Relationship Manager- International Banking Team
HSBC
Toronto, ON
HSBC Bank Canada, a subsidiary of HSBC Holdings plc, is the largest and leading international bank in Canada. HSBC serves customers worldwide through an international network of around 3,800 offices in 66 countries and territories in Europe, Asia, North and Latin America, and the Middle East and North Africa

We help companies and individuals across Canada to manage their finances through three global business lines: Commercial Banking, Global Banking and Markets, and Retail Banking and Wealth Management.

It’s this global connectivity that you will find yourself inspired and collaborating with colleagues not just locally but also across continents and cultures.

About Commercial Banking

HSBC Commercial Banking has an extensive network that covers three-quarters of global trade flows. It operates in 54 countries and territories, covering the developed and developing markets that matter most to our customers. Through our teams we connect businesses to opportunities, helping them thrive and grow. We work with a wide range of customers, from mid-market companies to large multinationals, providing them with the tools they need to function efficiently. These include global trade and receivables finance, global liquidity and cash management, multi-currency accounts, commercial cards, overdrafts, working capital finance, insurance, term loans and syndicated, leveraged, acquisition and project finance.

Relationship management is at the heart of our business and these teams work closely with customers to build an in-depth understanding of their needs.

Key Objectives for International Banking Team Relationship Manager :

HSBC corporate consists of c. 60,000 Mastergroups in the Large Corporate (LC) and Middle Market Enterprise (MME) segments and represents CMB's largest and more complex customers. On a per average customer revenue basis, Corporate customers are also CMB’s most profitable customers. CMB Corporate provides standard commercial banking products (working capital finance, short-term loans, deposits, payments etc.) in conjunction with product specialists (e.g. GLCM, Global Banking and Markets), Corporate Banking provides both domestic and cross-border banking solutions including Cash Management, Trade Services, Insurance, Investment Banking and advisory services.

International Subsidiary Banking (ISB) is CMB’s international proposition which aims to provide banking coverage to the subsidiaries of Commercial Banking (CMB) customers within the Large Corporate and Mid-Market Enterprise segment. The ISB strategy is to provide consistent, in-depth and dedicated coverage across the HSBC network with the end goal to deepen our relationship with our customers. The ISB business is a significant contributor of revenue to CMB and consists of a network of dedicated bankers across more than 40 countries

The role holder (as a Relationship Manager within the International Banking Team) is expected to acquire, retain, and expand relationships with the customers we want to bank within the ISB segment, by profitably identifying and meeting their needs. This means identifying customer needs first and then recommending product solutions (primarily Global Liquidity and Cash Management, but also Credit, Global Markets and Trade Finance) that are appropriate for the customer to consider and accept. International Banking Team clients have varying needs from basic client servicing to more complex multi-product needs.

Principle Accountabilities:
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.
Ensure all interactions with customers are of a high quality and conducted according to the highest professional standards
Collaborating with product partners to identify and match customer needs with relevant expertise; notably with GTRF, GLCM, GBM.
Ensure that client plans are coordinated and Client Service Teams are in place with product partners and Critical Account objectives where applicable accepted
Take a proactive approach to client planning across the portfolio collaborating with product partners and senior management as appropriate.
Establish an effective working relationship with Risk Management teams, in order to validate the accuracy of the customer risk profile.
Ensure early identification of problem relationships and take action where there are potential and existing problem accounts to protect HSBC interests.
Be an ambassador for HSBC and develop the bank’s profile in the local community, with a particular focus on international business.
Embody the Group's values and global standards in every aspect of how you operate as a CMB banking professional.
Act as a team player, supporting development of a positive, collaborative culture consistent with Group Values
Lead, inspire and motivate junior colleagues to ensure a seamless relationship management service is delivered.
Provide active feedback to seniors on process, operations, risks etc., and make recommendation as to how these can be changed to secure the customer and the bank.
Coach and provide development support to other RMs and support officers, taking a genuine interest in their progression
Collaborating with product partners to identify and match customer needs with relevant expertise; notably with GTRF, GLCM, GBM
Promote an environment that supports diversity and reflects the HSBC brand.
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 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.
Respond within agreed timelines to issues raised by audit and external regulators.
Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.
Maintain awareness of operational and fraud risk within assigned portfolio and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting.
Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.
Compliance with and management of sales and suitability risks and requirements.
Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking and inform targeted future sales efforts
Ensure that all employees are aware of and effectively identify and manage applicable money laundering (ML), terrorist financing (TF), sanctions and reputational risks.
Complete other responsibilities, as assigned.

Qualifications

Knowledge & Experience / Qualifications:
Essential:
Minimum of 2 years experience in managing commercial relationships with international needs
Proven ability in identifying and meeting customer needs through matching a broad range of products and services
Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
Ability to interact with business customers at all levels
Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
Excellent time management, planning and organization skills
Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
Strong analytical skills

Desirable:
Knowledge of how corporate clients operate
Knowledge of Trade, GLCM, GB&M products and capabilities
Knowledge of group systems, including CARM, ClientVision, HORIS, Global Links and DealPoint
Knowledge of CMB policies and procedures as per CMB FIM
Bachelors Degree in Finance, accounting or related fields

HSBC Proud

In 2018, HSBC Bank Canada was named one of the “Best 50 Corporate Citizens” in Canada by Corporate Knights magazine. HSBC was also the first company to be recognized as a top performer in gender diversity within the financial services sector, as part of a new Corporate Knights initiative to recognize leaders in this space.

Join HSBC, and benefit from the following:
Career Development: Within your current role, as well as Canadian and international opportunities
Company Reputation: Offering prestige, strength, and longevity
Business Growth: Underpinned by our drive, and the highest banking standards
International Connectivity and impact: Build global relationships and be a part of international initiatives
A diverse workforce: Reflecting our belief that diversity of thought, background and perspective make HSBC a stronger organization
Corporate Sustainability: We build our business for the long term by balancing social, environmental and economic considerations in the decisions we make