Client Relationship Management Maintenance

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We are currently seeking an experienced professional to join the ISB Pune team.

Job Introduction

Corporate Banking provides international financial services solutions that support businesses ranging from large corporates to mid-market enterprises in a variety of industry sectors all over the world. Leveraging the strength, scope and expertise of our global product network, Corporate Banking is positioned as an essential partner to large and mid-market enterprises seeking to maximize their potential internationally, offering streamlined business access to HSBC's international network and broad range of market leading banking products and services.

Principal Responsibilities

The role holder is expected to manage a portfolio of International Subsidiary (ISB) clients, and acquire, retain, and grow new ISB Commercial Banking (CMB) customer relationships for HSBC while adhering to the Group values, business strategy, operational policies, regulatory requirements and risk management practices. ISB is a critical segment to Commercial Banking and this position is required to maximize the value of these relationships internationally by working closely with group offices and product partners.

• Building existing and winning new long-term relationships with the customers we want to bank, coherent with CMB's strategy to be the Leading International Trade and Business Bank.
• Grow sustainable revenues from the existing customer portfolio and through targeted acquisition of new quality customers.
• Ensure proactive and aggressive relationship building/customer contact plans and pipeline management for both existing and new customers, to deepen penetration for customer wallet.
• Generate quality assets through the use of appropriate risk management tools, priced appropriately for risk and ensure superior returns within customers risk appetite.
• Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
• Proactively work towards achieving the CMBISB objective.
• Ensure timely and accurate maintenance of customer information on systems as required
• Maintain up-to-date and accurate deal pipeline
• Identify opportunities to cross-sell group product and services as appropriate and ensure this is concluded successfully for the Bank and the customer
• Develop effective strategies to manage customer relationships, anticipate customer needs and provide a superior quality service
• Position HSBC as the market leader in this segment.
• Drive growth in liabilities as required.
• Monitor their client portfolio regularly to ensure that the return is commensurate with the risk profile of the client. Take timely and proactive corrective action to mitigate potential losses and maximize profitability.
• Generate referrals for other Global Businesses, as appropriate.
• Keep abreast of external factors influencing international business e.g. economic, cultural, geographical, procedural and regulatory requirements.
• Take timely and proactive corrective action to mitigate potential losses, exercising effective portfolio stewardship and control.
• Collaborating with product partners to identify and match customer needs with relevant expertise
• Establish an effective working relationship with Risk Management teams, in order to validate the accuracy of the customer risk profile, and ensure sustainable asset growth.
• Maintain a proactive calling programme to service clients, ensuring senior management and key stakeholders for large corporate clients are contacted regularly.
• Ensure a quality service for all customers by owning customer engagement, ensuring service excellence at all times, for all aspects of any customer, prospect or professional's interaction with HSBC
• Help the customer to draw on the HSBC group network by working closely with other CMB countries and product groups (GTRF, PCM and GBM).
• Ensure client plans are co-ordinated and Client Service teams are in place with product partners
• Embody the Group's values and global standards in every aspect of how you operate as a CMB banking professional.
• Lead and manage the client relationship in India along with GRM in the home country or the RRM in regional buying centre.
• Lead, inspire and motivate junior colleagues to ensure a seamless relationship management service delivery.
• Embody the Group's values and global standards in every aspect of how you operate as a CMB banking professional.
• Exercise effective portfolio stewardship and control, ensuring adherence to all relevant Risk policies, Audit and Compliance standards.
• Adhere to structures and processes in place for the management of credit, operational, reputation, financial crime compliance and regulatory risk.
• Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credit facilities, in order to ensure usage is in accordance with approved terms and conditions.
• Ensure credit and operational quality is not compromised in the pursuit of income
• Ensure operational losses and fraud are minimized

• Employee with 3 years of relevant experience in a client management and corporate banking role. CA/MBA preferred.
• Sound commercial lending skills including a working knowledge of credit and lending, trade products, key market sectors, local regulatory environment, financial analysis etc.
• Ability to work on fast turnarounds, tight deadlines & handle competing priorities
• Minimum Graduation or as required for the role, whichever is higher

Additional Information

• Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India