Director, Head of Portfolio Coverage and Offshore Booking

Global Network Banking (GNB) is the Division's international proposition which aims to provide banking coverage to the subsidiaries of CIB customers within the Large Corporate and Mid - Corporate segments.

The GNB strategy is to provide consistent, in-depth and dedicated coverage across the HSBC network with the end goal to deepen our relationship with our customers. The GNB business is a significant contributor of revenue to CIB and consists of a network of dedicated bankers worldwide managing subsidiary client relationships.

The Head of Portfolio Coverage & Offshore Booking (Director) manages a team of Relationship Managers (RMs) serving bigger scale portfolios of clients with light touch requirements, and also oversees and guides the offshore booking team in HCIB that supports HCIB's role as one of the group's key booking hubs. The role holder is responsible for developing and coaching the team for high performance, guiding the team on complex offshore booking scenarios, as well as championing the use of digital tools to streamline client lifecycles and onboarding journeys, enabling management of clients at scale.

This role reports to the Head of GNB UK on a functional and entity basis and is based in the UK - RFB.

Responsibilities of the role could include:

• Oversight of both Portfolio Coverage and Offshore Booking teams from UK-RFB and UK-NRFB, who functionally report into them
• Support Head of GNB UK in executing business objectives to drive revenue and achieve the Annual Operating Plan targets and key performance indicators, whilst building a sustainable business model
• In consultation with Head of GNB UK, direct resources to achieve both Rolling Operating Plan targets and long term growth in line with strategic plans through appropriate relationship building, and pipeline management for new and existing customers
• Responsible for identifying and coaching the team to identify sales opportunities that address specific needs for our clients and managing these through by proactively graduating into active coverage when relationship reached certain level of maturity or a specific opportunity has been identified that requires a more active management of the relationship.
• Drive client satisfaction, risk management (including fraud identification), and associated activities and monitor the key metrics to ensure employee productivity is meeting and/or exceeding market norms
• Responsible for ensuring the bank aligns around our clients to deliver a high quality and robust service, striving for excellent client experience and excellent client feedback. Utilising all available tools to do so.
• Responsible for ensuring team is using all digital tools available to enable speed and ease of client service at scale
• Support the team with senior oversight on a selection of client relationships, as required
• Drive proactive collaboration with the wider coverage team, product and functional partners
• Confidently manage financial crime risk throughout the client lifecycle by identifying, assessing, accepting, monitoring, escalating and mitigating risk

Knowledge & Qualifications

• Experience of leading the delivery of an excellent customer service at scale and proactively look for innovative ways to improve the service delivered to customers
• Relevant experience in navigating complex commercial relationships and good understanding of IB products (DCM, SEF, Project Finance etc)
• Strong understanding ob bank's systems, processes and procedures, including PCINs.
• Knowledge of own regional marketplace, and strong understanding of HSBC's International proposition
• Proven experience of motivating others to deliver exceptional performance and long terms results
• Ability to coordinate teams based in multiple locations
• Proven experience of leading others and creating an environment that supports and inspires people to develop and deliver
• Proficient written and spoken communication skills with experience of successfully influencing others, negotiating effectively
• A comprehensive understanding of risk management and proven experience of ensuring own/others' compliance with relevant regulatory processes
• The role holder will be required to hold all necessary regulatory licenses (post onboarding).

Skills

• People Leadership
• Good understanding of HSBC propositions
• Excellent time management, planning and organisation skills
• Excellent range of communication skills, including written, verbal
• Credit assessment skills, in particular in relation to offshore booking
• Strong risk management skills
• Strong analytical ability
• Commercial acumen

Capabilities

• Delivering portfolio coverage at scale
• People Leadership, developing people and teams
• Engaging with Customers/Stakeholders/Colleagues
• Working in a Dynamic Environment
• Working Responsibly
• Understanding the External Marketplace
• Customer Centricity
• Maximising Business Performance through use of digital tools
• Use of technology and proactive self-development in this space with business application
• Strengthening Stakeholder relationships
• Managing Credit
• Influencing and Challenging Stakeholders
• Problem Solving, Strategic and Critical Thinking