Managing Director, US Head of GTS Sales, Program Management & Client Management

HSBC Global Services Limited•New York, NY

About The Position

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.

Requirements

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

Responsibilities

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
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
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
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
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
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
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

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

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