Business Development

Objetive

The role holder is responsible for generating revenue through New To Bank (NTB) or New to GTRF (NTT) or Cross Selling Global Trade and Receivables Finance (GTRF) Products in close partnership with the coverage team and product partners. The Sales Manager Business Development Manager (BDM) is responsible to evaluate client portfolios, find and assess an opportunity within the marketplace, and match the opportunity with the GTRF solution set to deliver against the client need.

The BDM is also responsible to develop new revenue streams by actively identifying new opportunities across industry sectors and client segments, by providing thought leadership and building a concept into reality. This will include responsibility for structuring, pricing, implementing and delivering the mandate to ensure they add value to the Bank’s client relationships.

He/She is recognized as specialist subject matter expert with an ability to display in-depth knowledge and understanding of the risk profile of across all Global Trade and Receivables Finance (GTRF) products. He/she will act as the key GTRF representative on opportunities with key clients and/or deals.

He is expected to have a good understanding of Credit and must possess the ability to evaluate the inherent risks associated with a certain transaction while ensuring it meets the Bank’s risk policies and guidelines, and is in line with market/industry practices.

Main Responsabilities:

• Follow up on credit provisions, verifying the correct formulation of risk documents, the correct integration of the Maximize revenue growth through the association with Coverage, Implementation and other interested parties. 

• Develop effective strategies for winning new clients in order to generate new income for the Group. Identify new sales opportunities in the form of new to bank (NTB), new to GTRF (NTT) and /or cross selling existing Global Trade and Receivables Finance (GTRF) products alongside Relationship Managers and product specialists

• Responsible to promote awareness of GTRF products, strategies, initiatives and market intelligence amongst the RM and other strategic business communities.

• Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect the customers and the Bank and provide necessary guidance to customers wherever required

• Support development, direction and delivery of strategic initiatives through content leadership, structuring expertise and ability to execute.

• 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 and/or global banks.

• Maintain and enhance the representation 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 the GTRF regional and global business.

Extensive knowledge of global trade and receivables finance, services, products and techniques.

• Extensive knowledge of market trends, competitive environment and regulatory framework.

• Detailed knowledge of GTRF back and front office areas

• Detailed knowledge if Credit & Risk including techniques to mitigate risk

• Broad knowledge of HSBC Group companies and product ranges

• Sales & Client Management experience at a senior level including dealing with senior executives plus a proven record or structuring large, multi-regional, creative and scalable Trade solutions of varying complexity.

• 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

• Ability to understand a customer’s business and the fundamentals of running a business, while managing working capital and mitigating business risk.

• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues

• Ability to interact with business customers at all levels, to ensure alignment with business strategy and execution of solutions offered.

• Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders

• Excellent time management, planning and organization skills

• Excellent range of communication skills, including written, verbal, and the ability to define strong business cases and deliver compelling presentations

• Strong analytical skills to analyze cash conversion cycles, supplier and obligor data, and articulate the opportunity for the customers.

• Bachelor’s Degree

• Strong English knowledge

“At HSBC we expect our people to treat each other with dignity and respect, creating an inclusive culture that promotes equal opportunities. Our values define who we are as an organization and what sets us apart, we value difference, we move forward together, we take responsibility for our actions, we use good judgment, we do the right thing and we make things happen.”

“At HSBC we are oriented to guarantee gender equality and constant training for our employees as well as the protection of their labor and social rights.”