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Senior Vice President - Sales & Business Development, Banks & Broker Dealers
HSBC
New York, NY, United States
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Description
To sell our Securities Services products to banks and broker dealers. As banks and broker dealers primarily use our Custody services (Global Custody and Sub-Custody), the focus would be on selling these products to US-based global custodian banks and broker dealers. This would also involve selling our broker outsourcing proposition to these institutions. To develop and provide proactive management of account relationships with existing clients and potential clients. To protect and develop our Securities business through innovative pricing and maximise revenue opportunities.
Impact on the Business
• Achieving sales revenue targets & maximising profitability by consulting and analysing clients' business needs and offering solutions, expanding regional DCC relationships through direct negotiation /client calls/client presentation. This involves working closely with GBM, PCM and HSS.
• Market our broker outsourcing capabilities, including our middle-office outsourcing proposition.
• Retain existing business and maximising profitability through client relationship management (problem solving, fee negotiations, account administration, documentation, legal agreements negotiation & review, delivering and explaining regional market information, etc.), liaising directly with our DCC markets and the H.K head office .
• Embrace changes to enhance work efficiency, productivity, and business profitability by initiating, managing and co-ordinating regional & functional projects, liaising with different internal and external parties to ensure the completion of the project to be timely delivered and achieved the goals.
Customers/Stakeholders
• Review RFPs/DDQs/RFIs/SLAs, etc within strict time deadlines by working closely with the RFP team and with PCM, GBM, HSS, etc to ensure that the client receives a document which conveys of our capabilities and strengths in the region.
• Support product, market, and system development initiatives by providing ASP regional teams with qualitative and quantitative market intelligence on our clients' expectation and requirement in individual markets, participating in developing and launching new products and markets.
• Initiate/follow up on client planning and service review activities.
Leadership and Teamwork
• Motivate and manage staff by providing training and ensuring effective two-way communication. Conduct regular review sessions to ensure a conducive working environment.
• Work with ASP regional teams to ensure proper support is provided to all branches with regards to client issues.
Operational Effectiveness and Control
• Follow the set procedures as defined in BIM
Major Challenges
• To actively manage the relationships activities with assigned clients as part of the total effort to provide comprehensive and effective coverage of global relationships that has multiple touch points with HSBC globally.
• To market our Custody and broker outsourcing proposition to new clients and existing clients to maximise revenue and increase the total contribution to the groups profitability.
Role Context
• The jobholder’s role is an extension of the coverage of SBD BDD Americas, and therefore reports to the HSS Regional Head (entity) and Global Head Sales and Business Development, Banks and Broker Dealers Sector (functional). The jobholder must be able to work independently and effectively with minimal guidance to achieve the broad objectives set by the line manager.
• Be aware of the market developments as well as competitive intelligence to anticipate possible reaction of clients to them and propose services /solutions to ensure the domain knowledge is used effectively to defend potential client loss or spot opportunities.
• Management of Risk (Operational Risk / FIM requirements)
• Be aware of risk issues associated with clients (KYC, AML etc) and ensure a good understanding of clients’ operating business to avoid them. Be cognisant of operational risk issues and advise the relevant Securities business units where necessary.
Observation of Internal Controls
• Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.
• Understands, follows and demonstrates compliance with all relevant internal and external rules, regulations and procedures that apply to the conduct of the business in which the jobholder is involved, specifically Internal Controls and any Compliance policy including, inter alia, the Group Compliance policy.
Role Dimensions
• Grow the market share of the Securities business units in each market. Prevent client exit on grounds of service issues.
Qualifications
• Able to connect with people and build rapport/relationship
• Communicator with good inter-personal skills and writing skills
• Good in negotiation and presentation
• Well organised with an ability to prioritise tasks effectively
• Attention to details with willingness to continuously learn and develop career in Securities services
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