Role:
The primary purpose of this role is to develop new business and drive revenue growth from subsidiaries of Chinese CMB clients in Singapore. The role holder will work with HSBC China’s clients, GRMs and local RMs in developing new business by identifying prospects, managing deal pipeline and promoting HSBC China’s capabilities among local Chinese subsidiaries and HSBC staff.
The role holder is expected to work at country CMB level with clients & prospects spanning across ISB.
Key responsibilities include:
Impact on the Business
- Formulate and execute short to medium term strategy for growing China outbound to Singapore.
- Actively identify quality prospects and work with GRMs in onboarding these names. Such prospecting includes unbanked subsidiaries of existing HSBC China clients and Chinese companies New to HSBC Group, all operating in Singapore.
- Originate and oversee key deal pipeline by collaborating with GRMs, product partners and local RMs
- Actively track inbound investments and new projects of Chinese investors into Singapore, and timely capture such banking opportunities
- Act as a primary point of contact for key consultation with HSBC China GRMs on inbound referrals into the Singapore. Keep track of local banking competition, macro events and drivers of growth/ challenges.
- Develop and nurture relationships with key intermediaries such as chambers, professional services & law firms, both in Singapore and China.
Customers / Stakeholders
- Initiate business dialogue on International business with Chinese companies at subsidiary level to drive strategic revenue opportunities. When meeting clients, demonstrate sound understanding of local regulations, distinctive product features and credit related issues
- Actively engage in cross border roadshow/visit/marketing events in driving corridor business
- Facilitate country level annual client planning for clients prioritized by GRMs and Local RMs
Leadership & Teamwork
- Act as the Singapore lead on China related business and set the strategy and tone of engagement between the countries.
- Ensure appropriate engagement with key internal stakeholders to ensure relevant buy-in for strategy and execution in order to drive revenues
Operational Effectiveness & Control
- Continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology.
- In conjunction with Compliance department, to implement the Group Compliance Policy by containing compliance risk in conjunction with the relevant compliance department. The term ‘compliance’ embraces all relevant financial services laws, rules and codes with which the business has to comply.
- To be alert to operational risks and losses during the execution of their day to day responsibilities.
- To adhere to and be able to demonstrate adherence to internal controls
Knowledge and Experience/Qualification:
- First-hand experience and knowledge of working in China including strong business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
- Fluent in Mandarin and English (written and spoken)
- Experience in developing new business such as acquisition of clients, and developing new pipeline
- A sound understanding of corporate banking products such as Credit, GTRF, GLCM and GB&M
- Strong credit assessment skills, particularly complex banking facilities and cross border credit policy
- Significant experience in a client facing/relationship management and business development role and proven ability in identifying and meeting customer needs through matching a broad range of products and services
- Superior networking and sales facilitation, planning , analytical and organization and negotiations skills
