Regional Head of Institutional Sales Americas - GPS

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Overview and Role Purpose

Global Payments Solutions (GPS) is a strategically important business for HSBC and plays a key part in the Group’s global leadership in transaction banking, utilising its powerful international network to connect east and west. GPS (Global Payments Solutions) serves over 40k corporate and institutional companies, and 1.5m business banking clients, in over 50 markets globally. Global Payment Solutions (GPS) has strong growth aspirations. The FY25 revenue of over USD15Bn and Deals Won of cUSD1.6Bn (Corporate) & cUSD470m (Institutional) signify significant growth upside and complexity of solutions, which the Sales organisation is expected to deliver. 

The business is uniquely positioned to help clients make payments across borders, across currencies and regulations, quickly and cost effectively with dedicated in country and regional support. Our expertise in this area is repeatedly recognised by the industry’s most prominent publications and associations with numerous global, regional and country awards.

We are currently seeking an ambitious professional to lead the Americas in the role of Director, Regional Head of Institutional Sales. The jobholder is responsible for delivering the GPS Institutional client’s growth in Americas (USA, Mexico, Brazil, Chile, Uruguay), covering multiple sub-sectors, such as Banks, Insurance, Asset Managers, Securities Services, Hedge Funds, Private Equity etc.

The role holder is a senior leader in sales team. Working with the Global Head of Institutional Sales Business Management;  and Regional Heads of GPS (Global Payments Solutions) USA and LAM, the role holder is responsible for setting the regional strategy, covering all aspects of business and revenue growth, client engagement, risk management, complex solutioning, corridor engagement and business performance. The role demands are high, requiring the ability to navigate a complex management hierarchy and global & regional footprint, with challenging deliverables and timelines, working across time zones.

Scope of Responsibilities
Impact on Business / Function

•    Strategic and proactive leadership of the GPS (Global Payments Solutions) Institutional Sales organization in Americas, across sub sector and/or geographically aligned teams
•    Drive and deliver revenue, deal origination and balance growth, achieve Annual / FRP targets, ensure an optimal balance of NFI (Net Fee Income) and NII (Net Interest Income), proactively manage costs, and achieve and exceed KPIs while building a sustainable business model
•    Position HSBC as the top provider of payments and cash management offering for global and local institutional clients through an appropriate marketing strategy to ensure number 1 ranking 
•    Develop increasingly more advanced and tailored solutions for our clients, ensuring a world-class customer experience and deepening of customer relationships
•    Represent GPS (Global Payments Solutions) at relevant governance committees / investments forums and events and act as a GPS (Global Payments Solutions) champion to ensure that key objectives are prioritized appropriately within CIB

Customers / Stakeholders

•    Responsible for direction of the industry/sector sales effort and coverage of institutional clients. Drive origination and build / maintain relationships with key existing and new customers. Identify opportunities to extend innovative and fit for purpose GPS (Global Payments Solutions) solutions, ensuring overall customer satisfaction
•    Drive excellence of execution across the region, to bring the institutional sales model to life, and embedding the right cost to serve models
•    Establish metrics and ensure effective tracking of HSBC’s competitor offerings and performance. Understand current economic trends and their impact; identify key levers to capitalise on opportunities or minimise downside exposure and increase competitive advances
•    Be an SME on GPS and broader payments industry trends to represent HSBC – GPS (Global Payments Solutions) in client / industry events, roadshows as a Thought Leader
•    Independent engagement with External/Internal Stakeholders, including the wider GPS (Global Payments Solutions) organisation, GPS (Global Payments Solutions) sales exco, Country Heads, and stakeholders in Coverage, CIB, COO (Chief Operating Officer) & CCO (Chief Controls Officer)
•    Collaborate with the wider GPS organisation (Product, Service, Connectivity etc.) and CIB (Corporate and Institutional Banking) Coverage organisation. Build and maintain strong networks with key internal stakeholders and be seen as a key influencer

Leadership & Teamwork

•    Own the regional sales’ people agenda, to deliver incremental business development opportunities and simplify the ways of working
•    Facilitate and maintain a deep understanding of Sales practices, key strengths and any potential or emerging gaps and develop priorities aligned to achievement of GPS (Global Payments Solutions) sales objectives
•    Provide support and guidance in an environment that is often non-routine, delegated and uncertain
•    Uplift sales culture oriented towards complex solutions and deliver the right governance and risk management within the sales teams. Drive and lead a high-performance culture through effective people leadership activities and encouraging cross-regional and cross-business teamwork 
•    Drive tone from the top and develop a strong risk, conduct and speak up culture. Encourage a working environment that supports employee engagement, inspire staff to speak up and improve employee wellbeing
•    Create a clear succession and development plan to identify and develop talent and build a sustainable business
•    Embrace the HSBC How We Lead Principles and live the HSBC values

Operational Effectiveness & Control
•    Ensure adherence to Group policies, procedures, and strategies within GPS (Global Payments Solutions) globally. Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators
•    Continually re-assess the operational risks inherent in the business, taking into account changing economic, market conditions, legal/regulatory requirements, operating procedures, management restructurings and impact of new technology
•    Drive business risk controls and fair outcomes for customers. Proactively develop and execute risk mitigation measures to protect the Bank and its customers

Major challenges

•    A rapidly changing economic, geo-political, regulatory and risk environment, as they relate to customer opportunities and solutions (e.g. fintechs, digital assets and currencies, financial crime risk) and delivering the optimal product proposition
•    Meeting heightened client expectations as demand is focused on a broad range of integrated cash management solutions encompassing disbursements, collections and liquidity management, all delivered through a suite of interoperable delivery channels which can be seamlessly integrated to their own back-office systems. This requires the adoption of a consultative sales focus supported by continuous learning
•    Strong entrenched position of competition in a key market such as USA requiring the ability to tell the story and walk the extra the mile
•    Ensure the ongoing development of the GPS talent in sales team, as well as motivation with particular focus on future development. GPS (Global Payments Solutions) an increasingly competitive product in the marketplace. HSBC’s market leading customer proposition has made it a prime target for competitor, creating high staff turnover which requires strong leadership to manage
•    Executing ad-hoc requests & capturing issues faced while articulating impact to GPS (Global Payments Solutions) and lobby to resolve issues

Experience

•    Substantial and broad client facing experience and hands on delivery of solutions from a transaction banking and & institutional banking perspective
•    Knowledge in the payments, treasury management and banking industry and understanding of broader fintech ecosystem, trends, stakeholder dynamics and consumer preferences 
•    Track record of innovation, delivering high impact results in relation to business development, strategy, cross functional initiative execution and growth initiatives delivery, both regionally and globally 
•    Strong stakeholder management and influencing skills that facilitates strong collaboration. Superior networking with ability to build and maintain influential relationships with senior-level executives at large, complex organizations. Ability and confidence to work with senior management
•    Tremendous written and verbal communications skills proven in the senior-level corporate environment
•    Knowledge of data disciplines and a track record of driving commercial outcomes though data and analytics
•    Ability to demonstrate high levels of resilience, delivering under pressure to tight deadlines in a change oriented, fast paced environment
•    Global mindset, personal passion and ambition for the Group and GPS (Global Payments Solutions), with the flexibility to travel internationally

As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. We offer a competitive pay and benefits package including a robust Wellness Hub, all in a welcoming and inclusive work environment. You will be empowered to drive HSBC’s engagement with the communities we serve through an industry-leading volunteerism policy, a generous matching gift program, and a comprehensive program of immersive Sustainability and Climate Change Initiatives. You’ll want to join our Employee Resource Groups as they play a central part in life at HSBC, including the development of our employees and networking inside and outside of HSBC. We value difference. We succeed together. We take responsibility. We get it done. And we want you to help us build the bank of the future!

Your final fixed pay offer will depend on the candidate and several variables, including but not limited to, role responsibilities, skill set, depth of experience and education, licensing/certification requirements, internal relativity, and specific work location. 

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, race, national origin, ethnicity, disability or medical condition, genetic information, military or veteran service, religion, creed, sex, gender, pregnancy, childbirth, caregiver status, marital status, citizenship or immigration status, sexual orientation, gender identity or expression or any other trait protected by applicable law.