Sales Manager - São Paulo, Brasil - HSBC

Descrição

About the role:

• To maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative Global Payments Solutions to a defined portfolio of clients thus maximizing commercial profitability and relationship depth. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group:

• To be recognized as a Global Payments Solutions specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility.

• To act as a lead sales representative on opportunities with key clients and/or deals

• Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary.

• To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions to a sector of HSBC's Global Banking & Markets (GBM) clients.

• Responsibility for pricing, reviewing and negotiating the full range of cash management services for clients, together with effecting any cost reduction initiatives required by the HSBC Group. The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a portfolio within the GBM Corporate Sector.

Responsibilities:

• To broaden and deepen client relationships

• Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation

• Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group.

• 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 GLCM regional and global business.

• Develop and maintain relationships with key clients including a robust coverage programme

• Be an ambassador for HSBC and develop the bank's profile in the local 'International Business' community.

• Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service

• Ensure fairness in all aspects of strategy, product design & delivery, customer literature & correspondence, financial promotions, administration and complaint handling.

• Participate in internal and external business events, road shows and seminars as required by the business

• Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team.

• Enhance the teams' productivity and sustain a high quality client-centric service culture.

• To manage own performance and self-development.

• To keep line management informed of progress/major obstacles towards progress on sales targets.

• Fostering a sales culture throughout the Team.

• Input into setting of annual objectives and monitoring own performance and success.

• By providing guidance and technical recommendations in support of Credit Applications ensuring that the facilities are structured to minimise risk whilst optimising income. Also by assisting them with their own marketing initiatives, including visiting prospective clients.

• Promote an environment that supports diversity and reflects the HSBC brand.

About the role:

• To maintain and enhance existing revenue streams and develop new revenue streams by identifying and selling innovative Global Payments Solutions to a defined portfolio of clients thus maximizing commercial profitability and relationship depth. This will include contributing to the pricing, reviewing and negotiating the full range of cash management services together with effecting any cost reduction initiatives required by the Group:

• To be recognized as a Global Payments Solutions specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility.

• To act as a lead sales representative on opportunities with key clients and/or deals

• Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary.

• To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions to a sector of HSBC's Global Banking & Markets (GBM) clients.

• Responsibility for pricing, reviewing and negotiating the full range of cash management services for clients, together with effecting any cost reduction initiatives required by the HSBC Group. The jobholder is ultimately responsible for new sales revenue and the retention and growth of existing clients and income aligned to a portfolio within the GBM Corporate Sector.

Responsibilities:

• To broaden and deepen client relationships

• Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation

• Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group.

• 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 GLCM regional and global business.

• Develop and maintain relationships with key clients including a robust coverage programme

• Be an ambassador for HSBC and develop the bank's profile in the local 'International Business' community.

• Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service

• Ensure fairness in all aspects of strategy, product design & delivery, customer literature & correspondence, financial promotions, administration and complaint handling.

• Participate in internal and external business events, road shows and seminars as required by the business

• Enhance and nurture strong business relations. Set an example by supporting and motivating colleagues within the team.

• Enhance the teams' productivity and sustain a high quality client-centric service culture.

• To manage own performance and self-development.

• To keep line management informed of progress/major obstacles towards progress on sales targets.

• Fostering a sales culture throughout the Team.

• Input into setting of annual objectives and monitoring own performance and success.

• By providing guidance and technical recommendations in support of Credit Applications ensuring that the facilities are structured to minimise risk whilst optimising income. Also by assisting them with their own marketing initiatives, including visiting prospective clients.

• Promote an environment that supports diversity and reflects the HSBC brand.

Requirements

• Strong knowledge of local and regional cash management and clearing services, products and techniques.

• Proven Sales Record

• Relationship Management experience at multiple levels plus a proven sales record

• Proven ability in identifying and meeting customer needs through matching a broad range of products and services

• Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension

• Proven ability to deliver creative and flexible customer solutions.

• Ability to understand a customers business and the fundamentals of running a business

• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues

• Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders

• Excellent time management, planning and organisation skills

• Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations

• Strong analytical and selling skills

• A good understanding of the market & market trends, competitive environment and regulatory environment.

• University Degree/College Diploma in business/finance preferred

• Experience of working in an International Global Banking environment

• Knowledge of Treasury Foreign Exchange

• Broad based knowledge of HSBC Group companies and product ranges

• Knowledge of day to day workings of a Corporate Treasury environment, foreign exchange and payments.

• Broad knowledge of HSBC Group companies and product ranges

• Comprehensive knowledge of the HSBC Group's inter/intra clearing systems