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About the Role

As Head of US GTS (Global Trade Solutions) Sales, Program Management and Client Management, you will be responsible for developing and driving the front-to-back client engagement strategy and the US GTS sales strategy. You will lead a team of specialists to deliver bespoke solutions across a client’s end-to-end trade cycle and deliver market-leading client servicing. You will also drive thought leadership and market engagement as a competitive differentiator, and build a high-performing culture.

Responsibilities

Define, own, and execute trade finance growth strategy for US GTS.
Build a culture of sales excellence, lead origination, structuring, and negotiation of large and complex trade finance transactions.
Drive sustainable revenue growth through relationship building, client strategic plans, and pipeline management.
Shape segment or sector-specific solutions that align with clients’ evolving working capital and trade finance needs.
Collaborate with distribution teams to deliver suitable distribution strategies.
Drive industry leading best practices across the GTS and Bank network.
Leverage trade expertise to provide solutions for replication opportunities across global GTS sites.
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.
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.
Lead the US Program Management capability responsible for growing structured trade programs.
Drive the identification, prioritization and onboarding of new counterparties.
Drive systematic cross-sell identification into and around structured trade programs.
Establish and run program governance: opportunity pipeline, counterparty mapping, onboarding milestones, documentation, controls, and post-launch performance tracking.
Ensure program activity is commercially sound and operationally executable.
Lead Client Management to improve client retention, satisfaction, and growth.
Embed Sales through Service culture, leveraging high value client servicing as an opportunity to originate new opportunities.
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.
Facilitate and ensure effective alignment and champion collaboration with CIB and Cross-Product teams.
Ensure timely distribution of relevant industry groups insights, case studies, and content to stakeholders.
Ensure strong relationships with key external stakeholders and industry bodies.
Develop and lead a team of high-performing, specialized trade professionals.
Develop and maintain an environment of consistent performance measurement, training and development, career management and succession planning.
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.
Promote colleague well-being and a diverse and inclusive culture.
Live the HSBC values.
Ensure the fair treatment of our customers is at the heart of everything we do.
Continuously reassess the operational risks associated with the role.
Maintain and observe HSBC internal control standards.
Foster a compliance culture and implement Group Compliance Policy.

Requirements

Extensive knowledge of GTS 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.
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.
Must be authorized to work in the US.
May engage in immigration sponsorship if needed.

Skills

Trade finance
Sales strategy
Program management
Client management
Structured trade
Receivables finance
Payables finance
Inventory finance
Risk mitigation
Trade asset distribution
Relationship building
Pipeline management
Thought leadership
Market engagement
Team leadership
Communication
Inter-personal skills
Credit assessment
Time management
Planning
Organization

Location

Work Type

Full-time

Experience Level

Senior

Benefits

Access to tailored professional development opportunities
Competitive pay and benefits package
Robust Wellness Hub
Welcoming and inclusive work environment
Empowerment to drive HSBC’s engagement with the communities we serve
Industry-leading volunteerism policy
Generous matching gift program
Comprehensive program of immersive Sustainability and Climate Change Initiatives
Employee Resource Groups

About the Company

HSBC is committed to employing only those who are authorized to work in the US.
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.

Equal Opportunity

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.