Global Payments Solutions Sales Associate, Corporates

HSBC • Chicago, IL

14h • $101,000 - $151,400 • Onsite

About The Position

Global Payments Solutions (GPS) is one of HSBC's global product lines generating over 10% of Group revenues. Supporting Corporate and Institutional Banking, our business is made up of almost 10,000 people in more than 55 countries, and is uniquely positioned to help clients make and receive payments, and manage liquidity across borders and regulations, in multiple currencies. Our expertise in this area has been recognised by the industry’s most prominent publications as the best global cash manager for corporate and financial institutions in consecutive years.

GPS Sales Associates maintain and enhance existing client revenue streams and product and service utilisation in coordination with Senior Sales Managers, RM’s and Service/Account Managers. The role assists in developing new revenue streams (deal pipeline) by identifying, formulating and pitching innovative Payments and Cash Management solutions to clients. The role entails all forms of support to Sales activities, including monitoring the portfolio for additional revenue opportunities or risks, assisting the Sales managers in proposal preparation, benchmarking, client planning, pricing analysis and research together with effecting any cost or risk reduction initiatives required by the Group. Sales Associates work closely with other GPS functions including Product, Implementation, Integration, Business Management, Risk and Digital teams both domestically and globally.

Requirements

• Bachelor’s Degree required
• Proven track record of dealing with complex corporates relevant experience
• Strong knowledge of local and regional cash management and clearing services, products and techniques
• A good understanding of the market & market trends, competitive environment and regulatory environment
• Relationship Management experience at a basic level. A proven sales record preferred
• 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 customer’s business and the fundamentals of running a business
• Good level of business acumen and commercial and risk awareness, including economic, cultural, procedural, technological and regulatory issues
• 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 deliver compelling presentations
• Strong analytical and selling skills

Nice To Haves

• Experience of working in an International Global Banking environment
• Knowledge of Treasury Foreign Exchange
• Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange, payments, liquidity and working capital
• Association of Corporate Treasurers International Certificate in Cash Management
• Association of the Chartered Institute of Bankers, Certified Treasury Professional or other recognized professional qualification
• Additional languages a plus
• Comprehensive knowledge of the HSBC Group's inter/intra clearing systems
• Broad knowledge of HSBC Group companies and product ranges

Responsibilities

• To be recognized as a GPS specialist with an ability to display competent knowledge of relevant products, services and processes with the jobholders’ area of responsibility
• To act as an associate to sales managers working on client opportunities and/or deals, and the pre and post-work that this entails
• To role model Sales competencies; working as a team with other Sales colleagues and GPS & GB counterparts, anywhere globally, as required
• To achieve income for the Group by building and maintaining relationships with new and existing clients in order to identify innovative cash and clearing solutions to HSBC's Corporate clients
• Assist with pricing, policy and process relating to GPS products, reviewing and negotiating the full range of cash management services for Corporate clients
• To be ultimately responsible for assisting the team in growing GPS revenues by retaining and cross-selling our global product capability to existing and new Corporate clients and ensuring the experience that they have with HSBC is a positive one
• To manage a client portfolio in order to maintain existing and generate new income for the business
• To manage costs within plan and to keep losses to a minimum
• Undertake with the Sales Manager, sector/portfolio planning and client monitoring/contact
• To 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
• Contribute to the GPS pipeline and keeping it accurate and up-to-date in CRM
• Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, technological, procedural and regulatory requirements
• Plan and execute under the strategic direction of the Sales Manager a robust sales plan to target key customers including effective closure of pipeline deals to capture revenue
• Build and maintain close relationships with clients. Act on feedback from market surveys, client engagement programs. etc.
• Support development, direction and delivery of strategic initiatives.
• To broaden and deepen client relationships
• Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation. Assist in the development and execution of an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customer’s individual needs plus generate and receive quality referrals for/from other parts of the Group
• Undertake professional presentations to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks
• Maintain and enhance the image of HSBC through the planning 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 GPS regional and global business
• Develop and maintain relationships with key clients including a robust coverage program
• Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community
• Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service
• Ensure fairness in all aspects of strategy, product design & delivery, customer literature & correspondence, financial promotions, administration and complaint handling
• Participate in internal and external business events, road shows and seminars as required by the business
• Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team
• Enhance the teams’ productivity and sustain a high quality client-centric culture
• To manage own performance and self-development
• To keep line management informed of progress/major obstacles towards progress on sales targets
• Support HSBC Sales Managers and Relationship Managers
• Input into setting of annual objectives and monitoring own performance and success
• Promote an environment that supports diversity and reflects the HSBC brand
• Complete all sales activity documentation to support implementation as well as provide a record for performance tracking and supporting future sales efforts
• To continually assess the sales processes to identify improvements and efficiencies. Optimizing time within the sales environment, in coordination with Sales Managers
• Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements
• Ensure all requests for operational losses/refunds, travel, out of plan expenditure, events etc are appropriately and correctly authorized
• Respond within agreed timelines to issues raised by audit and external regulators
• Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns
• Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators
• Maintain awareness of operational risk and minimize the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting
• Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy
• Compliance with and management of sales suitability risks and requirements
• To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators
• Complete other responsibilities, as assigned
• Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.
• Ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organization
• 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 new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk
• Ensure all actions take account of the likelihood of operational risk occurring. Also by addressing any areas of concern in conjunction with line management and/or the appropriate department.
• Maintain HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators
• Adhere to and be able to demonstrate adherence to internal controls. This will be achieved by following relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators
• Implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term ‘compliance’ embraces all relevant financial services laws, rules and codes with which the business has to comply.

Benefits

• tailored professional development opportunities
• competitive pay and benefits package
• robust Wellness Hub
• welcoming and inclusive work environment
• industry-leading volunteerism policy
• generous matching gift program
• comprehensive program of immersive Sustainability and Climate Change Initiatives
• Employee Resource Groups

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level