Director, Securities Services Sales

at  HSBC

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. Our products and services include advisory, financing, prime services, research and analysis, securities services, trading and sales and transaction banking.
HSBC Securities Services provides industry leading Asset Servicing solutions to institutional clients worldwide.
We are currently looking to hire a Director – Securities Services Sales
This senior Sales role is accountable to drive new business growth from existing and new clients. The individual will be part of the HSBC Institutional Sales team, with a primary accountability to steer the sales team to originate new business contributing to Securities Services sales objectives.
The role will be primarily external client and market facing but with strong internal interaction with other Sales and Client functions, regional heads, product teams, change and delivery teams, Banking and Markets stakeholders including senior stakeholders within HSBC Securities Services and the wider Bank.
The role holder will ensure sales growth, effective talent management within the team and strong communication of the strengths of the HSBC MSS franchise to external and internal stakeholders.

The role holder will:

• Derive sales from existing Securities Services clients, new to Securities Services clients, or new to Bank clients
• 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.
• 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
• Identify and build a pipeline of prospect opportunities which align to both the Securities Service and Institutional Client strategy across MSS.
• Develop and implement the sales growth strategy across key client sectors and geographies and manage deal processes/frameworks
• Create and define deal teams to work on competitive, strategic, complex and/or multi-faceted technical and relationship-orientated sales
• Oversee the request for proposal/information responses and fee proposals for prospective deals that meet pre-agreed criteria (new and existing clients)
• Drive CXO level Sales engagement; persuade and influence at all levels within the prospective clients’ business
• Coordinate across senior management, banking, client management, operational and product teams throughout the sales cycle
• Create and deliver sales presentations to large and complex clients
• 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
• Work closely with Product and other global functions to co-ordinate the development and promotion of product offering and capabilities
• Raise the profile & visibility through hosting thought leadership events, conference attendance, panel participation, whitepapers, media, hospitality, and other means of external marketing
• Assist in the identification of market trends and / or new client requirements where investment spend will be required to support new business

Required Skills/Experience

Ideally the candidate will have ETF Products knowledge, ideally from a Custody perspective

• Expertise in consultative sales methodology and managing complex institutional sales processes, with demonstration of experience in this area.
• Excellent track record of established contacts in the target segment or proven ability to make senior level relationships quickly and with authority/credibility.
• Proven experience of people management
• Proven experience of engaging at CXO level
• Ability to organize and set up discipline around sales communication/the sales process and managing complex/virtual deal teams.
• High level of presentation, written and verbal communication skills
• Strong understanding of financial markets and products including traditional asset classes and alternative products
• 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.
• Strong strategic, creative, and problem-solving skills.
• Excellent time management, organizational, team building and planning skills.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment. Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website.
Issued by The Hongkong and Shanghai Banking Corporation Limited.
As a business operating in markets all around the world, we believe diversity brings benefits for our customers, our business and our people. This is why HSBC is committed to being an inclusive employer and encourages applications from all suitably qualified applicants irrespective of ethnicity, religion, age, physical or mental disability/long term health condition, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by local law in the jurisdictions in which we operate. Within the work place you will have access to various employee resource groups which aim to promote and achieve a healthy work / life balance and support our diversity ambitions.
HSBC has in place processes in order to avoid nepotism, which means to avoid creating circumstances in which the appearance or possibility of conflicts of interest may exist within the hiring process.
Recruitment Helpdesk:
Email: hsbc.recruitment@hsbc.com
Telephone: +44 207832850

• Derive sales from existing Securities Services clients, new to Securities Services clients, or new to Bank clients
• 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.
• 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
• Identify and build a pipeline of prospect opportunities which align to both the Securities Service and Institutional Client strategy across MSS.
• Develop and implement the sales growth strategy across key client sectors and geographies and manage deal processes/frameworks
• Create and define deal teams to work on competitive, strategic, complex and/or multi-faceted technical and relationship-orientated sales
• Oversee the request for proposal/information responses and fee proposals for prospective deals that meet pre-agreed criteria (new and existing clients)
• Drive CXO level Sales engagement; persuade and influence at all levels within the prospective clients’ business
• Coordinate across senior management, banking, client management, operational and product teams throughout the sales cycle
• Create and deliver sales presentations to large and complex clients
• 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
• Work closely with Product and other global functions to co-ordinate the development and promotion of product offering and capabilities
• Raise the profile & visibility through hosting thought leadership events, conference attendance, panel participation, whitepapers, media, hospitality, and other means of external marketing
• Assist in the identification of market trends and / or new client requirements where investment spend will be required to support new busines