Corporate Relationship Support Manager

Job Description

Some careers open more doors than others.

If you’re looking for a career that will unlock new chances, join HSBC and experience the possibilities. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers openings, support and rewards that will take you further.

HSBC Wholesales Banking (WSB) serves millions of businesses ranging from small to large corporates, giving commercial customers with a full range of banking services such as: Global Trade Services, RMB solutions, multi-currency business accounts, payments and cash management, and wealth management and insurance, as well as a comprehensive range of financing solutions. With dedicated Relationship Managers and Product Specialists delivering local support and advice in over 64 countries and territories, HSBC helps connect customers to prospects.

HSBC International Mid-Market (IMM) is a division within HSBC that concentrates on serving corporate clients with a range of banking services. This includes multi-currency business accounts, payments and cash management, global trade and receivables finance, and different financing solutions. HSBC IMM provides dedicated relationship managers and business specialists in over 60 countries and territories to support and advise customers. 

The job holder is expected to on-board new to bank, late stage tech companies & run the portfolio while supporting a Corporate Manager.

They will acquire, retain, and grow the IMM customer relationships for HSBC while adhering to the Group values, business strategy, operational policies, regulatory needs and risk management practices.

 Principal Responsibilities

 Impact on the Business

• Establishing existing and winning new long-term relationships with the customers we want to bank, coherent with IMM’s strategy to be the Leading International Trade and Business Bank.
• Grow sustainable revenues from the existing customer portfolio and through targeted acquisition of new quality customers focused on tech.
• Ensure proactive and aggressive relationship developing/customer contact plans and pipeline management for both existing and new customers, to deepen penetration for customer wallet.
• Generate quality assets through the use of appropriate risk management tools, priced appropriately for risk and secure superior returns within customers’ risk appetite.
• Structure credit facilities to these companies to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
• Proactively work towards achieving the HSBC objectives.
• Guarantee timely and accurate maintenance of customer information on internal systems as required
• Pinpoint prospects to cross-sell group product and services as appropriate and guarantee this is concluded successfully for the Bank and the customer.
• Create effective strategies to run customer relationships, anticipate customer needs and offer a superior quality service to position HSBC as the market leader in this segment.
• Drive development by increasing our liability share in the existing portfolio & generate deals which will lead to increase in balances.
• Monitor their client organisation portfolio regularly to make sure that the return is commensurate with the risk profile of the client. Take timely and proactive corrective action to mitigate potential losses and maximize profitability.
• Work closely with stake holders to generate referrals for internal stake holders as appropriate to ring fence the client organisation.
• Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory needs
• Keep updated with developments in the space & be updated with competition proposition.
• Take timely and proactive corrective action to mitigate potential losses, exercising effective portfolio stewardship and control.
• Collaborating with product partners to pinpoint and match customer needs with relevant expertise; notably with GTS, GPS, GPB and ISV.

Criteria

Qualifications/Needs

Essential:

• Minimum of 1.5+ years exposure to running intricate commercial relationships with local & international needs
• Robust commercial lending, risk assessment, trade finance experience, in-depth know-how of deposit products and of the concept of cashflows
• Good level of business acumen and commercial awareness, among them economic, cultural, procedural and regulatory issues
• Background in structuring credit deals for clients
• Capability to interact with business customers at all levels
• Good business model understanding, risk assessment, finance experience is a plus
• Strong interpersonal competencies and capability to interact and develop relationships with internal and external stakeholders
• Outstanding time management, planning and organization abilities
• Solid credit assessment competencies, particularly with regard to more multi-layered and structured facilities.
• Proven capacity to produce creative and flexible customer solutions.         

Desirable: 

• Robust understanding of client organisation planning methodology
• Wide personal connections within the group and outside the group (chambers of commerce and other associations
• CA / MBA

Additional Information

• Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

• Familiarity with AI-enabled tools is an advantage.

As an employee, you are required to carry out your duties in a professional capacity exercising independent judgement, discretion and decision-making authority in planning, organising, directing work, supervising and appraising the work of team members, as applicable; and taking accountability for delivery outcomes. You will represent the organization with relevant internal and external stakeholders. You will allocate and prioritize work, deliver direction and feedback, run team capacity and leave in line with policy as applicable.

You’ll attain more at HSBC.

HSBC is committed to establishing a culture where all employees are valued, respected and opinions count. We take pride in giving a workplace that fosters continuous professional development, flexible working and chances to grow within an inclusive and diverse environment.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India

This Corporate Relationship Support Manager vacancy is based in Mumbai.