Director, Client Account Management (Global Trade Solutions)
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Director, Client Account Management (Global Trade Solutions)
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Job Description
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At HSBC we exist with the purpose of Opening up a World of Opportunity. We use our unique expertise, capabilities, breadth and perspectives to provide opportunities for our customers and colleagues through global connectivity. We bring together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities and the planet we all share.
As an HSBC employee in Australia, you will have access to tailored professional development opportunities, competitive pay, an embedded flexible working culture and a range of employee benefits. These include market-leading subsidised private health cover, enhanced parental pay and support when returning to work, subsidised banking products and services, bonus leave days and wellness programmes including discounted gym memberships.
HSBC Global Trade Solutions (GTS) is one of the largest trade services organisations in the world, offering a comprehensive range of forward-thinking supply chain and traditional trade solutions. It has been repeatedly recognised by the industry’s most prominent publications and associations in numerous awards for its strength in combining innovation and service excellence with end-to-end customer solutions.
Taking on the role of Director, Client Account Management in a front-line Trade Sales team based in Sydney, you will manage a portfolio of existing customers with the focus on growing the book, generating sales and increasing revenue. You will do this by having an in depth understanding of your clients’ businesses and needs, enabling you to identify opportunities and match GTS solutions accordingly, upselling core trade, trade pay and receivables finance products.
You will be someone who thrives on building and maintaining strong customer and stakeholder relationships, with the energy and drive to grow a portfolio. Working closely with teams across the commercial banking business in Australia you will support some of the bank’s most important clients across global large corporates and mid-market corporate banking, both internationally and domestically. You will be joining an organisation where trade finance and working capital is a fundamental part of our business globally.
Responsibilities:
* Managing a portfolio of clients as a key sales owner with a strategic outlook and account planning for the portfolio.
* Contributing to the identification of sales opportunities that address specific client needs, through deepening client relationships to increase wallet share and increase penetration.
* Identifying potential opportunities for up-selling, cross selling and broadening the product coverage with key commercial banking clients.
* Maintaining extensive knowledge of the market including market trends and both the competitive environment and regulatory environment.
* Maintaining close liaison with intra country, intra region and cross regional colleagues and stakeholders to provide input into the strategic direction of the business.
* Leading by example by demonstrating excellence in account management and following end to end sales processes.
* Continually reassessing the operational risk associated with the role and inherent in the business, taking into account changing economic or market conditions, legal and regulatory requirements and operating procedure and practices.
Requirements
Requirements:
* Strong knowledge of Trade Finance, particularly core trade, working capital management, guarantees and trade loans with enough knowledge of structured trade to identify opportunities to upsell.
* Demonstrated strong sales and client management / account management experience with a proven sales record, gained through ability to understand a client’s business, identify their needs and then match a broad range of aligned solutions
* Demonstrated ability to balance the provision of exceptional customer service and revenue growth.
* Strong credit assessment skills, particularly relating to more complex and structured facilities with an international dimension.
* Vision, energy and drive with a sense of urgency and excellent organisational skills to execute on sales opportunities at pace.
* Excellent written and verbal communication skills able to deliver compelling presentations, coupled with the ability to build rapport and maintain strong relationships with clients and stakeholders including the ability to influence at executive level.
* Ability to effectively analyse and problem solve in complex situations, utilising good judgement and strong influencing and negotiation skills.
* Ability to work independently as well as part of a local and international teams, maintaining service performance whilst working to budget, deadlines and quality SLAs.
* University degree in a relevant discipline.
Preference will be given to candidates who hold Australian PR/Citizenship or New Zealand Citizenship, or who can demonstrate current unrestricted work rights in Australia without limitations.
We value different perspectives, we succeed together, collaborating across boundaries, we take responsibility, holding ourselves accountable to get things done. Through these values, HSBC is committed to building a culture where all employees are appreciated and respected and where opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow in an inclusive environment. Applications from First Nations peoples are encouraged.
Learn more about careers at HSBC Australia – data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website. Issued by HSBC Bank Australia Limited. Please note that HSBC will we never communicate to applicants via non-HSBC channels such as SMS, WhatsApp or Facebook so please be careful if anyone attempts to contact you via these channels
Seniority level
* Seniority level
Not Applicable
Employment type
* Employment type
Full-time
Job function
* Job function
Business Development and Sales
* Industries
Banking, Financial Services, and Investment Banking
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