Director, Coverage Banker

If you’re looking for a career that will give you plenty of opportunities to develop, join HSBC and your future will be rich with potential. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further. HSBC is one of the largest banking and financial services organizations in the world, with operations in 64 countries and territories. We aim to be where the growth is, enabling businesses to thrive and economies to prosper, and, ultimately, helping people to fulfil their hopes and realise their ambitions.

The HSBC Corporate and Institutional Banking (CIB) provides international financial services solutions that support businesses ranging from large corporates, mid-market and small-medium enterprises in a variety of industry sectors all over the world. Leveraging the strength, scope and expertise of our global product network, HSBC CIB is positioned as an essential partner to Large Corporates Mid Market seeking to maximise their potential internationally, offering streamlined business access to HSBC’s international network and broad range of market leading banking products and services.

The Global Corporates (GC) and International Mid Market (IMM) segments serve the largest, most complex and high potential customers in CIB. To meet their sophisticated needs and to provide a bespoke level of service, GC and IMM’s servicing model is centred around a Relationship Manager who serves as the anchor for the relationship and coordinates with product partners (such as Structured Banking, DCM, LAF, M&A, Advisory, Global Payments Solutions, Global Trade Solutions and Global Markets) to offer solutions based on the customers’ needs and complexity of the business. Proactively engaging customers with CIB core product offering, as well as successfully positioning CIB for event driven transactions, is seen as a major characteristic of this segment.

The Coverage Banker is responsible for leading his/her GC and IMM segments to generate new business and driving incremental existing business across the GC and IMM portfolio that deliver HSBC CIB’s growth objectives safely.

Principal responsibilities

• Supporting the Country Head of Banking in the delivery of Japan’s growth targets and accelerate growth across the GC and IMM portfolio
• Ability to engage C-suite level management of the bank’s largest clients with diverse solutions to meet complex needs
• Assist Japan GC and IMM clients to go international. Provide cross-border solutions to help them grow their business overseas and to provide introductions to the wider HSBC Group to capture business opportunities in other markets
• Leading a team of dedicated Relationship Managers and Associate Relationship Managers to acquire and build new and existing Corporate relationships
• Devising plans and strategies to generate new business across sectors and states to enable growth
• Identifying sales opportunities that deliver the full range of HSBC’s product capabilities to clients, ensuring fair outcomes
• Contributing to the development of new product capabilities and propositions to capture opportunities and market share
• Leveraging data and analytics capabilities to drive client acquisition and revenue growth
• Using a disciplined and focused approach to sales practice management through data and delivery
• Supporting the bank’s digitisation and sustainability agendas—and other strategic focus areas—in delivering business development opportunities
• Driving Structured Banking opportunities to support clients with their growth plans
• Collaborating with internal stakeholders, including Product and Wholesale Credit Risk teams to maximise the conversion of opportunities for the bank
• Partnering with Support Teams to ensure customer experience is managed to the highest of standards
• Managing events, initiatives and activities to develop business opportunities
• Protecting the bank's reputation in ensuring acquisition is done within the bank’s risk appetite
• Accountable for controls, risk management and governance within GC and IMM to ensure fair outcomes for customers and the delivery of growth within the bank’s Risk Appetite
• Accountable for resource and budget management within GC and IMM

Qualifications

To be successful in the role, you should meet the following requirements:

• Experienced and seasoned relationship management experience, ideally in covering global banking.
• Proven track record in generating diverse revenue growth across a range of products and solutions
• Demonstrable experience in leading teams to deliver revenue growth through providing tailored solutions and increasing new business and/or devising business strategies
• Excellent Japanese verbal and written communication and negotiation skills
• Strong focus on client servicing
• Excellent understanding of financial markets, emerging trends and key strategic focus areas, including sustainability
• Strong local market knowledge and connectivity to help propel and drive the business forward in line with the CIB growth ambition in the GC and IMM Segments
  

Opening up a world of opportunity

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Issued by The Hongkong and Shanghai Banking Corporation Limited