Director, Institutional Client Group, Australia & New Zealand

Director, Institutional Client Group Australia & New Zealand

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 Corporate and Institutional Banking is a 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.

Taking on the role of Director, Institutional Client Group Coverage (ICG) with our Corporate & Institutional Banking business, you will work closely with the Head of ICG to deliver on the business’ ambitious five year growth strategy. In doing so, you will collaborate with leaders and relationship managers in coverage and product to continue to strategically build the book with strong potential clients. The role will also see the successful candidate ownership for a number of key accounts, and will be the responsible banker for those names.

You will also be leading a small team of bankers, to drive business performance, growth and transition over the next five years whilst developing HSBCs institutional client engagement, origination and distribution strategy.

This is an exciting time to be taking on this role, being part of a strong client service orientation, transforming our focus to act on client feedback and become the trusted client support across our full suite of products.  With exposure to HSBC’s global network, the career opportunities are endless.

Your main responsibilities will include: 

• Managing a portfolio of accounts, including some of HSBC’s most significant institutional relationships.
• Working with team leadership to continually assess and redefine the strategy for ICG to grow our business in the Institutional space across Australia and New Zealand.
• Analysing our meeting revenue and return targets via in depth ongoing analysis of products contributing to the revenues for each client and understanding the importance of driving ancillary revenues whenever we need to utilise balance sheet for our clients.
• Driving the right behaviors around recording activities and managing data related to client engagement, revenues and balance sheet usage across our client book.
• Collaborating with management, product owners and colleagues locally and globally to drive the best outcomes for all stakeholders.
• Driving professional and career development of each team member, equipping team members to build client relationships and product expertise, supervising activities across client engagement and portfolio management.
• Promoting a strong speak up culture, including identification and management of business risks.

To be successful in this role you will need:

• Significant experience in Institutional / Financial Institutions banking either in Coverage or Product at Director level, covering public sector, insurance and NBFI sectors, able to adapt to the nuances and requirements of each, to understand their pain points and position HSBC as a solution provider.
• Proven ability to develop substantial business for the Group across a full range of products, consistently meeting and exceeding client expectations through superior service, identifying cross sell and business growth opportunities.
• Strong communication skills, both verbally and in writing with a variety of audiences, enabling you to build effective relationships and exercise influence both internally and externally.
• A track record of building & developing successful long term client relationships including with key decision makers, developing a multi dimensational strategic dialogue.
• Demonstrated people leadership experience, with the ability to inspire and drive top performance through coaching and mentoring direct reports with regular check ins and a focus on risk excellence.
• Strong knowledge of HSBC’s Banking products, with ability to quickly learn new or unfamiliar product, supported by a strong internal network.
• Extensive knowledge of the financial services industry and exposure to global markets and the impacting regulatory environment.
• Excellent portfolio management skills with the ability to work to tight deadlines.
• Advanced understanding of risk management and risk mitigation.
• Tertiary qualifications in a relevant discipline.

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

As an HSBC employee in Australia, you will have access to tailored professional development opportunities, competitive pay, an embedded flexible working culture and a range of employee benefits. These include market-leading subsidised private health cover, free salary continuance insurance, share match equity scheme, enhanced parental pay and leave offering, subsidised banking products and services, bonus leave days and wellness programmes including discounted gym memberships.

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.

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. #LI-HSBCMH