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Director - Structured Banking Corporate Banking II
HSBC
New York, NY, United States
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Description
This role, within the CMB Origination team (“CMBO”), focuses on driving CMB revenues through collaboration with Global Banking & Markets (“GB&M”). This primarily comprises both building relationships with CMB customers and prospects by identifying their needs for GB&M products and solutions, as well as fostering seamless internal connectivity across products, business lines, sector verticals and geographies. The role is client-facing in nature. The tasks for this role will include some or all of the following:
• Lead the execution of business objectives to drive revenue and achieve Annual Operating Plan targets and key performance indicators, whilst building a sustainable business model
• Work with junior CMBO personnel to achieve long term growth in line with strategic plans through appropriate relationship building and pipeline management for new and existing customers
• Responsible for identifying sales opportunities that address specific needs for our clients and managing these from identification to point of sale.
• Drive sales and associated activities and monitor the key related metrics
• Responsible for ensuring the bank aligns around our clients to deliver a high quality and robust service
• Drive proactive collaboration with GB&M product partners, international colleagues, and other Global Businesses to deliver maximum value of HSBC products and services and to contribute to continued servicing of customer needs and deepening existing relationships
• Confidently manage financial crime risk throughout the client lifecycle by identifying, assessing, accepting, monitoring, escalating and mitigating risk
• Ensure consistent application of Group Policy and adherence to regulatory, financial, and legal standards to minimise business and reputational risks
Impact on the Business
Collaboration between Commercial Banking (CMB) and Global Banking and Markets (GB&M) is a key global strategic imperative for the HSBC group. The aim of this collaboration is to maximize revenues from GB&M products with CMB clients and responsibility for this is housed under the CMB Origination team.
The key GB&M products in question are as follows:
• Leveraged and Acquisition financing
• Structured Finance
• Debt Capital Markets
• Equity Capital Markets
• Mergers and Acquisitions / Advisory
• Rates
• FX
Customers / Stakeholders
Key customers include:
• Existing CMB customers for whom GB&M product solutions are appropriate
• Prospective CMB customers for whom GB&M product solutions are appropriate, whether on a defined Prospect list or not
Key Stakeholders include:
• Global Head of Client Coverage
• Head of CMB USA
• Head of CMB Origination North America
• CMB RMs, particularly Large Corporate and Mid-Market
• All GB&M Product Partners including heads of M&A, LAF, ECM, DCM, IRG, Structured Finance and GMCS (Global Markets Corporate Services)
Leadership & Teamwork
• Collaborate effectively with others across a variety of groups both internally and outside the firm
• Act as the driving-force behind origination activity, with the support of other team members, to deliver on positive business outcomes, while serving as an example and coach to junior CMBO staff
• Uphold the highest level of integrity and act as a role model for all HSBC values and business principles
• Demonstrate a commitment to excellence and perform to the highest standards, and promote an environment that supports diversity and reflects the HSBC brand
Operational Effectiveness & Control
• This should be evidenced by overall conduct ("do the right thing") and by proactively demonstrating active compliance with both the letter and the spirit of applicable laws, regulations, internal policies, procedures and Global Standards together with the management of risks including, but not limited to, Credit, Operational, Regulatory (including Financial Crime), Reputational and Sustainability. This would be demonstrated through escalating, speaking up and a proactive approach to identifying when things go wrong or potential risk issues are identified.
Local Job Requirements
• Coordination and connectivity, related to the origination of overall GB&M product business, between CMB RMs, GB&M product specialists and GB sector specialists.
• Establish a holistic understanding of clients’ needs and deliver innovative high value solutions across all GB&M product lines, gaining significant business and sustainable returns for the Group.
• Develop and maintain ‘trusted advisor’ relationship and access at key decision maker level for assigned current and target clients.
• Work to reposition CMB to higher value added solicitation, enhancing the perception of the Bank amongst its existing and prospective clients.
• Co-ordinate origination of ‘event-driven’ business.
• Build the CMB franchise value/reputation in the market place.
• Drive achievement against targets for revenue generation, product alignment, customer satisfaction and cost management.
• Contribute to the building of a professional, proactive, and performance-driven culture; assist with succession planning for the CMBO team and participate in coaching schemes as appropriate.
• Establish and maintain networks for co-operation with other HSBC businesses, to support the creation of solutions to customer needs that span geographical/product boundaries and regulatory environments.
• Aggressively grow HSBC’s share of client wallet, involving product specialists to ensure product capabilities are in line with client/sector requirements.
• Support the implementation of major change initiatives within CMB Origination and wider CMB.
• Understand and ensure 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.
• Maintain HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.
Qualifications
• FINRA Series 63 and 79
• At least 10 years of solid experience in corporate finance / investment banking
• Track record of building & developing relationships at C-suite levels
• Ability to develop a strategic dialogue with the client
• Industry generalist
• Proven record of leading client presentations and delivery
• Excellent knowledge of HSBC Group and products, and a strong network of contacts across all business areas.
• Proven record of proactively originating GB&M business.
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