HSBC Bank Canada, a subsidiary of HSBC Holdings plc, is the largest and leading international bank in Canada. HSBC serves customers worldwide through an international network of around 3,800 offices in 66 countries and territories in Europe, Asia, North and Latin America, and the Middle East and North Africa
We help companies and individuals across Canada to manage their finances through three global business lines: Commercial Banking, Global Banking and Markets, and Retail Banking and Wealth Management.
It’s this global connectivity that you will find yourself inspired and collaborating with colleagues not just locally but also across continents and cultures.
About Global Banking & Markets
Global Banking and Markets (GBM) provides financial services and products to corporates, governments and institutions worldwide, building partnerships with them to help them achieve consistent, long-term performance. We use the strength of HSBC’s international network to connect emerging and mature markets, covering key growth areas. Our products and services include advisory, financing, prime services, research and analysis, securities services, trading and sales, and transaction banking.
Key Objectives for Senior Manager, Global Liquidity & Cash Management, Global Banking and Markets Sales:
As an individual contributor, maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative Global Liquidity & Cash Management (GLCM) solutions to a defined portfolio of Global Banking and Markets (GBM) clients thus maximizing commercial profitability and relationship depth. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group
To be recognized as a Global Liquidity & Cash Management specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility.
To act as a lead sales representative on opportunities with key clients and/or deals
Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary.
To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions to a sector of HSBC's Global Banking and Markets clients.
Responsibility for pricing, reviewing and negotiating the full range of cash management services for the Global Banking and Markets clients, together with effecting any cost reduction initiatives required by the HSBC Group. The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a defined portfolio of Global Banking and Markets clients.
To broaden and deepen client relationships
Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation
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 Global Liquidity & Cash Management regional and global business
Develop and maintain relationships with key clients including a robust coverage programme
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. Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team.
To manage own performance and self-development.
To keep line management informed of progress/major obstacles towards progress on sales targets.
Input into setting of annual objectives and monitoring own performance and success.
Live the Group Values
Promote an environment that supports diversity and reflects the HSBC brand. Ensure all requests for operational losses/refunds, travel, out of plan expenditure, events etc are appropriately and correctly authorised.
Complete all sales activity documentation to support implementation as well as provide a record for performance tracking and supporting future sales efforts
To continually assess the sales processes to identify improvements and efficiencies. Optimising time within the sales environment.
Respond within agreed timelines to issues raised by audit and external regulators.
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 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.
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
Knowledge & Experience / Qualifications:
At least 5-7 years of strong sales experience
At least 5-7 years of local and regional cash management and clearing services, products and techniques.
Relationship Management experience at multiple levels plus a proven sales record
Proven ability in identifying and meeting customer needs through matching a broad range of products and services
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.
Ability to understand a customers business and the fundamentals of running a business
Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
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 and selling skills
A good understanding of the market & market trends, competitive environment and regulatory environment.
Knowledge of global cash management
Experience of working in an International Global Banking environment
Knowledge of Treasury Foreign Exchange
Broad based knowledge of HSBC Group companies and product ranges
Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange and payments.
Broad knowledge of HSBC Group companies and product ranges
Association of Corporate Treasurers International Certificate in Cash Management
Association of the Chartered Institute of Bankers, Certified Treasury Professional or other recognised professional qualification, will be considered an asset
Comprehensive knowledge of the HSBC Group's inter/intra clearing systems
Bilingualism in French and English preferred
In 2018, HSBC Bank Canada was named one of the “Best 50 Corporate Citizens” in Canada by Corporate Knights magazine. HSBC was also the first company to be recognized as a top performer in gender diversity within the financial services sector, as part of a new Corporate Knights initiative to recognize leaders in this space.
Join HSBC, and benefit from the following:
Career Development: Within your current role, as well as Canadian and international opportunities
Company Reputation: Offering prestige, strength, and longevity
Business Growth: Underpinned by our drive, and the highest banking standards
International Connectivity and impact: Build global relationships and be a part of international initiatives
A diverse workforce: Reflecting our belief that diversity of thought, background and perspective make HSBC a stronger organization
Corporate Sustainability: We build our business for the long term by balancing social, environmental and economic considerations