GLCM Public Sector (PS) Regional Head

Company: HSBC

HSBC is one of the world’s leading banks, with a network covering 71 countries and territories. Our global reach means we offer many ways for you to develop your career. We offer an inclusive, values-led culture, tailored learning and development programmes and competitive benefits. 

High Risk Role

Within HSBC certain roles are designated as High Risk Roles. High Risk Roles are those where employee malpractice could lead to significant financial and/or reputational damage through internal fraud, data loss, bribery or the leaking of confidential information. For these roles, all internal and external applicants are required to undergo a range of enhanced security/background checks as part of the pre-employment vetting process. This role has been designated as a High Risk role and any candidate hired into this role would be subject to this vetting. In the event that you are short-listed for this role, further details are available from the HSBC Recruitment team on our enhanced security/background checking processes.

Role Purpose

• The role is responsible for business development from new and existing Global Banking Financial Institutions Group (FIG) and/or Public Sector clients including Governments entities, Reserves Managers, Sovereign Wealth Funds, Supranational and Development banks.
• To retain and achieve new income for the Group by leadership of the regional industry sector team, responsible for originating leads, building and maintaining relationships with new and existing customers in the sector, in order to identify and sell innovative GLCM solutions.
• To achieve income for the Group by being a GAM responsible for a dedicated portfolio of clients and maintaining an exceptionally high level of client satisfaction.
• Responsible for building and maintaining deep client relationships and act as a Senior Client Sponsor in a changing and competitive environment. To be viewed by clients as a Trusted Advisor in areas of Transaction Banking, Treasury and the industry.
• Accountable for coordinating and managing GLCM Global Account Plans for all PS clients (Global and regional). Acting as a senior GLCM leader working in collaboration with Global Relationship Manager (GRM) to build deal pipeline and deliver incremental revenue growth.
• Responsible for pricing, reviewing and negotiating the full range of cash management services for the regional and global PS clients, together with effecting any cost reduction initiatives required by Group. 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 FIG/PS Sector.
• Responsible for the strategic direction of the industry sales effort and coverage of PS customers located in the Region.

Job Responsibilities:

• Increase Global Banking GLCM revenues by coordination, identification and development of business opportunities from PS industry sector in order to maintain existing, and generate new income for HSBC and achieve the annual quantitative and qualitative goals and measures.
• Development and execution of individual client and industry sector planning and customer contact strategy across the region, in accordance with GLCM and Global Banking strategic direction and initiatives.
• Responsible for the implementation and ongoing development of the global / regional GLCM sector sales strategy including regional EBV and Revenue targets.
• To act as the Sector conduit for any assistance that may be required within and outside of GLCM. Role includes travel within MENA and other parts of HSBC Group to promote the GLCM business both internally and externally.  
• Lead and create industry specific events, thought leadership papers, case studies, videos and other sector specific content in collaboration with other regional and global sector heads to increase HSBC’s mindshare in the sector. 
• Implementation of GLCM sector strategy and action items to internal stakeholders including GB/FIG RM groups and country management.
• Management of costs within plan, keeping losses to a minimum and identification of cost reduction initiatives as well as managing the sectors within the Groups Global Standards and Business Values.
• Maintain awareness of the Regional regulatory and business environment; understand audit, legal and taxation environment changes as they affect customers and the Bank, and apply these to ensure solution excellence.
• 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 GLCM regional and global business.
• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets.

 

Qualifications

 
Knowledge & Experience:

• The role holder must have a thorough understanding of the cash management business and industry expertise to be able to take a long-term view of expected changes in the market place to ensure HSBC remains at the forefront.
• The jobholder is viewed as an individual that has Governments/Public Sector industry expertise that can be leveraged to up-tier client relationships.
• The jobholder is expected to meet clients and forge strong relations. To look for new opportunities, expand on the existing portfolio, increase wallet share and generally ensure the performance of the client. The role holder has to also ensure client satisfaction including identifying and dealing with actual or potential business or relationship risks.
• To drive fee income and deposit revenue and GLCM sales activities.
• The jobholder works closely within HSBC with Global Banking/FIG Sector Relationship Managers, Product and Client Implementation/Management.
• Fluency in both written and spoken English.  Fluency in Arabic would be a plus.

Why HSBC?

We put diversity at the heart of our business and we take our responsibility to develop our talent seriously.
Joining HSBC will give you the chance to work in a collegiate, supportive and inclusive environment in which we seek to develop and promote people based on merit. We will provide you with tailored training and support to help you identify and follow your chosen career path, as well as access to a range of market-competitive benefits.

What to expect at HSBC

• The chance to realise your ambitions
• Globally connected careers
• A strong emphasis on values
• Learning and development opportunities
• An inclusive, meritocratic culture
• Market-competitive benefits

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