Relationship Manager- Commercial Banking
HSBC Group
Quebec City, Quebec, Canada, North America
11h ago


HSBC Bank Canada, a subsidiary of HSBCHoldings plc, is the largest and leading international bank in Canada.HSBC serves customers worldwide through aninternational network of around 3,800 offices in 66 countries and territoriesin Europe, Asia, North and Latin America, and the Middle East and North Africa

We help companies and individualsacross Canada to manage their finances through three global business lines : Commercial Banking, Global Banking and Markets, and Retail Banking and WealthManagement.

It’s this global connectivity that youwill find yourself inspired and collaborating with colleagues not just locallybut also across continents and cultures.

HSBCCommercial Banking (CMB) has an extensive network that covers three-quarters ofglobal trade flows. It operates in 54 countries and territories, covering thedeveloped and developing markets that matter most to our customers.

Through ourteams we connect businesses to opportunities, helping them thrive and grow. Wework with a wide range of customers, from mid-market companies to largemultinationals, providing them with the tools they need to functionefficiently.

These include global trade and receivables finance, globalliquidity and cash management, multi-currency accounts, commercial cards,overdrafts, working capital finance, insurance, term loans and syndicated,leveraged, acquisition and project finance.

Relationshipmanagement is at the heart of our business and these teams work closely withcustomers to build an in-depth understanding of their needs.

Key Objectives for Relationship Manager- Commercial Banking :

Thejobholder is expected to acquire, retain and expand relationships withcustomers we want to bank within Business Banking profitably, by identifyingcustomer needs first and then recommending appropriate solutions for thecustomer to consider and accept.

The jobholder’s portfolio will consist of both domestic and internationalrelationships and the role will involve managing all aspects of therelationship including the inherent credit and operational risks.

The jobholderwill be responsible for establishing a strong, visible profile within thebusiness area and focusing on the delivery of the Bank’s capabilities withinBusiness Banking.

Principle Accountabilities :

  • Put customers first in all that we do and develop / increase connectivity
  • Own customer engagement; ensure service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC.
  • Optimise the potential value and profitability of existing relationships by assisting in the delivery of solutions, products and services appropriate to meet customer need and to improve customer engagement.
  • Be an ambassador for HSBC and develop the bank’s profile in the local business community.
  • Take a proactive approach to client planning collaborating effectively with products partners and colleagues to assess customer needs and delivering appropriate solutions.
  • 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, sales processes, customer literature & correspondence, financial promotions, administration and complaint handling.
  • Establish an effective dialogue / working relationship with Risk Management teams in order to build a sustainable asset growth.
  • Participate in internal and external business events, road shows and seminars as required by the business
  • Enhance the Bank’s image in the marketplace to build key relationships with third parties , and in conjunction with management, establish strong relationships with HSBC customers / prospects and accountants / lawyers, Trade Advisors etc
  • Ensure early identification of problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests
  • Work as an integrated member of the Business Banking team.
  • Lead, inspire and motivate junior colleagues to ensure a seamless relationship management service is delivered all customers and proactively share knowledge, experiences and best practices with junior Relationship Managers (RMs).
  • Live the Group Values.
  • Act as an ambassador for the team and contribute fully to its development, effectiveness and success.
  • Support new and existing colleagues promoting and contributing to an engagement culture.
  • Coach and provide development support to other RMs and support officers, taking a genuine interest in their progression.
  • Maintain excellent communication with Group colleagues to ensure a joined up approach to identifying and capturing cross border opportunities.
  • Provide active feedback to seniors on process, operations, risks etc and make recommendation as to how these can be changed to secure the customer and the bank.
  • Promote an environment that supports diversity and reflects the HSBC brand.
  • Adhere to structures and processes in place for the management of credit, operational, reputation and regulatory risk.
  • Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credit facilities, in order to ensure usage is in accordance with approved terms and conditions.
  • Ensure credit and operational quality is not compromised in the pursuit of income
  • Ensure operational losses and fraud are minimised
  • Respond within agreed timelines to issues raised by audit and external regulators.
  • Ensure timely and accurate maintenance of customer information, including Know Your Client (KYC) requirements in Group systems
  • Resolve any / all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.
  • 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.
  • Maintain awareness of operational risk within assigned portfolio and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting.
  • Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.
  • 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.
  • Ensure all sales and prospecting activity documentation is complete to provide performance tracking and targeting future sales efforts.
  • Liaise with direct service channels if / when appropriate to certify and deliver an outstanding service to customers.
  • Compliance with and management of sales suitability risks and requirements
  • Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements
  • Ensure that all employees are aware of and effectively identify and manage applicable money laundering (ML), terrorist financing (TF), sanctions and reputational risks.
  • Complete other responsibilities, as assigned.
  • Qualifications

    Knowledge & Experience / Qualifications :

    Essential :

  • Total experience of 4-5 years of which min. of 2 years in managing commercial relationships
  • Knowledge of the HSBC’s Business Banking (BB) products and services.
  • Excellent communication skills in both French and English
  • Proven ability in identifying and meeting customer needs through a broad range of products and services.
  • Proven analytical ability, with experience of credit or relationship management within the BB sector.
  • Proven level of business acumen and commercial awareness including economic, cultural, procedural and regulatory issues
  • Desirable :

  • Broad knowledge of HSBC’s Group capabilities and CMB’s proposition and product capabilities.
  • Good understanding of the local and international Commercial’ environment, with a passion for understanding a broad range of industries and businesses and a determination to keep this knowledge updated.
  • Proven ability to innovate and deliver creative and flexible customer solutions.
  • Ability to differentiate from the competition through the delivery of a responsive and proactive relationship management service and to engage with clients at both a strategic and transactional level.
  • Excellent interpersonal skills, with a particular emphasis upon inspiring, influencing and negotiating in dealing with customers and colleagues.
  • Ability to effectively plan and organise, with tenacity to drive through results.
  • Entrepreneurial and innovative with a flair for solving problems.
  • Excellent communication skills, including written, verbal, and the ability to deliver compelling presentations.
  • HSBC Proud

    In2018, HSBC Bank Canada was named one of the Best 50 Corporate Citizens inCanada by Corporate Knights magazine. HSBC was also the first company tobe recognized as a top performer in gender diversity within the financialservices sector, as part of a new Corporate Knights initiative to recognizeleaders in this space.

    Join HSBC, and benefit from thefollowing :

    Career Development : Within your current role, as well asCanadian and international opportunities

    Company Reputation : Offering prestige, strength, andlongevity

    Business Growth : Underpinned by our drive, and the highestbanking standards

    International Connectivity and impact : Build globalrelationships and be a part of international initiatives

    A diverse workforce : Reflecting our belief that diversity ofthought, background and perspective make HSBC a stronger organization

    Corporate Sustainability : We build our business forthe long term by balancing social, environmental and economic considerations inthe decisions we make

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