Job Description

Head of Sales, Global Trade Solutions

Some career choices have more impact than others.

At HSBC we exist with the purpose of Opening up a World of Opportunity. We use our unique expertise, capabilities, breadth and perspectives to provide opportunities for our customers and colleagues through global connectivity. We bring together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities and the planet we all share.

HSBC Global Trade Solutions (GTS) is committed to helping companies of all sizes from every part of the world grow their business across borders. Offering a comprehensive range of forward-thinking structured trade, supply chain and traditional trade solutions, the business has been repeatedly recognised by the industry’s most prominent publications and associations with numerous awards for its strength in combining innovation and service excellence with end-to-end customer solutions.

The Head of Sales, Global Trade Solutions is an exciting newly created role, responsible for leading the GTS Sales team to proactively drive growth across all segments of Corporate and Institutional Banking (CIB), originating New-To-Trade relationships.

This is an opportunity for a seasoned people leader with deep knowledge of trade finance, to build on a high-performance sales culture with a team of specialist Sales Directors and Sales Managers. With solid people leadership experience, energy and drive, the Head of Sales will take the team to a whole new level of high performance and sales discipline, to double the business and establish future readiness across multinational and domestic markets.

This role brings the opportunity for international connectivity, building relationships not only domestically but also offshore in an organisation where trade finance and working capital is a fundamental part of our business globally.

Your main responsibilities will include:

• Leading and developing a motivated and high-performing team of Sales Directors and Sales Managers to identify sales opportunities with a focus on originating in segments where no trade revenue exists
• Leading the GTS team to deepen relationships with clients and internal and external stakeholders including Relationship Managers, Coverage bankers and C-Suite executive leaders, to understand needs and increase penetration and wallet share, through building a reputation as trusted advisors
• Developing an understanding of the dynamics of our customers’ businesses and competitive environment, and the consequent impact on GTS’s ability as a business to expand market position and achieve ambitious targets
• Leading the GTS team to identify potential opportunities for up-selling, cross selling and broadening the product coverage in the client relationship, across different segments including mid-cap, global corporates and institutional clients
• Providing industry-leading customer solutions for high-value GTS customers, with a view to increasing and retaining business, through supporting and coaching the team to develop pipelines, calling plans, compelling presentations/pitches and thought leadership
• Regular liaison with colleagues and stakeholders in the GTS network, locally, regionally and globally, providing input into the strategic direction of Sales, Product and Services functions and the overall direction of GTS’s regional and global business
• Continual re-assessment of operational risks associated inherently with the GTS business, maintaining awareness of the applicable regulatory and business environment, business structure and technology, understanding implications and changes as they affect the customers and the Bank

To be successful in this role, you will need:

• Significant experience leading and motivating a team of successful Sales professionals, with a proven track record of leading a high-performance culture, growing trade portfolios across multiple sectors
• Solid local market knowledge of Core Trade, Guarantees and Structured Trade Finance
• Drive and a clear sales strategy and vision to succeed, coupled with strong political acumen
• Excellent financial and analytical capability with the ability to effectively problem-solve and present solutions to customers at C-suite level
• Excellent interpersonal skills to build and maintain trusted client and stakeholder relationships across all levels of a complex matrixed organisation, utilising exceptional verbal and written communication skills and the ability to negotiate and influence
• Ability to hold the team accountable with disciplined sales management, client account planning, follow-through on opportunities and pipeline conversion at pace
• Demonstrated ability to multitask and work both independently and collaboratively with local, regional, and global teams
• Ability to use strong judgement to make good decisions, when under pressure, whilst maintaining service performance, budgets, time scales, and quality of output
• Familiarity working within regulatory frameworks, in a risk aware culture with the ability to keep pace with changing market conditions
• University degree in a relevant discipline and/or significant aligned experience in a sales leadership role
• Candidates with client coverage and people management experience will also be considered

Preference will be given to candidates who hold Australian Citizenship/PR, New Zealand Citizenship, or who can show they currently have unrestricted work rights in Australia without limitations.

HSBC is committed to building a culture where all employees are valued and respected and where opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow in an inclusive environment. Applications from First Nations peoples are encouraged.

As an HSBC employee in Australia, you’ll have access to tailored professional development opportunities, competitive pay and a range of employee benefits. These include market-leading subsidised private health cover, enhanced parental pay and support when returning to work, subsidised banking products and services, bonus leave days and wellness programmes including discounted gym memberships.

Learn more about careers at HSBC Australia – https://www.hsbc.com/careers/where-we-hire/australia

Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website. Issued by HSBC Bank Australia Limited. Please note that HSBC will we never communicate to applicants via non-HSBC channels such as SMS, WhatsApp or Facebook so please be careful if anyone attempts to contact you via these channels.