In compliance with applicable laws, HSBC is committed to employing only those who are authorized to work in the US. HSBC may engage in immigration sponsorship for this position if needed.
Our purpose – Opening up a world of opportunity – explains why we exist. Here at HSBC we use our unique expertise, capabilities, breadth and perspectives to open up new kinds of opportunity for our more than 40 million customers. We’re bringing 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.
HSBC is the largest trade bank in the world, offering a comprehensive range of traditional and structured trade solutions to clients across the Corporate & Institutional Banking landscape. Global Trade Solutions (“GTS”) vision is to “connect the world through trade” with client facing functions supporting customers with their risk mitigation and working capital needs.
As Head of US GTS (Global Trade Solutions) Sales, Program Management and Client Management, the role holder will be responsible for developing and driving the front-to-back client engagement strategy and the US GTS (Global Trade Solutions) sales strategy. The role holder will drive synergies across the Americas, leading the regional Global Network Banking (“GNB”) sales strategy. The role holder is expected to lead a team of specialists to deliver the timely development and delivery of bespoke solutions across a client’s end-to-end trade cycle, including payables, receivables, and inventory. In addition, the role holder will deliver market-leading day-to-day client servicing across structured trade and strategic traditional trade relationships. As a senior leader for the US GTS (Global Trade Solutions) business, the role holder is expected to deliver broad industry knowledge to both internal and external audiences, driving thought leadership and market engagement as a competitive differentiator, and to build a high-performing culture with clear ambition and plans, strong execution discipline, and consistent coaching and follow-through.
The role holder will report into the Regional Head of Global Trade Solutions, Americas on both an entity and functional basis.
Principal Accountabilities
Impact on the business
Sales Leadership
- Define, own, and execute trade finance growth strategy for US GTS (Global Trade Solutions)
- Build a culture of sales excellence, lead origination, structuring, and negotiation of large and complex trade finance transactions across the gamut of core and structured trade solutions
- Drive sustainable revenue growth through relationship building/client strategic plans/pipeline management for both existing and new customers, and deepen penetration of customer wallet
- Shape segment or sector-specific solutions that align with the clients’ evolving working capital and trade finance needs
- Thorough knowledge of structured trade products including receivables, payables financing and structured trade loans and SBLCs/ Guarantees
- Collaborate with distribution teams to deliver suitable distribution strategies for clients in the above referenced segments in support of GTS (Global Trade Solutions) strategic objectives, return requirements and delivery of balance sheet velocity
- Drive industry leading best practices across the GTS and Bank network through partnership with internal teams as well as external industry experts, to generate insights and solutions
- Leverage trade expertise to provide solutions for replication opportunities across global GTS sites and develop a robust escalation framework to unblock deals
- Maintain in-depth knowledge of global industry trends, supply chains, regulatory environments and working capital needs
- Understand current economic trends and impact on HSBC to identify key levers to capitalize on opportunities or minimize downside exposure
- Upskill sales force to drive strategic client conversations via regular teach-in sessions, improving client understanding
- Direct resources to achieve specific targets and long-term growth in line with the GTS strategic plan
- Represent the bank at industry events, trade forums and sector-focused client round tables
- Maintain and enhance Company and Group image through establishing and maintaining a strong customer calling program and organizing and participating in industry conferences/speaking engagements
Program Management
- Lead the US Program Management capability responsible for growing structured trade programs (e.g., supply chain, receivables finance, inventory finance) by expanding existing programs
- Drive the identification, prioritization and onboarding of new counterparties to increase the scale and scope of existing structured trade programs, working in lockstep with Coverage, Credit Risk, Legal and Operations
- Drive systematic cross-sell identification into and around structured trade programs (e.g. further trade finance solutions, cash management, FX as applicable), turning program touchpoints into broader relationship expansion
- Establish and run program governance: opportunity pipeline, counterparty mapping, onboarding milestones, documentation, controls, and post-launch performance tracking
- Ensure program activity is commercially sound (returns, usage, stickiness) and operationally executable, with clear ownership from origination through BAU handover
Client Management
- Lead Client Management to improve client retention, satisfaction, and growth via service reviews, proactive issue management and product usage optimization
- Embed Sales through Service culture, leveraging high value client servicing as an opportunity to originate new opportunities to further support clients, deepen the relationship and capture wallet share
- Build a “voice of client” feedback loop to influence product improvements and prioritize service/operating model enhancements
Customers / Stakeholders
- Build and maintain strategic relationships with C-suite, Treasurer, Chief Procurement Officer, and other decision makers with clients
- Position HSBC as the trusted advisor for working capital and trade finance needs
- Drive revenue growth to maximize commercial profitability and relationship depth and bank returns
- Lead the development and execution of a client-centric culture that delivers superior support across the range of GTS products and solutions
- Facilitate and ensure effective alignment and champion collaboration with CIB ( Corporate & Institutional Banking) and Cross-Product teams as well as key HSBC global and regional stakeholders within and outside GTS (Global Trade Solutions)
- Ensure timely distribution of relevant industry groups insights, case studies, and content to stakeholders, enhancing decision making and engagement
- Ensure strong relationships with key external stakeholders and industry bodies
Leadership & Teamwork
- Develop and lead a team of high-performing, specialized trade professionals across Sales, Program Management and Client Management functions
- Develop and maintain an environment of consistent performance measurement, training and development, career management and succession planning fostering a culture where exceptional talent is built and consistently thrives
- Lead and encourage constructive global teamwork by demonstrating collaboration and matrix navigation in action
- Champion the provision of knowledge, training, tools, content, and insights to build a “best in class” team and engage clients effectively
- Promote colleague well-being and a diverse and inclusive culture where every individual can speak-up and bring their entire selves to work
- Live the HSBC values
Management of Risk
- The job holder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organization
- This will be achieved by consistently displaying the behaviors that form part of the HSBC Values and culture and adhering to HSBC risk policies and procedures, including notification and escalation of any concerns and taking required action in relation to points raised by audit and/or external regulators
- The job holder 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 modern technology
- The job holder demonstrates adherence of Regulatory & Compliance matters and maintain awareness of operational risk and minimize the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting in accordance with GTS FIM
Observation of Internal Controls
- Maintain and observe HSBC internal control standards, implement, and observe Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Foster a compliance culture and implement Group Compliance Policy by managing compliance risk in liaison with the Head of Group Compliance, Regional Compliance Officer, or Local Compliance Officer, ensuring adequate compliance resources are in place and training is provided, and optimizing relations with regulators
Knowledge And Experience/Qualifications
- Extensive knowledge of GTS (Global Trade Solutions) business, offerings, regulatory environment, and market dynamics
- Multi-year track record in structuring large complex deals, payables, receivables, including highly complex trade loan structures using risk mitigation instruments
- In-depth knowledge and experience of Trade Asset Distribution from large scale deal origination and sell down
- Comprehensive knowledge of macro trends in a continuously evolving external environment
- Suitable corporate/wholesale banking experience with a solid sales experience with clients across multiple sectors and segments
- Experience of creating, leading and motivating a team
- Excellent communication and inter-personal skills, with experience of dealing with executives at all levels
- Proven ability in identifying and meeting customer needs through matching a broad range of products and services and having delivered creative and flexible customer solutions
- Strategic vision of the business and proven track record in performance execution
- Ability to gather, analyze and interpret comprehensive information and/or customer requirements to provide solutions that are commercially viable and sustainable
- Credit assessment skills, particularly regarding more complex and structured facilities with an international dimension
- Flexibility and allowance for business travel
- Excellent time management, planning, and organization skills
- Broad-based knowledge of HSBC Group companies and product ranges
As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. We offer a competitive pay and benefits package including a robust Wellness Hub, all in a welcoming and inclusive work environment. You will be empowered to drive HSBC’s engagement with the communities we serve through an industry-leading volunteerism policy, a generous matching gift program, and a comprehensive program of immersive Sustainability and Climate Change Initiatives. You’ll want to join our Employee Resource Groups as they play a central part in life at HSBC, including the development of our employees and networking inside and outside of HSBC. We value difference. We succeed together. We take responsibility. We get it done. And we want you to help us build the bank of the future!
Your final fixed pay offer will depend on the candidate and several variables, including but not limited to, role responsibilities, skill set, depth of experience and education, licensing/certification requirements, internal relativity, and specific work location.
All qualified applicants will receive consideration for employment without regard to age, ancestry, color, race, national origin, ethnicity, disability or medical condition, genetic information, military or veteran service, religion, creed, sex, gender, pregnancy, childbirth, caregiver status, marital status, citizenship or immigration status, sexual orientation, gender identity or expression or any other trait protected by applicable law.
