Employment Type: Regular
HSBC corporate consists of c. 60,000 Mastergroups in the Large Corporate (LC) and Middle Market Enterprise (MME) segments and represents CMB's largest and more complex customers. On a per average customer revenue basis, Corporate customers are also CMB’s most profitable customers. CMB Corporate provides standard commercial banking products (working capital finance, short-term loans, deposits, payments etc.) in conjunction with product specialists (e.g. PCM, Global Banking and Markets, Insurance, Trade & Receivables Finance), Corporate Banking provides both domestic and cross-border banking solutions including Cash Management, Trade Services, Insurance, Investment Banking and advisory services.
The roleholder is expected to manage a team of Corporate Banking Managers to acquire, retain, and grow Large Corporate (LC) and/or MME CMB customer relationships for HSBC adhering to the Group values, business strategy, operational policies, regulatory requirements and risk management practices. The corporate segment is core to Commercial Banking and this position is required to maximize the value of these relationships internationally by working closely with group offices and product partners. International revenue will form a primary part of the total revenue.
They are responsible for developing their team of Corporate Banking Managers to ensure delivery of the teams financial plan and deliver best in class customer experience in line with the Corporate strategy. The will ensure the acquisition of quality relationships by providing practical coaching, advice and guidance to their team and ensure that they have strong credit skills.
They role holder is expected to manage a small portfolio of Large Corporate Relationships and/or MME clients (depending on the size of the site) with the support of a junior Corporate Manager.
Impact on the Business
* Meet regularly with customers to assess financial needs, condition, and opportunities/risks facing the customer business. And work with team to ensure that they do the same.
* Assist the team to help the customer to draw on the HSBC group network by working closely with other CMB sites and product groups (GTRF, PCM and GB M).
* Work closely with team to structure robust credit facilities for the relationship
* Ensure that the clients local and international profile is correctly reflected in HORIS and Client Vision
* Ensure timely and accurate maintenance of customer information on HORIS, Client Vision and CARM and other systems as required
* Maintain up-to-date and accurate deal pipeline on CV
* Ensure portfolio pricing is generating appropriate return on risk-weighted assets both at a customer level and at a portfolio level
* Comply with all applicable internal controls, risk and compliance policies and regulatory requirements at all times.
* Ensure that the team and self-prepare detailed client plans for all customers in the LC segment on at least an annual basis, recording objectives, plans and call reports within ClientVision. This should include detailed Client Profiling, Wallet Sizing, defining Critical Account Objectives (CAOs), and actively engaging with Product partners in this effort of preparing a Client Plan. In the case of MME clients the plans can be less detailed or as required.
* Drive proactive collaboration with product partners, international colleagues, and other Global Businesses to deliver maximum value of HSBC products and services to each assigned customer in the portfolio.
* Ensure timely and accurate maintenance of customer information, including KYC requirements, in Group systems including HORIS and Client Vision.
* Generate cross country referrals facilitated via Global Links and local or overseas IBC, whichever is appropriate.
* Generate referrals for other Global Businesses, e.g. Private Banking, GBM, RBWM, as appropriate.
* Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements.
Customers / Stakeholders
Ensure the role holder and their team are enabled to:
* Service a portfolio of Large Corporate and/or MME depending on the site (Annual Turnover Guideline as per Sub-Segment)
* Establish an effective working relationship with Risk Management teams, in order to validate the accuracy of the customer risk profile, and ensure sustainable asset growth.
* Maintain a proactive calling programme to service clients, ensuring senior management and key stakeholders for large corporate clients are contacted regularly.
* Ensure a quality service for all customers by owning customer engagement, ensuring service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC
* Help the customer to draw on the HSBC group network by working closely with other CMB countries and product groups (GTRF, PCM and GBM)
* Prepare detailed client plans, where applicable with product partners, annually for all customers in the LC/MME segment recording objectives, plans and call reports within ClientVision which should include detailed Client Profiling, Wallet Sizing, defining Critical Account Objectives (CAOs).
* Ensure client plans are co-ordinated and Client Service teams are in place with product partners
* Ensure early identification of problem relationships and take action where there are potential and existing problem accounts to protect HSBC interests.
* Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community.
* Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service
* Ensure fairness in all aspects of strategy, product design & delivery, customer literature & correspondence, financial promotions, administration and complaint handling.
* Participate in internal and external business events, road shows and seminars as required by the business.
* Coordinate/participate/pull product partners into the relationship to ensure appropriate coverage by product partners and alignment to agreed account objectives
Leadership & Teamwork
* Coordinate/participate/pull product partners into the relationship to ensure appropriate coverage by product partners and alignment to agreed account objectives. Actively coach teams to do the same with their relationships
* Share best practice with group offices and other business lines with region and globally
* Lead, motivate and inspire the team to achieve the Group strategy and business objectives
* Establish cultural and behavioural excellence and develop high engagement across the team
* Be ultimately responsible for the performance management of your team, using relevant performance management tools, ensuring timely action is taken to improve underperformance, to maximise effectiveness of the team.
* Share knowledge, experience and best practices with junior RMs within and outside of immediate team and promote a collective culture to spread experience & best practice.
* Take a hands-on approach to coaching with regular & productive use of Personal Development Plans and appropriate follow up.
* Ensure development activities are a core priority and enable all team members to take reasonable time for learning and developmental activities.
* Ensure the team is resourced to headcount plan, sufficient to meet the demands and opportunities of the business.
* Develop appropriate retention strategies within the team’s cost plan.
* Manage succession for key roles using internal and selective hires where appropriate.
* Live the Group Values.
* Promote an environment that supports diversity and reflects the HSBC brand.
Operational Effectiveness & Control
* Ensure the role holder and their team:
* Adhere to structures and processes in place for the management of credit, operational, reputation and regulatory risk.
* Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credit facilities, in order to ensure usage is in accordance with approved terms and conditions.
* Ensure credit and operational quality is not compromised in the pursuit of income
* Ensure operational losses and fraud are minimized
* Respond within agreed timelines to issues raised by audit and external regulators.
* Ensure timely and accurate maintenance of customer information, including KYC requirements, in Group systems including HORIS and Client Vision.
* Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.
* Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators.
* Maintain awareness of operational risk within assigned portfolio and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting.
* Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.
* Ensure all sales and prospecting activity documentation is complete to provide performance tracking and targeting future sales efforts.
* Compliance with and management of sales suitability risks and requirements
* Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements
* To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators.
* Ensure that all employees are aware of and effectively identify and manage applicable money laundering (ML), terrorist financing (TF), sanctions and reputational risks.
* Complete other responsibilities, as assigned.
Major Challenges
* The Role is responsible for managing a diverse portfolio of relationships through a team of RM’s. The role holder will be required to deal with sophisticated financial solutions and varying financial needs and credit risks of the clients. Therefore the role holder must have a broad knowledge in business operations and banking services but indepth knowledge of complex credit structures, Treasury and GB products and Trade as the role holder must gain the confidence of the customers’ decision makers so they are regarded as a key first point of senior contact above the RM. The role holder is also expected to guide and coach the team in these areas of product, negotiation, superior customer service, KYCC etc.
* Cross border servicing is expected to be high and to coach the team to think internationally with a view to connecting the client across the group is key. Keeping the client engaged is a major challenge
* Interacting/engaging with product partners at all times is key to ensure that clients have the appropriate products.
* Must ensure the active use of Client Vision (CV)–which includes quality CAO’s, wallet sizing, Client profile especially for the LC segment. HORIS as a measurement tool should be actively used to measure RM performance. All other global tools etc should be used appropriately
* The role holder will be expected to have wide connections within and outside of HSBC to maximize business development opportunities.
* Motivating team to achieve targets in a competitive environment.
Role Context
CMB is at the heart of the Group’s strategy to be the Leading International Bank. Within this framework CMB is positioned as the Leading International Trade and Business Bank. The remit of this role covers our top-end international corporate businesses. The business operates in a highly competitive banking environment competing for international business where we have a “right to win”. The job holder will have responsibility for complex deal structuring.
Environment of the job : As such, the jobholder will be competing in a highly competitive environment against many locally-established financial institutions and possibly a number of national competitors.
Guidance and authority : The jobholder will report to the Head of Corporate - Area and is given authority to plan, initiate, develop, and drive the initiatives for their client portfolio. They will be responsible for the profitability and performance of their team’s assigned portfolio.
Management of Risk
* Shall be responsible for overseeing and ensuring that risk standards are in accordance with the Group Standards Manual (GSM) and appropriate Function Instructional Manuals (FIMs). Robust local risk policies Business Instruction Manuals (BIMs) to be in place and reviewed regularly for their ongoing adequacy.
* The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation.
* The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk.
* This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring.
* Also by addressing any areas of concern in conjunction with line management and/or the appropriate department.
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.
* The jobholder will adhere to and be able to demonstrate adherence to internal controls. This will be achieved by following relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators.
* The jobholder will implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term ‘compliance’ embraces all relevant financial services laws, rules and codes with which the business has to comply.
Role Dimensions
* Group Metrics
* Portfolio Size (no of relationships) per Sales FTE: LC 15-25
* Turnover of Customers : LC $250M
* Average Sales Revenue : LC $8-10M;
* AD Ratio of Sales Portfolio (%): LC 125-175;
* Sales Support ratio: 2 to 1
* Team Size: Up to 8
Essential:
* Minimum of 6 years experience in managing complex commercial relationships with international needs
* Robust commercial lending, risk assessment, trade finance experience, in-depth knowledge of deposit products and of the concept of cashflows
* Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
* Experience in structuring complex credit deals for clients and close engagement with Global Banking and Markets products
* Ability to interact with business customers at all levels
* Good commercial lending, risk assessment, trade finance experience
* Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
* Excellent time management, planning and organisation skills
* Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
* Strong analytical skills
* Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
* Proven ability to deliver creative and flexible customer solutions.
Desirable:
* Knowledge of how LC clients operate
* Knowledge of Trade, PCM, GB&M, RBWM, and GPB products and capabilities
* Robust understanding of client planning methodology
* Knowledge of group systems, including CARM, ClientVision, HORIS, Global Links and GRPT
* Knowledge of CMB policies and procedures as per CMB FIM
* Wide personal connections within the group and outside the group (chambers of commerce and other associations
* Bachelors Degree in Finance, accounting or related fields
**Job:** **Corporate Banking*
**Title:** *Senior Manager, Middle Market Financial Sponsors*
**Location:** *Canada-Ontario-Toronto*
**Requisition ID:** *00006440*