Job Description
To enhance existing revenue streams and develop new revenue streams by identifying and selling Global Liquidity and Cash Management (GLCM) solutions to a defined portfolio of clients thus maximizing commercial profitability and relationship depth. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services and managing the cross sell of GLCM in CMB together with effecting any cost reduction initiatives required by the Group:
To be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility.
Lead and manage the GLCM proposition for CMB
To act as a lead GLCM sales representative on opportunities with key clients and complex deals
To act as a lead GLCM sales representative managing portfolio cross sell
Consistently role model the Sales Manager competencies; providing guidance and coaching to RMs To achieve income by originating leads, building and maintaining relationships with existing clients in order to identify and sell innovative cash management solutions
Responsible for pricing, reviewing and negotiating the full range of cash management services for CMB clients, together with effecting any cost reduction initiatives required by the HSBC Group. The jobholder is ultimately responsible for driving sales, teaming up with RMs to generate new sales revenue and growth of existing clients and income
Duties and Responsibilities
Your main responsibilities in this role include the following:
Develop and manage the portfolio and support acquisition of NTBs for CMB including pricing, documentation, R&Rs, process, and escalations
Help RMs identify cross sell opportunities, ensure cross sell and delivery of portfolio growth
Manage costs within plan and to keep losses to a minimum
Undertake portfolio planning and client monitoring/contact
Provide training to RMs and provide guidance related to GLCM products
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
To remain up-to-date with product knowledge etc through attendance at presentations, training, reviewing intranet/internet etc.
Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements.
Work with MKT to continually devise sales tools for RMs
Act on feedback from market surveys, client engagement programmes etc
To broaden and deepen client relationships
Develop and conduct trainings for CMB RMs and other stakeholders
Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation
Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group.
Enhance and nurture strong business relations.
Set an example by supporting and motivating RM colleagues within the team.
To manage own performance and self-development.
To keep line management informed of progress/major obstacles towards progress on sales targets.
Support CMB RMs by assisting them with their own marketing initiatives, including visiting prospective clients
Monitor progress through RM league tables and engage CMB senior management for support and GLCM mindshare
Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets.
Job Requirements
Strong knowledge of the local cash management and clearing services, products and techniques.
Proven Sales Record
Relationship Management experience at multiple levels plus a proven sales record
Proven ability in identifying and meeting customer needs through matching a broad range of products and services
Proven ability to deliver creative and flexible customer solutions.
Ability to understand a customers business and the fundamentals of running a business
Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
Excellent time management, planning and organisation skills
Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
Strong analytical and selling skills
A good understanding of the market & market trends, competitive environment and regulatory environment.
Job Details
Company/Organization: HSBC Bank
Employment Type: Full-time
Job Functions: Sales
Job Location: Dubai, United Arab Emirates
Application Deadline: N/A
