Director, Head Of Institutional Client Group, India

Some careers have more impact than others.

If you’re looking for a role where you can continue to make an impression, take the next step at HSBC where your contributions will always be valued. HSBC Global Banking and Markets is an emerging markets-led, financing-focused business that provides investment and financial solutions. Through our international network, we connect emerging and mature markets, covering key growth areas. We partner with our corporate, government and institutional clients to help them achieve consistent, long-term performance. Our products and services include advisory, financing, prime services, research and analysis, securities services, trading and sales and transaction banking. We are currently seeking a high caliber professional to join our team as a Head of Institutional Client Group, India

Role Purpose

• Lead the Institutional Client Group (ICG) coverage business in India, covering Global Banking (GB) clients across Asset Manager, Hedge Fund, Financial Sponsor and Public Sector verticals

• For a select group of clients, either act as a Global Relationship Banker (for India managed names) or Account Manager (for key inbound names) with an aim of developing and growing profitable long-term relationships with clients across ICG

• Drive and execute the global ICG and GBM strategy across the allocated portfolio, in order to successfully defend/service existing mandates, originate new value-added revenue streams, and ensure credit exposure and associated systemic risks are appropriately monitored, controlled and mitigated

• Actively develop, manage and coordinate relationships with key product and coverage colleagues (importantly, expanding beyond India to connect with wider regional and global colleagues), whilst acting as a central point of contact for allocated clients and associated product groups

• Act as a centre of excellence to develop, implement and promote business strategy and risk management initiatives for ICG, whilst alsoproviding guidance to the regional teams and sharing strategic input with senior management.

• Actively participate in local India and regional ASP management forums, whilst collaborating with GB coverage leadership for initiatives related to the broader GB business agenda, as well as people initiatives, as applicable

• Champion and be a vocal advocate for HSBC’s core values, which include supporting the Diversity, Equity & Inclusion (DEI) agenda

• Provide guidance, mentorship and development to junior members of team, both in country and around the region

Principal Accountabilities:

Impact on the Business

• Coordinate origination and execution of activities across the spectrum of Global Banking & Markets products/service.

• Build deep and strategic client relationships to enhance the HSBC franchise

• Manage business relationships including with transactional clients who may be serviced for flow based business

• Drive achievement against targets for revenue generation, product alignment, customer satisfaction and cost containment.

• Identify event driven opportunities on an opportunistic basis, bringing in sector/country expertise as appropriate.

• 
  Collaborate with internal stakeholders, including other GB coverage bankers, Markets & Securities Services, Global Payments Solutions, Global Trade & Receivables Finance, Investment Banking and other product partners to service clients and improve share of wallet

• Actively seek to maximize relationship returns from both existing & prospective clients.

• Actively coordinate and promote local as well as regional initiatives.

• Manage all forms of risk in the client portfolio

• Understand and ensure compliance with all relevant internal and external rules, regulations and procedures that apply to the conduct of the business

Customers / Stakeholders

• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets

• Develop & maintain ‘Trusted Advisor’ relationship and access at key decision maker level for assigned clients.

• Undertake all required activities as directed by line manager or as agreed in annual objectives in support of the betterment of the Global Banking business.

• Work closely with Product Partners and ICG team in region as well as globally

Leadership & Teamwork

• Collaborate with all colleagues to achieve the overall goal of the coverage model.

• Uphold the highest level of integrity and act as a role model for all HSBC values and business principles.

• Share information, knowledge and ideas that may help others.

• Demonstrate a commitment to excellence and perform to the highest standards
  

Operational Effectiveness & Control

• Combine client relationship management with strong risk assessment and management capabilities ensuring the required credit quality & requisite returns on risk.

• Understand and ensure compliance with all relevant internal and external rules, regulations and procedures that apply to the conduct of the business in which the jobholder is involved.

• Minimize and control risks to the Group

Management of Risk

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  Remains aware of the Operational Risk scenario associated with the role and acts in a manner that takes account of operational risk considerations

Observation of Internal Controls

• Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.

• Understands, follows and demonstrates compliance with all relevant internal and external rules, regulations and procedures that apply to the conduct of the business in which the jobholder is involved, specifically Internal Controls and any Compliance policy including, inter alia, the Group Compliance policy

Education background in Finance preferred. A post graduate degree / diploma is a pre-requisite

• A minimum of 10 years of work experience in credit risk / client facing role preferred

• Proven track record of building & developing long term relationships with institutional clients at the key decision maker level – existing client contacts are highly preferred

• Ability to develop a strategic dialogue with clients on a multi-dimensional basis, in order to originate solutions that cover the full-suite of Banking and Markets products

• Knowledge of Global Investors industry in Asia Pacific and exposure to the regulatory environment in region, and in country

• Excellent credit knowledge and portfolio management skills (knowledge of funds credit is a plus)

• Knowledge of HSBC Group and products, and a strong network of contacts across business areas is preferred, but not mandatory

Additional Information

Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required

Useful Link

Link to Careers Site: ClickHERE

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India