Business Development

Role Overview
GTRF is a key strategic business for the HSBC Group under CMB and its history is mixed with almost 150 years of Group history. Today, we are the largest international trade bank, with an unrivalled global presence and access to over 90 per cent of the world's global capital flows. GTRF provides trade finance and risk mitigation solutions to customers all over the world, from SMEs through to large corporates and multinationals. GTRF provides the services and financing our clients need throughout the trade cycle, from the tender process and issuance of a payment order, through to shipment and sales fulfilment. We cover various industries including commodities, global sourcing, technology and infrastructure. We are looking for a Senior Business Development Manager covering mostly Commodity clients. Client base is predominately global traders, oil & gas companies, major international trading houses, suppliers and end consumers based in France, Switzerland and Greece. The role will be also in charge of a handful non Commodity Greek clients. The CTF Senior BDM role is responsible for generating new business globally and for initiating and managing business development initiatives with clients. The role is part of a Regional Team. Travel to Greece to be expected.

Reporting to Head of Sales GTRF France, role is comprised of managing existing client lines, liaison with Coverage bankers, ensuring smooth operation of day to day transactions, credit renewals and proposals, new client origination (development of own portfolio), market risk analysis and ad hoc reporting. As a small focused team there is close interaction with both CFRM and TMU to manage overall counterparty risk and collateral management. In addition, interaction with Global Finance Risk Distribution in terms of distribution of assets to optimise both credit capacity and RoRWAs.

Development Opportunities:

- Exposure to financing physical commodity transactions and global flows
- Understanding of how CTF manages risk and maximize HSBC’s International Network
- Understanding of commodity traders’ risk management and financing techniques
- Understanding of prepayment and pre-export financing, borrowing base, warehousing, transactional and margin call finance structures as well as CSTF Product criteria and Governance.
- Sector exposure to oil & gas, metals and mining and soft commodity clients
- Presentation at Capital Allocation Committee, examination of client profitability / RoRWA calculations
- Exposure to legal documentation and collateral management
- Interaction with Clients, Relationship Managers, CFRM and TMU as well as other GTRF colleagues

Customers / Stakeholders
- Where appropriate undertake professional presentations etc. to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks.
- Maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events.
- Maintain close liaison with intra country, intra region and cross regional colleagues/stakeholders so as to provide input into the strategic direction of Sales, Product and Client Management functions and to the overall direction of GTRF regional and global business.

Leadership & Teamwork
- Lead, motivate and inspire the team to achieve the Group strategy and business objectives
- Establish cultural and behavioral excellence and develop high engagement across the team
- Share knowledge, experience and best practices with junior sales staff within and outside of immediate team and promote a collective culture to spread experience & best practice.
- Take a hands-on approach to coaching with regular & productive use of Personal Development Plans and appropriate follow up.
- Ensure development activities are a core priority and enable all team members to take reasonable time for learning and developmental activities.

Requirements

Skills required:

- Keen interest in global commodity markets, geopolitics, risk management and macro economics
- Good analytical skills and ability to demonstrate clear rationale based thinking
- Prior commercial, corporate banking relationship management and client exposure preferred
- Credit analysis or risk management experience preferred
- Ability to analyses annual accounts and client management information
- Understanding of core trade products e.g. letters of credit, guarantees, working capital funding cycles
- Familiarity with HSBC’s Global Standards and FCC policies