The role is required to lead our national Corporate Commercial business development with the top tier of owners, sponsors, and operators of Canadian hotels and seniors housing, which are specialist segments within HSBC Bank Canada’s (HBCA’s) Corporate Commercial Real Estate (CRE) team. The role holder leads a team of Commercial Relationship Managers who manage and develop the Bank’s relationships with customers in these segments.
The role holder is part of the senior leadership of HBCA’s Corporate Commercial Real Estate business team.
Principle Accountabilities:
Meet regularly with customers/prospects to develop relationships, and win business opportunities based on an assessment financial needs, condition, and opportunities/risks facing the customer business and lead/coach the team in these capabilities
Ensure portfolio pricing is generating appropriate return on Risk Weighted Assets (RWAs) both at a customer and portfolio level
To lead and develop a team of Relationship Managers to ensure delivery of the team’s financial plans, while actively delivering best in class customer experience in line with the Corporate strategy.
To provide practical coaching, advice and guidance to the team to ensure that they have strong relationship building, credit, Know Your Client (KYC) and other relevant skills.
Work closely with the team to structure credit facilities prudently
Ensure that robust credit structures are in place that will secure and protect the bank while meeting with the customers needs. Identify and strengthen weak structures.
Maintain high standards of customer service in day to day banking operational needs of our customers through RMs working with product partners in Global Liquidity and Cash Management (GLCM), etc., operational support teams
Manage internal, external regulatory and operational requirements.
Identify and mitigate risks or potential risks to HSBC, including but not limited to credit, Know your Customer (KYC)/Customer Due Dilligence (CDD)/Financial Crime Compliance (FCC), fraud, operational, and reputational risk.
Proactively manage relationships management in a portfolio of large value relationships
Manage team of Relationship Managers (RMs) and work closely with Portfolio Management, Credit, GLCM, Global Markets and other teams to ensure that business opportunities are identified and executed on satisfactorily.
Significant interaction with Executive Management within Commercial Banking (CMB), across the country as well as interaction with Executives in other country Group offices globally.
Provide visible and motivational leadership
Use appropriate Group performance management tools to undertake individual performance reviews to maximise effectiveness of the team.
Take a hands-on approach to coaching, ensuring development activities are a high priority with regular & productive use of Personal Development Plans with appropriate follow up, setting a personal example.
Fully commit to develop a strategically aware mindset of the team.
Promote a collective and inclusive culture to spread experience & best practice.
Ensure development activities are a core priority and enable all team members to take reasonable time for learning and developmental activities.
Coordinate/participate/pull product partners into the relationship to ensure appropriate coverage by product partners and alignment to agreed account objectives. Actively coach teams to do the same with their relationships
Provide active feedback to seniors and partners on process, operations, risks etc and how these can be changed to improve service standards, efficiency and protection for customers and the Bank.
Work closely with team to structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
Ensure that the team complete timely and in depth analysis/evaluations of reviews of customer financials and operating risks for all relationships in the portfolio
Lead and develop an effective team through communication, performance management, development plans and reward/recognition practices.
Promote an environment that supports diversity and reflects the HSBC brand
Competitive environment with strong presence of Canadian and foreign lenders in this segment
Independent individual who is able to identify suitable customers, win trust and book new business, and execute without referral to others, and also be a source of knowledge and expert guidance for customers and RMs
Strong relationship development skills and gravitas and confidence to represent the Bank and grow business
To continually manage and reassess the operational, compliance, KYC/CDD and other 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 new technology.
Monitor the consistent application of Group policy and manage all regulatory, financial and legal risks in the region.
Driving efficient, accurate and timely processing of client requests and transactions
Driving all internal review and/or external regulators’ requirements to ensure they are dealt with dealt with in an accurate and timely manner
Compliance with and management of sales suitability risks and requirements
Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements
To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators.
Ensure that all employees are aware of and effectively identify and manage applicable money laundering (ML), terrorist financing (TF), sanctions and reputational risks.
Major Challenges
Growing sustainable revenue and income in a careful, considered and thoughtful manner whilst complying with the Bank’s risk appetite statement and building a balanced portfolio of customers and product revenues.
Driving and demonstrating effective client interaction at main board room levels
The role holder will be required to deal with sophisticated financial needs, credit risks and solutions of clients who are both engaged in large event driven transactions such as acquisitions and divestements, construction and refurbishment, and also large value and complex day to day banking requirements. Therefore the role holder must have a broad knowledge in business operations and banking services and in depth knowledge of complex credit structures, cash management, liquidity, Global Banking (GB) products, etc. as the role holder must gain the confidence of the customers’ decision makers so they are regarded as a key first point of senior contact.
Cross border referrals into Canada and also to Group offices, are expected with a view to connecting the client across the group. Keeping the client engaged and supported through the cross border account opening, and credit processes are major challenges.
Interacting/engaging with product partners at all times is key to ensure that clients have the appropriate products and cross sell is at its maximum.
The role holder will be expected to have wide connections within and outside of HSBC to maximize business development opportunities.
Qualifications
Knowledge & Experience / Qualifications:
Essential:
Minimum 8-10 years banking experience including in a senior position with exposure in commercial lending, and skills in leadership / team management
Minimum of 5-8 years experience in successfully managing commercial relationships
Strong understanding of commercial banking products & services, credit assessment processes, approvals,
Strong working knowledge of structuring and managing complex credit transactions
Robust understanding in all banking products, especially Credit, GLCM, IRS/FX
Good commercial lending, risk assessment, trade finance experience
Wide personal connections both internally and externally
Excellent level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
Ability to interact with business customers at a senior and strategic level
Excellent interpersonal skills and ability to build strong working relationships with internal and external stakeholders
Excellent time management, planning and organisation skills
Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
Strong analytical skills
Ability to understand our customers’ business and supporting their financial needs
Desirable:
Business related degree and training
Knowledge of CMB’s proposition / product capabilities
Commercial Real Estate experience and/or interest
Broad knowledge of HSBC Group capabilities.
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