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1 year ago | Updated 1 year ago

HSBC: Sales Manager – Global Liquidity and Cash Management

Job description

HSBC Bank Oman S.A.O.G. is one of the leading international banks in the Sultanate of Oman, with around 900 staff working in over 60 branches.

Omani and GCC Nationals will be considered for this role.

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We are currently seeking a high caliber professional to join our Commercial Banking team as Sales Manager – Global Liquidity and Cash Management.

Role Purpose:

To maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative 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 together with effecting any cost reduction initiatives required by the Bank.

  • To be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products and services with the jobholder’s area of responsibility.
  • To act as a lead sales representative on opportunities with key clients and/or deals.
  • Consistently role model the Sales Manager competencies.
  • To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash management solutions to the segment of HSBC’s Commercial Banking (CMB) Large Corporates (LC) and International Subsidiary Business (ISB) Clients.
  • Responsibility for pricing, reviewing and negotiating the full range of cash management services for the CMB LC and ISB Clients.
  • The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a portfolio within the CMB LC and ISB Segment.

Principal Accountabilities:

Impact on the Business/Function

  • Manage a client portfolio in order to maintain existing and generate new relationships for the business.
  • Contribute to continued servicing of customer needs and deepen the existing relationship.
  • Actively contribute to the GLCM pipeline ensuring it is accurate and current.
  • Maintain close liaison with key stakeholders so as to provide input into the strategic direction of the business and the functionality and launch of new products and services.
  • Generate referrals for other HSBC Global Businesses e.g. Private Banking (PB), Retail Banking and Wealth Management (RBWM) as appropriate.
  • Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements.
  • Build and maintain close relationships with clients proactively acting on direct customer feedback, market surveys and client engagement programmes.
  • Support development, direction and delivery of strategic initiatives.
  • Strong planning and coordination with regional sales activities to engage with clients to build pipeline, win deals and keep the key stakeholders engaged to buy into our business.
  • Wallet planning and pro-active sourcing of new sales business.
  • Acquiring new customer mandates and complex deals from both existing and new clients.
  • Ensure Estimated Business Values (EBVs) are calculated as per standard process and track implementation to ensure revenue realized for new sales.
  • Coaching, sharing and mentoring sales team with necessary industry and regulatory knowledge.

Customers and Stakeholders

  • Develop and maintain relationships with key clients including a robust coverage programme.
  • 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 meet clients’ needs.
  • Where appropriate put together high quality customer presentations to best showcase HSBC’s offering to potential new clients.
  • Maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal and external client road shows and active participation in industry associations.
  • 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.
  • Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service.
  • Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community.
  • Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets.
  • Active participation in Cash Management conferences/Customer polls by Euromoney and/or Global Finance.
  • Influence product development priorities and provide market feedback on competition to team leader for GLCM Product.
  • Due to the market nature the role requires diversifying knowledge i.e. industry, regulatory requirement, operational risk etc. to serve as one point solution to customers.
  • To share the similar product gap/flaws with product team to develop/introduce new product.
  • Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets.

Leadership and Teamwork

  • Support achievement of the HSBC vision, values, goals and culture in personal behavior, actions and decision making.
  • Provide technical leadership and support technical excellence by searching out external best practice, monitoring technical and professional developments, sharing knowledge and encouraging others to do the same in the best interests of HSBC and its customers.
  • Encourage and enable constructive cross-country and cross-business teamwork by demonstrating collaboration and matrix management in action and challenging actions and behaviors that are not consistent with HSBC’s diversity policy and/or the best interests of the business and its customers.
  • Be a team player not only within the department but also within the organization.
  • Facilitate/perform as a team to meet targets set.
  • Work closely with stakeholders for buy in and influence relationship team assigned to adopt changes and new techniques to win cash management product sales deals.

Operational Effectiveness and Control:

  • Develop and recommend changes and improvements to operating models, procedures and practices based on subject matter expertise and understanding of HSBC and market best practice.
  • Communicate and adhere to HSBC policy and procedures in order to ensure good operational, financial and project management, policy and procedural compliance and early identification and effective resolution or escalation of issues that arise.
  • Contribute to the development, implementation and maintenance of GLCM management information, analysis and reporting framework that supports and informs timely and effective business management, and decision making at all levels.
  • Contribute to the implementation and monitoring of the application of GLCM policies, governance frameworks, procedures, practices and standards to ensure quality, effective risk management and regulatory compliance.
  • To share best practice in the market to enhance effectiveness.
  • To be aware of all customer/account related documents agreements, Know Your Customer (KYC), legal vetting that are completed and handed over to relevant departments during implementation to meet unique needs.

Knowledge, Experience and Qualifications

  • Omani / GCC National applicants only.
  • University degree or similar.
  • At least 5 years cash management or relevant commercial banking experience, ideally in a sales related role.
  • A very strong knowledge of sale processes. A varied background is preferred with wider Trade and Cash Management experience benefiting the applicant.
  • Fluency in English is a must. Arabic would be an added benefit

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