strong knowledge of CMB’s international proposition/product capabilities.
- Broad knowledge of HSBC Group capabilities.
- Ability to interact with all levels of business customers.
- Strong analytical skills.
- Ability to interact and build relationships with internal and external stakeholders including HSBC overseas offices and local professional community.
- Excellent interpersonal skills in guiding and advising other RMs, and influencing peers and junior colleagues.
- Ability to effectively plan and organize, with tenacity to drive through results.
- Excellent communication skills, including written, and verbal, and the ability to deliver compelling presentations.