Director, TB Corporate Sales, HK International Corporates

Job Summary

To drive the business growth in corporate coverage segment and deliver the revenue targets, via increasing strategic discussion, transactional cross-sell and product/market penetration within the designated corporate portfolio of Corporate & Investment Banking (CIB) clients.

Job Responsibilities

• Drive growth by leading end-to-end coverage of International Corporate clients and selected names in Hong Kong, leveraging relevant expertise and experience to close mandates
• Individually commit to own and manage a client portfolio and be responsible for formulating and executing the revenue growth plan for those accounts
• Possess advance trade finance / cash management knowledge to address specific client pain points to enhance working capital / liquidity management efficiency for International Corporate clients
• Awareness and understanding of the Group’s business strategy and model appropriate to the role, and execute activities in line with global Transaction Banking (TB) sales policies and global TB product strategy
• Deep understanding of International corporate clients’ business needs, treasury strategy, buying behaviour and decision-making process from Hong Kong and markets in which they operate across footprint market
• Build full access to treasury decision makers through active client calling
• Develop and own the TB Account Plan commitments for key clients
• Proactively lead TB opportunity origination and execution in collaboration with TBS/RTS and CIB coverage teams
• Lead the corridor initiatives to grow the key trade flow and global cash management opportunities
• Using available Performance Management Information / CRMx, monitor market and cluster performance, providing direction and transferring best practices to drive results against established targets
• Actively manage business performance, identifying areas of underperformance and taking corrective action
• Drive targeted returns on RWAs deployed to franchise clients with appropriate risk management oversight
• Develop strong partnerships with key business partners and stakeholders including TB Corporate Sales in other countries / regions, Product, Implementation, Operations, Client Service, Corporate Coverage, Credit, etc.
• Ensure compliance with TB Sales related policies and processes
• Ensure effective management of operational risks and compliance with applicable internal policies and external laws and regulations
• Drive continuous improvement in operational efficiency and effectiveness

Job Requirements

• Bachelors degree in Business Administration, Business Management, Economics or Finance
• Over 10 years of Client Relationship Management, Transaction Banking sales or product experience in an international/regional environment, with a strong understanding of the market competitive landscape in both Chinese Corporates and MNC segments
• Track record in managing regional clients with Corporate Treasury Centres in Hong Kong
• Solid product knowledge in Cash Management, Trade Finance, Working Capital Management, with preferably knowledge of financial markets products
• Skills and experience in digital transformation and risk management (including basic credit skills)
• Good command in Cantonese, English and Mandarin