Global Solutions Senior Sales Manager-Non-Bank Financial Institutions

Overview

In compliance with applicable laws, HSBC is committed to employing only those who are authorized to work in the US. HSBC may engage in immigration sponsorship for this position if needed.

Our purpose – Opening up a world of opportunity – explains why we exist. Here at HSBC, we use our unique expertise, capabilities, breadth and perspectives to open up new kinds of opportunity for our more than 40 million customers. We’re bringing together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities and the planet we all share.

Global Payments Solutions (GPS) is one of HSBC's global product lines generating over 10% of Group revenues. Supporting Corporate & Institutional Banking (CIB), our business is made up of almost 10,000 people in more than 55 countries and is uniquely positioned to help clients make and receive payments and manage liquidity across multiple countries and currencies. Our expertise in this area has been recognized by the industry’s most prominent publications as the best global cash manager for corporates and financial institutions in consecutive years.

We are seeking a high caliber professional to join our Institutional Sales team with a focus on Non-Bank Financial Institutions (NBFIs). The client portfolio consists of US headquartered NBFIs with international footprints, as well as foreign headquartered NBFIs doing business in the US. The NBFI Sales team has implemented a sector focused coverage approach, recognizing that clients in different sectors have unique cash and liquidity management needs.

This specific role will focus on Asset Managers, Financial Sponsors and Broker Dealers. This role will report functionally and entity wise to the Head of NBFI Sales within Global Payments Solutions – Institutional Sales.

• Work in close partnership with Coverage Bankers/Relationship Managers, global/regional Sales counterparts, and Product partners to identify and develop business opportunities, jointly formulate client engagement strategy to deepen HSBC’s global cash management wallet share and grow revenues
• Adopt a needs-based advisory approach to understand individual customer, as well as industry sector requirements, and provide appropriate cash management solutions that meet those requirements
• Effectively lead, coordinate and collaborate with the HSBC team across markets and functions to develop appropriate solutions, construct product proposals and deliver sales pitches
• Work closely with the Client Connectivity and Service teams to ensure smooth transition of client mandates into realized revenues, as well as to provide ongoing coverage in response to clients’ evolving challenges and requirements
• Feedback to the Product teams on the competitive market landscape and client specific requirements, to help drive product enhancements/developments as appropriate
• Formulate, support and drive NBFI sector strategies, including participation in events, case studies, client testimonials, client planning and wallet sizing activities
• Coach and lead team members across the group on sales strategy formulation, pipeline management and sales conversion techniques
• Proactively collaborate with global and regional sales leads to develop a pipeline that is coordinated with Coverage Bankers and prioritized according to opportunity and value to HSBC

• Proven track record in Sales or Relationship Management dealing with complex, global NBFIs with relevant Cash & Liquidity Management experience
• Experience managing a client portfolio and/or responsibility for driving client cross-sell and satisfaction metrics, plus a proven sales record with strong data analytical skills. Understanding of global cash and liquidity management techniques, market and competitive trends and sector based regulatory environment
• Detailed knowledge of the day-to-day Corporate Treasury environment, including payments, foreign exchange, liquidity and working capital
• Strong knowledge of local / regional / global cash management services, products, techniques and strategies
• Experience working in a Global…