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 Senior Director & Team Lead, Corporate Banking:
Commercial Banking (CMB) is at the heart of the Group’s strategy to be the Leading International Bank, and the remit of this role covers our top-end international corporate businesses. The business competes for international business, and the incumbent will have responsibility for complex deal structuring.
The Senior Director & Team Lead, Corporate Banking will report to the SVP & Market Head, Ontario GTA Corporate banking and is given authority to plan, initiate, develop, and drive the initiatives for their client portfolio. They will be responsible for the profitability and performance of their team’s assigned portfolio.
The incumbent is expected to manage a team of Co rporate Banking Relationship Managers and Analysts/Associates to acquire, retain, and grow Middle Market Enterprise (MME) CMB customer relationships for HSBC, while adhering to the Group values, business strategy, operational policies, regulatory requirements and risk management practices.
They are responsible for developing their team to ensure delivery of financial plan and best in class customer experience, in line with the Commercial Banking strategy. They will ensure the acquisition of quality relationships by providing practical coaching, advice and guidance to their team and ensure that they have strong credit skills.
This role represents one of HSBC Bank Canada’s largest mid-market portfolios and is located in Markham, Ontario.
The Role is responsible for managing a diverse portfolio of relationships through a team of RM’s. The role holder will be required to deal with sophisticated financial solutions and varying financial needs and credit risks of the clients. Therefore the role holder must have a broad knowledge in business operations and banking services including in-depth knowledge of complex credit structures, Treasury, Global Banking products and Trade as the role holder must gain the confidence of the customers’ decision makers so they are regarded as a key first point of senior contact above the RM.
Meet regularly with customers to assess financial needs, condition, and opportunities/risks facing the customer business; work with team to ensure that they do the same.
Work closely with team to structure robust credit facilities for the relationship.
Maintain up-to-date and accurate deal pipeline on CV.
Ensure portfolio pricing is generating appropriate return on risk-weighted assets both at a customer level and at a portfolio level.
Ensure detailed client plans for all customers in segment, recording objectives, plans’ and call reports within ClientVision. This should include detailed Client Profiling, Wallet Sizing, defining Critical Account Objectives (CAOs), and actively engaging with Product partners in this effort of preparing a Client Plan.
Generate referrals for their business and other Global Businesses, and drive proactive collaboration with those businesses, product partners and international colleagues to deliver maximum value of HSBC products and services to customers in portfolio.
Keep abreast of external factors influencing international business e.g. economic, cultural, geographical and procedural.
Establish an effective working relationship with Risk Management teams, in order to validate the accuracy of the customer risk profile, and ensure sustainable asset growth.
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. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk.
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.
Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community, ensuring early identification of problem relationships and take remedial action.
Participate in internal and external business events, road shows and seminars as required by the business.
Lead, motivate and inspire the team to achieve the Group strategy and business objectives.
Establish cultural and behavioural excellence and develop high engagement across own team and outside of immediate team, to spread expertise and best practice.
Knowledge & experience / Qualifications:
Bachelor’s Degree in Finance, Economics, Accounting or related fields.
Minimum of 8+ years’ experience in managing complex commercial relationships with international needs.
Relevant experience in managing complex commercial relationships with international needs, with a proven ability to deliver creative and flexible customer solutions.
Proven ability to drive a high performance culture across the team delivering customer and financial objectives.
Excellent interpersonal skills, with a particular emphasis upon inspiring, influencing and negotiating in dealing with customers and colleagues.
Ability to effectively plan and organise, with tenacity to drive through results
Excellent commercial lending, risk assessment, trade finance experience
Excellent time management, planning and organisation skills
Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations.
Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension.
Leadership, performance management and team development.
Commercial Sales Management.
Strong analytical ability.
Visible and motivational leadership.
Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
Knowledge of how MME corporate clients operate
Strong credit skills including experience in cashflow lending, multi-country credit facilities, M&A financing
Knowledge of Global Trade and Receivable Finance (GTRF), Global Liquidity and Cash Management (GLCM), Global Banking and Markets (GBM) and Retail Banking and Wealth Management (RBWM) products and capabilities
Robust understanding of client planning methodology
Knowledge of group systems
Knowledge of CMB policies and procedures
Wide personal connections within the group and outside the group (chambers of commerce and other associations
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