Client Account Manager

Some career choices have more impact than others. At HSBC we exist with the purpose of Opening up a World of Opportunity. We use our unique expertise, capabilities, breadth and perspectives to provide opportunities for our customers and colleagues through global connectivity. We bring together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities and the planet we all share. As an HSBC employee in Australia, you’ll have access to tailored professional development opportunities, competitive pay, an embedded flexible working culture and a range of employee benefits. These include market-leading subsidised private health cover, enhanced parental pay and support when returning to work, subsidised banking products and services, bonus leave days and wellness programmes including discounted gym memberships. HSBC Global Trade Solutions (GTS) is one of the largest trade services organisations in the world, offering a comprehensive range of forward-thinking supply chain and traditional trade solutions. It has been repeatedly recognised by the industry’s most prominent publications and associations in numerous awards for its strength in combining innovation and service excellence with end-to-end customer solutions. Taking on the role of Client Manager in a front-line Trade Sales team based in Melbourne, you will manage a portfolio of existing customers with the focus on growing the book, generating sales and increasing revenue. You will do this by having an in depth understanding of your clients’ businesses and needs, enabling you to identify opportunities and match GTS solutions accordingly, upselling core trade, trade pay and receivables finance products. You will be someone who thrives on building and maintaining strong customer and stakeholder relationships, with the energy and drive to grow a portfolio, working closely with teams across the commercial banking business in Australia. In doing so, you will be working with some of the bank’s most important commercial clients across large corporates and mid-market corporate banking in both the multinational and domestic markets. Responsibilities Managing a portfolio of clients as Client Manager and key sales owner with a strategic outlook and account planning for the portfolio. Contributing to the identification of sales opportunities that address specific client needs, through deepening client relationships to increase wallet share and increase penetration. Identifying potential opportunities for up-selling, cross selling and broadening the product coverage with key commercial banking clients. Maintaining extensive knowledge of the market including market trends and both the competitive environment and regulatory environment. Maintaining close liaison with intra country, intra region and cross regional colleagues and stakeholders to provide input into the strategic direction of the business. Leading by example by demonstrating excellence in account management and following end to end sales processes. Continually reassessing the operational risk associated with the role and inherent in the business, taking into account changing economic or market conditions, legal and regulatory requirements and operating procedure and practices. Requirements Strong knowledge of Trade Finance, particularly core trade, working capital management, guarantees and trade loans with enough knowledge of structured trade to identify opportunities to upsell. Strong sales and client management / account management experience with a proven sales record, gained through the ability to understand a client’s business, identify their needs and then match a broad range of aligned solutions. Demonstrated ability to balance the provision of exceptional customer service and revenue growth. Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension. Vision, energy and drive with a sense of urgency and excellent organisational skills to execute on sales opportunities at pace. Excellent written and verbal communication skills able to deliver compelling presentations, coupled with the ability to build and maintain strong relationships with clients and stakeholders including the ability to influence at executive level. Ability to effectively analyse and problem solve in complex situations, utilising good judgement and strong influencing and negotiation skills. Ability to work independently as well as part of a local and international teams, maintaining service performance whilst working to budget, deadlines and quality SLAs. University degree in a relevant discipline. Preference will be given to candidates who hold Australian PR/Citizenship or New Zel Citizenship, or who can demonstrate current unrestricted work rights in Australia without limitations. We value different perspectives, we succeed together, collaborating across boundaries, we take responsibility, holding ourselves accountable to get things done. Through these values, HSBC is committed to building a culture where all employees are appreciated and respected and where opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow in an inclusive environment. Applications from First Nations peoples are encouraged. 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