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HSBC is recognized as one of the top tier providers of Global Payments Solutions services in the Asia-Pacific region. As more corporate and institutional clients continue to consolidate their banking activities with the introduction of payments and cash management services, the potential growth of this business is substantial. Our customers view our regional client service proposition as a key element in deciding with whom to mandate their business.
Principal responsibilities
- Work in close partnership with Banking Coverage and the wider GPS sales teams to identify and develop business opportunities, jointly formulate client engagement strategy to deepen HSBC’s global cash management wallet share and grow revenues
- Coach and lead sub team members across the group on sales strategy formulation, deal pipeline management and sales conversion techniques
- Effectively lead, coordinate and collaborate with the HSBC team across markets and functions to develop appropriate solutions, deliver sales proposals / Request for Proposal responses / client pitches through to implementation handover
- Adopt a needs-based advisory approach to understand customer requirements and provide appropriate cash management solutions that meet those requirements
- Effectively lead, coordinate and collaborate with the HSBC team across markets and functions to develop appropriate solutions, deliver sales proposals / Request for Proposal responses / client pitches through to implementation handover
- Work closely with the GPS Implementation, Integration and Client Service teams to ensure smooth transition of client mandate into realized revenues, as well as to provide ongoing coverage in response to clients’ evolving challenges and requirements
- Feedback to the GPS Product and Channels teams on the competitive market landscape and client specific requirements, to help drive product enhancements/developments as appropriate
- Formulate, support and drive CIB and GPS industry sector strategies, including participation in events, case studies, client testimonials, client planning and wallet sizing activities
- Proactively collaborate with global and regional sales leads and GPS teams to develop a deal pipeline that is coordinated with Banking Coverage and prioritized according to opportunity and value to both the client and HSBC.
- Work cohesively with other Global Payments Solutions units (Product and Client Management) and other areas of HSBC (RM, GM, GTS, SSV, etc); and support the ongoing development of Global Payments Solutions business in Thailand.
- Proven track record of dealing with complex global corporates, with a minimum of 5 years’ relevant experience
- Experience of managing a client portfolio and/or responsibility for a driving a P&L / client cross-sell and satisfaction metrics, plus a proven sales record with strong data analytical skills and a consultative approach
- Competent knowledge cash management services, products, techniques and strategies
- Possess managerial/leadership, analytical and high-level presentation skills with effective communication, interpersonal and negotiation skills. Ability to liaise effectively with personnel across functions.
- Ability to meet challenging budget and to work under high pressure environment and possess a positive attitude to customer-service handling.
- Fluency in both spoken and written English is essential
