Global Liquidity and Cash Management Sales Analyst
Location: San Francisco, California
Internal Number: 860285
Global Liquidity and Cash Management (GLCM) is one of HSBC's global product lines generating over 10% of Group revenues. Supporting Commercial Banking (CMB) and Global Banking and Markets (GBM), our business is made up of almost 10,000 people in more than 55 countries, and is uniquely positioned to help clients make and receive payments, and manage liquidity across borders and regulations, in multiple currencies. Our expertise in this area has been recognised by the industry's most prominent publications as the best global cash manager for corporate and financial institutions in consecutive years.
GLCM Sales Analysts maintain and enhance existing client revenue streams and product and service utilisation in coordination with Sales Associates, Senior Sales Managers, RM's and Service/Account Managers. The role assists in developing new revenue streams (deal pipeline) by identifying, formulating and pitching innovative Payments and Cash Management solutions to clients, as well as supporting all administrative aspects of the sales function in GLCM. The role entails all forms of support to Sales activities, including monitoring the portfolio for additional revenue opportunities or risks, assisting the Sales managers in proposal and pricing preparation, benchmarking, client planning, pricing analysis and research together with effecting any cost or risk reduction initiatives required by the Group. Sales Analysts work closely with other GLCM functions including Product, Implementation, Integration, Business Management, Risk and Digital teams both domestically and globally.
Key elements of this role:
To be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products, services and processes with the jobholders' area of responsibility.
To provide analyst support to the whole sales team working on client opportunities and/or deals, and the pre and post-work that this entails.
Consistently role model Sales competencies; working as a team with other Sales colleagues and GLCM & GB counterparts, anywhere globally, as required.
To achieve income for the Group by building and maintaining relationships with new and existing clients in order to identify innovative cash and clearing solutions to HSBC's Corporate clients.
Responsibility for assisting with pricing, policy and process relating to GLCM products, reviewing and negotiating the full range of cash management services for Corporate clients.
Ultimately responsible for assisting the team in growing GLCM revenues by retaining and cross-selling our global product capability to existing and new Corporate clients and ensuring the experience that they have with HSBC is a positive one.
Impact on the Business
To support a client portfolio in order to maintain existing and generate new income for the business
To manage costs within plan and to keep losses to a minimum
Undertake with the Sales Associate & Sales Manager, sector/portfolio planning and client monitoring/contact
To maintain close liaison with key stakeholders so as to provide input into the strategic direction of the business, the functionality and launch of new products and services.
Actively contribute to the GLCM pipeline and keeping it accurate and up-to-date in CRM
Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, technological, procedural and regulatory requirements.
Plan and execute under the strategic direction of the Sales Manager and Associate a robust sales plan to target key customers including effective closure of pipeline deals to capture revenue
Build and maintain close relationships with clients. Act on feedback from market surveys, client engagement programs. etc.
Support development, direction and delivery of strategic initiatives.
Customers / Stakeholders
To broaden and deepen client relationships
Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation. Assist in the development and execution of an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customer's individual needs plus generate and receive quality referrals for/from other parts of the Group.
Where appropriate undertake professional presentations 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 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 GLCM regional and global business.
Develop and maintain relationships with key clients including a robust coverage program
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.
Leadership & Teamwork
Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team.
Enhance the teams' productivity and sustain a high quality client-centric culture.
To manage own performance and self-development.
To keep line management informed of progress/major obstacles towards progress on sales targets.
Support HSBC Sales Associates, Sales Managers and Relationship Managers
Input into setting of annual objectives and monitoring own performance and success.
Promote an environment that supports diversity and reflects the HSBC brand.
Operational Effectiveness & Control
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. Optimizing time within the sales environment, in coordination with Sales Associates & Sales Managers
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
Ensure all requests for operational losses/refunds, travel, out of plan expenditure, events etc are appropriately and correctly authorized.
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 minimize 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
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.
Complete other responsibilities, as assigned
Managing multiple time sensitive tasks and constantly prioritizing work
The job holder needs to constantly evaluate and understand customer banking practices, products and trends in the market
The financial/accounting/reconciliation and cash management systems and techniques employed
The competitive marketplace.
Adapting to a fast pace work environment and continually changing lines of communication, technological advances etc. the skills of the job holder is to keep close to the customer requirements.
Operates within Global Liquidity and Cash Management (GLCM) Sales, working with HSBC Group's Corporate customers in providing and supporting the full range of payments and cash management products and services. GLCM is a provider of choice to clients doing business both domestically and internationally.
The role holder should develop a strong understanding of the cash management business and be able to take a long-term view of expected changes in the market place to ensure HSBC remains at the forefront.
The competitive environment is intense but we have differentiation and/or offer competitive advantages in many locations and products
Provision of high quality banking services to our clients
Strong international image amongst customers and non-customers
HSBC aims to become a banking market leader for international businesses
HSBC has a unique global footprint
The jobholder will work within a large and diverse team, at times meet clients and forge strong relations, to look for new opportunities and expand on the existing portfolio. The role holder has to also ensure client satisfaction including identifying and dealing with actual or potential business or relationship risks
To drive fee income and deposit revenue and GLCM sales activities
The jobholder works closely within HSBC with Corporate Relationship Managers, Product and Client Implementation/Management. External contact includes Finance Directors, Treasury Managers, Cash Managers, Operational Departments and numerous third parties
Management of Risk
Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues., The physical demands/work environment described above are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties.
The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organization.
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.
HSBC was born from one small idea: a local bank serving international needs. We started our business in Hong Kong in 1865. In 2015, HSBC celebrates its 150th year anniversary. Over the years, HSBC grew through expanding its branch network, offering new products and establishing its own investment banking arm.
We aim to be where the growth is, connecting customers to opportunities, enabling businesses to thrive and economies to prosper, and ultimately helping people fulfill their hopes and realize their ambitions.
• Located in 72 countries and territories
• Serving around 48 million customers
• Supported by over 268,000* people
• Head office in US is New York City
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At HSBC, you will find that we are dependable, o...pen to different ideas and cultures, and connected to customers, communities, regulators and each other. Our culture has a family feel to it – our employees are encouraged to work together to reach a common goal. This idea is supported and encouraged at the leadership level and passed down.
Our size and global reach mean more opportunities for you to grow your career with us.
We are looking for forward-thinking, driven, perceptive candidates to help our customers realise their hopes, dreams and ambitions.
This means people who are dependable, open to different ideas and cultures, and enjoy being part of a team; people who have the potential to become the future leaders of HSBC.
We encourage you to drive your own development and build your network within your office and around the world.
We provide the opportunities for you to connect with customers, colleagues and the communities in which we operate.