Director - Corporate Development - HSBC - Glasgow

Job description

The role of the Senior GTRF Business Development Manager is to develop Invoice Finance and ABL business in Scotland. This is a key strategic business for the HSBC Group under CMB and its history is mixed with almost 150 years of Group history. HSBC is recognized worldwide as “the World's leading and largest trade bank and a Leading player in the receivables finance market” and its global leadership is unquestionable.


Through capitalizing on the Group’s international network and on the regional expertise, GTRF not only consistently holds an important status internally as a reliable and relevant income generator as well externally receiving formal market recognition.



The Group has defined International Trade as the highest priority area to explore business opportunities for future years, engaging all levels in the organization to position HSBC as the primary provider for corporate clients for their international needs worldwide.



The Role Holder Must Have


A thorough understanding of the GTRF business and takes a long term view of expected changes
To look for new sales opportunities, increase wallet share and generally ensure the performance of the client
Ensure client satisfaction including identifying and dealing with actual or potential business or relationship risks.


Your Responsibilities Will Include
Maximises revenue growth through business development sales
Develop effective strategies for 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 GTRF alongside Relationship Managers
Achieve the profitability hurdle rate as defined by Customer Groups
Manage pipeline of new customers and follow end to end sales process as defined by Business Development Transformation
Work closely with sales colleagues to 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 customers wherever required
Execute a robust sales plan to target new customers including effective closure of pipeline deals to capture revenue
Support development, direction and delivery of strategic initiatives through e.g.: detailed call reports, meetings attended, monitoring and management of deal pipeline GTRF modules etc. and the quality of solutions and presentations
Responsibility for driving GTRF revenues from New to Bank and New to GTRF customers and meeting the threshold return as defined by Customer Groups
Understand the risk profile of relevant products and clients
Work closely with a number of stakeholders, Relationship managers and other business areas including, but not limited too – Product/Client Services/Implementation/Customer Groups/Marketing/Credit/ Compliance
GTRF does not provide direct credit but will liaise as appropriate to obtain credit approvals in support of GTRF facilities which may amount to hundreds of millions of dollars.
Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers 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.
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.
Maintain close liaison with intra country, intra region and cross regional colleagues/stakeholders so as to provide input into the strategic direction of Sales, Product and Client Management functions and to the overall direction of GTRF regional and global business.
New business targets achieved.
Understanding customers’ needs and selling strategic domestic, regional and/or GTRF management solutions"
By matching customers’ requirements in response to proposal requests (RFP’s etc.)
Provision of appropriate strategic business ideas based on awareness of market and industry initiatives and customer feedback. Sharing of best practices
Drives the use of sales campaigns and sales transformation program techniques

The Ideal Candidate For This Role Will Have
Relevant product knowledge including knowledge of GTRF
Set and achieved challenging short, medium and long term goals which exceeded the standards in their field
Excellent written and spoken communication skills; an ability to communicate with impact, ensuring complex information is articulated in a meaningful way to wide and varied audiences
A comprehensive understanding of the regulatory frameworks and compliance requirements associated with financial services and experience of working within these
A track record of effectively handling complex sales, to meet the needs of demanding customers, in a fair and ethical way
The base location for this role is Glasgow but the role rquires the need to cover the whole of Scotland so will include extensive travel and therefore a valid Driving licence is essential.

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