Head of GTRF Sales Germany (m/f/d), Europe Global Trade & Receivables Finance

at  HSBC

REQUIREMENTS

To be successful in this role you should meet the following requirements:

• Broad commercial banking and relationship management experience, including detailed knowledge of the trade finance business and key segments (CMB, GB, CTF, FIG, ISB, MNC)
• Proven product management, business planning and financial management experience
• Highly developed leadership and management skills, with experience in team building and managing a wide range of projects
• Ability to lead other managers and staff, employing appropriate management styles
• Highly developed communication and influencing skills set.
• Ability to work in a collaborative environment while making material progress with many stakeholders in a complex, matrix, organisational structure
• Experience managing resources to achieve objectives using delegation skills
• Ability to use strong judgement to identify and resolve problems whilst maintaining budgets, time scales and quality of output
• Working knowledge and keen understanding of end-to-end bank operations, trade finance products and information technology systems
• Awareness of global economic and political factors and their impact on GTRF. Ability to anticipate trends and respond proactively where possible
• Personal passion and ambition for HSBC and GTRF, with the ability to travel
• German language skills are mandatory

Even if you feel you do not meet 100% of our qualifications, we encourage you to apply, if you believe this role is right for you.

TASKS

Reporting to the Regional Head of GTRF Europe (FM) and to the CEO of HSBC Germany (EM), the role holder is responsible for:

• Proactively leading GTRF sales activities in Germany for international corporate clients to position HSBC as a top provider of innovative trade solutions
• Implementing the global, regional and country-level strategic direction for GTRF across the diversified client base in Germany, with a view to achieving sustainable growth and profitability for the largest GTRF Europe site by Managed revenue (positioned in one of the world’s largest, most internationally-connected economies)
• Delivering Booked revenue growth as per the Financial Resource Plan (FRP), along with Managed revenue growth per GTRF Europe targets, whilst ensuring robust profitability
• Maintaining a high level of sales intensity across the frontline team covering CMB/GB/ISB/MNC/CTF/FIG
• Actively contributing to GTRF sales and structuring discussions to elevate the level of client engagement and deliver bespoke, structured solutions (RF, SCF) to clients, whilst maximising opportunities for asset distribution and PTS collaboration
• Provide a comprehensive suite of solutions to GTRF clients, with an emphasis on increasing the revenue share of structured solutions (RF, SCS) and sustainable trade finance
• Demonstrating flexibility and creative thinking when solving for internal/external challenges
• Contributing to the development of new GTRF revenue sources and propositions
• Ensuring connectivity to the wider trade finance industry and adapt to market changes
• Ensure full compliance with regulatory requirements and that reputational risk impact is mitigated for GTRF. Cultivate a consistent and appropriate selling culture
• Acting as a role model for GTRF Sales and the wider Europe team; ensure the sales team actively pursues training and development opportunities
• Actively contribute to the GTRF Europe Executive Committee
• Coordinating closely with GTRF Europe Regional Client Management and Implementation, Solution Structuring and Client Services, along with CMB/GB Coverage, PTS, MSS and relevant Global Functions, including Legal, Global Risk & Compliance, Marketing, Communications, Finance, HR, Sustainability and Digital Business Services

To be successful in this role you should meet the following requirements:

• Broad commercial banking and relationship management experience, including detailed knowledge of the trade finance business and key segments (CMB, GB, CTF, FIG, ISB, MNC)
• Proven product management, business planning and financial management experience
• Highly developed leadership and management skills, with experience in team building and managing a wide range of projects
• Ability to lead other managers and staff, employing appropriate management styles
• Highly developed communication and influencing skills set.
• Ability to work in a collaborative environment while making material progress with many stakeholders in a complex, matrix, organisational structure
• Experience managing resources to achieve objectives using delegation skills
• Ability to use strong judgement to identify and resolve problems whilst maintaining budgets, time scales and quality of output
• Working knowledge and keen understanding of end-to-end bank operations, trade finance products and information technology systems
• Awareness of global economic and political factors and their impact on GTRF. Ability to anticipate trends and respond proactively where possible
• Personal passion and ambition for HSBC and GTRF, with the ability to travel
• German language skills are mandator