Job Detail

• Actively target high value business prospects primarily in the upper Business Banking segment, while executing on the high impact sales activity playbook, to earn the businesss primary banking relationship which includes, but is not limited to, depository, transactional, payments, and/or credit needs.




• Build up a strong network of referral sources to provide new-to-bank leads that continually keep the prospect pipeline full. These could include professional services catering to Small to Medium Enterprises (SMEs), such as accountants and lawyers/attorneys, and being actively involved in the SME community.




• Deliver appropriate suite of products and services in response to business needs, both domestically and internationally, focusing on core products (i.e. deposits, loans, cash management, trade, insurance, credit and debit cards).




• Earn the full banking relationship for both business and personal needs by cross-selling and referring appropriately to specialists (Payments and Cash Management (PCM), Trade and Supply Chain (TSC), Insurance) or other customer segments, with a focus on Premier and Corporate Banking.




• Deliver a stellar customer experience by meeting and exceeding customer expectations through effective customer on-boarding, ensuring customer banking needs are being met, and fully representing the HSBC brand.




• Uphold credit policy and lending guidelines, maintaining a balanced approach to risk management.




• Protect the banks assets and reputation by performing due diligence on the prospect and their business, monitoring for suspicious behavior, and taking appropriate action as set forth in operating policies when necessary.




• Sells additional insurance products on behalf of HSBC Insurance Agency (USA) Inc. ("HIA") pursuant to appointment by HIAs contracted insurance carriers.

Impact on the Business

• Maximize positive returns and grow the Banks market share by acquiring high value new-to-bank businesses in the upper Business Banking segment. Meet and exceed activity, sales, and other performance targets to ensure proper pipelines are maintained with high value prospects while attracting quality new business.




• Leverage HSBC brand, capabilities, and extensive global network to target and acquire international business in assigned market.




• Drive the usage of direct channels (i.e. BIB, HSBCnet, Call Center) as available and appropriate to increase efficiency by lowering the cost to serve.

Manage credit and operational risk consistently, ensuring regulatory compliance.

Customers / Stakeholders

• Deliver a customer-centric and relationship building approach to drive cross-sell of both business and personal products and services, while pursuing cross-border opportunities.




• Drive up customer satisfaction through delivering a positive customer experience by effectively meeting and exceeding expectations.

Role as a broker-dealer Registered Representative

• Identify cross-sell opportunities, including opportunities to refer customers to other sales representatives of HSBC Securities (USA) through proper customer profiling and needs-based selling.




• Conduct needs assessment with current and potential Company customers and recommend appropriate insurance products and services to meet individual needs, based on objectives and risk tolerance.




• Sell appropriate core financial service products, including insurance products, to meet customer needs while developing and expanding account relationships.




• Ensure adherence to established insurance product set and selling limitations.




• Unless otherwise assigned on an individual basis in writing, role does not include management and supervision of insurance activities and sales, which lies within the brokerage business and supervisory structure of HSBC Securities (USA) Inc, as determined by its senior management.

Leadership & Teamwork

• Represent the HSBC Brand, exemplifying the attributes of being perceptive, progressive, responsive, respectful, and fair, both internally and externally.




• Work in tandem with the Business Relationship Manager(s) in the assigned market. Proactively coach junior colleagues and support Business Banking Market Managers in fostering a teamwork atmosphere.




• Champion Business Banking agendas (e.g. BB initiatives, marketing campaigns, customer events) within the assigned area (i.e. branch market, commercial center, etc) by providing leadership and support to the entire team(s).




• Collaborate with other business areas (i.e. Global Transaction Banking [GTB], Premier, PFS, Private Bank) and team colleagues to build a diverse, tailored offering of products and services to our customers.




• Participate in community organizations and activities in the markets served to promote the brand, enhance the Companys image, and establish the Bank in the Business Banking community.

Operational Effectiveness & Control

• Ensure all Know Your Customer (KYC) mandates are met in accordance to internal and external regulatory guidelines.




• Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.




• Compile and analyze the necessary information to develop timely, accurate, and complete credit recommendations. Ensure compliance with credit and regulatory guidelines.

Major Challenges

• To identify and convert high value, new-to-Bank opportunities during various economic and highly competitive environments,, especially during a downturn or recession.




• To operate effectively in a highly matrixed organization requiring teamwork and cooperation from multiple customer groups and product providers.




• To build an extensive knowledge base of the products and services offered within HSBC to effectively meet customer needs.




• To remain vigilant in protecting the Banks assets and reputation against internal and external fraud.




• To manage customer expectation of HSBCs service standards by effectively coordinating with internal partners to strictly adhere to agreed turnaround time.

Role Context

• Environment of the job: HSBC Bank USA operates a network of branches/outlets serving Business Banking customers. Acknowledged as a primary growth driver for HSBC with our • Best Bank for Business? strategy, Business Banking represents both large banking wallet opportunities and strong growth potential throughout the Group. As such, the jobholder will be competing in a highly competitive environment against many locally-established financial institutions and possibly a number of national competitors.




• Guidance and authority:The jobholder will report to the VP Business Banking Team Leader and is given authority to execute on an effective customer acquisition strategy in line with the overall Business Banking strategy and as set forth by internal policy. The jobholder will also be assigned to a cluster of branches and will act as a Business - Banking champion for the market served. Where appropriate and applicable, the jobholder will provide guidance and support to business banking/branch sales staff.

Management of Risk

• Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.

Promote an environment that supports diversity and reflects the HSBC brand.

Observation of Internal Controls

• Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.

Qualifications

• Bachelors degree in business, related field, or equivalent experience.




• Minimum of seven years proven and progressive business development and/or credit experience or equivalent, including extensive knowledge and proven sales success with the Banks products and services.




• Life and Health Insurance licenses required. On an exception basis, a sixty day contingency may be granted solely at managements discretion. Licenses are required to discuss and sell insurance products with potential and existing customers.




• Self-motivated and driven to succeed in developing relationships with high value prospects and in winning new business.




• Strong sales, organizational, analytical, negotiation, communication, teamwork and influencing skills.




• Ability to identify, analyze, and communicate customer requirements; effectively deliver creative and flexible business solutions.




• Participation in appropriate training and/or work equivalency (i.e. credit, products, B2B selling, etc).




• Applicable licensing/professional qualifications as dictated by each region; insurance licensing preferred.




• Ability to manage a variety of assignments simultaneously.

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