The Corporate Relationship Director role is based within HSBC Corporate Banking in Guernsey.
The role of the Corporate Relationship Director is to provide financial service solutions to a portfolio of Clients with sophisticated domestic and cross border banking requirements. Leveraging the strength, scope and expertise of our global product network. HSBC is positioned as an essential partner to customers seeking to maximise their potential internationally, offering streamlined business access to HSBC's international network and broad range of market leading banking products and services.
The portfolio comprises Corporate Service Providers and their underlying clients with accountability for sales, service, risk and operational delivery. Acquisition of new to bank customers is an important element of the role.
Act as International Relationship Manager by offering value-added advice and guidance to customers and placing their needs at the forefront of our activity, setting world class standards
Grow sustainable revenues from existing relationships and through acquisition of new customers in line with the Bank's risk appetite and policies
Build a network of business introducers in the local professional and business community
Structure credit facilities to ensure optimum balance between customer and HSBC interests and risk appetite
Proactively develop effective strategies to manage both existing and new relationships, by anticipating customer needs and providing a superior service and products
Keep up-to-date on knowledge of HSBC’s international and domestic strategy, capabilities and policies, and of external factors influencing international and domestic business e.g. economic, cultural, geographical, procedural and regulatory requirements
Work with product partners such as Global Payments and Liquidity Management and Global Markets to assess needs of international and domestic customers and offer appropriate solutions that meet the customer needs
Generate referrals facilitated via Global Links and local or overseas International Banking Centres (IBCs), whichever appropriate, helping our customers grow their business
Generate quality assets through the use of appropriate risk management tools, priced appropriately for risk and in line with customer needs
Align to Medium Term Outlook (MTO) and Area Operating Targets defined by the Group (Revenue, Risk Weighted Assets (RWA), Return on RWA (RoRWA)
Work in partnership with colleagues across the HSBC Group to improve connectivity, deliver exceptional standards and quality of service across all interactions
Work with Product partners and other Group partners and assist in the delivery of solutions, services and products that are appropriate to meet customer needs and improve customer engagement
Ensure identification of early warning signs and problem relationships and take appropriate action to protect HSBC interests
Build a strong relationship with the Risk Management teams in order to achieve a sustainable asset growth
Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community, by participating in internal and external business events, road shows and seminars as required by the business
Ensure fairness in all aspects of product delivery, sales processes, customer correspondence and complaint handling
Establish strong relationships with (prospective) customers and third parties (e accountants, lawyers, trade advisors)
Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets
Support achievement of the HSBC vision, Values, goals and culture in personal behaviour, actions and decision making
Provide technical leadership and support technical excellence by searching out external best practice, monitoring technical and professional developments, sharing knowledge and encouraging others to do the same in the best interests of HSBC and its customers
Encourage and enable constructive cross-country and cross-business teamwork by demonstrating collaboration and matrix management in action and challenging actions and behaviours that are not consistent with HSBC's diversity policy and/or the best interests of the business and its customers
Develop and recommend changes and improvements to operating models, procedures and practices based on subject matter expertise and understanding of HSBC and market best practice
Communicate and adhere to HSBC policy and procedures in order to ensure good operational, financial and project management, policy and procedural compliance and early identification and effective resolution or escalation of issues that arise
Contribute to the development, implementation and maintenance of a management information, analysis and reporting framework that supports and informs timely and effective business management and decision making at all levels
Contribute to the implementation and monitoring of the application of policies, governance frameworks, procedures, practices and standards to ensure quality, effective risk management and regulatory compliance
Qualifications
The ideal candidate for this role will have:
Relevant product knowledge including knowledge of Cash Management; Foreign Exchange is desirable but not essential
Experience working in relevant market/context, i.e. Corporate / Commercial Banking is desirable but not essential
Role relevant qualifications, i.e. ACIB / IFS Degree/STEPS Qualification is desirable but not essential
Past working experience in a relevant role, i.e. Corporate / Commercial Relationship Management is desirable but not essential
A track record of gaining an understanding of customers' needs and delivering excellent customer service
Both spoken and written communication skills with experience of adapting your style and approach to the audience and message to be delivered
Experience of making prompt and practical business decision, even in times of ambiguity, considering various perspectives and taking responsibility for outcomes
Experience of building and managing complex relationships with significant customers
Successfully engaged customers to understand their needs and identify sales/service opportunities
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