Senior Securities Sales Director

3 weeks ago

London, Greater London, United Kingdom HSBC Global Services Limited Full time

Job Summary

HSBC Global Banking and Markets is an emerging markets-led, financing-focused business that provides investment and financial solutions. Through our international network, we connect emerging and mature markets, covering key growth areas. We partner with our corporate, government, and institutional clients to help them achieve consistent, long-term performance.

Responsibilities

  1. Derive sales from existing Securities Services clients, new to Securities Services clients, or new to Bank clients.
  2. Be primarily responsible for achieving a minimum mandate target and/or $Xm of new revenue/balance growth per annum across Securities Services products and will lead his/her team to deliver against this.
  3. Jointly set the sales targets/KPI with the Managing Director(s) and Client Executive team (function of Product strategy/risk appetite/onboarding capacity; parameters agreed jointly) and ensure that all staff within his/her team have clear annual goals and objectives.
  4. Identify and build a pipeline of prospect opportunities which align to both the Securities Service and Institutional Client strategy across MSS.
  5. Develop and implement the sales growth strategy across key client sectors and geographies and manage deal processes/frameworks.
  6. Create and define deal teams to work on competitive, strategic, complex and/or multi-faceted technical and relationship-orientated sales.
  7. Oversee the request for proposal/information responses and fee proposals for prospective deals that meet pre-agreed criteria (new and existing clients).
  8. Drive CXO level Sales engagement; persuade and influence at all levels within the prospective clients' business.
  9. Coordinate across senior management, banking, client management, operational and product teams throughout the sales cycle.
  10. Create and deliver sales presentations to large and complex clients.
  11. Ensure governance and accountability around the feasibility to onboard and monetization of prospects into significant revenue generating clients; this includes managing the client's and HSBC's mutual interests through in-depth calling and understanding of Sales opportunities.
  12. Work closely with Product and other global functions to co-ordinate the development and promotion of product offering and capabilities.
  13. Raise the profile & visibility through hosting thought leadership events, conference attendance, panel participation, whitepapers, media, hospitality, and other means of external marketing.
  14. Assist in the identification of market trends and/or new client requirements where investment spend will be required to support new business.

Requirements

The ideal candidate will have ETF Products knowledge, ideally from a Custody perspective. They will also have expertise in consultative sales methodology and managing complex institutional sales processes, with demonstration of experience in this area.

They will be able to organize and set up discipline around sales communication/the sales process and managing complex/virtual deal teams. Additionally, they will have a high level of presentation, written and verbal communication skills, and a strong understanding of financial markets and products including traditional asset classes and alternative products.

Finally, they will be proficient in building and maintaining deep client relationships, independent, able to identify and close sales opportunities through an active client calling effort and partnership with product teams, and have strong strategic, creative, and problem-solving skills.

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