Client Account Manager, Global Trade Solutions
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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.
As an HSBC employee in Australia, you’ll 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, enhanced parental pay and support when returning to work, subsidised banking products and services, bonus leave days and wellness programmes including discounted gym memberships.
Global Trade Solutions (GTS) is a key strategic business for the HSBC Group under CMB, with a history intertwined with almost 150 years of Group history. HSBC is recognised worldwide as “the World's leading and largest trade bank and a Leading player in the receivables finance market”, and its global leadership is unquestionable. By capitalising on the Group’s international network and regional expertise, GTS not only consistently maintains an important internal position as a reliable and relevant income generator, but also receives formal market recognition externally.
As a GTS Client Manager, you’ll be responsible for driving Global Trade Solutions (GTS) revenue growth across an existing portfolio (typically up to 300 customers), identifying incremental opportunities, and delivering strong client outcomes through effective account planning and consultative selling. You’ll work closely with Relationship Managers and a broad range of internal stakeholders (including Product, Client Services, Implementation, Customer Groups, Marketing, Credit and Compliance) to structure solutions that balance risk and return, while ensuring fair customer outcomes and robust risk management.
This role sits within Commercial Banking in Australia and requires a strong understanding of trade and receivables finance, the operating environment, and the end-to-end sales process, with a clear focus on operational excellence, compliance, and customer advocacy.
Responsibilities:
- Maximise revenue growth across an existing portfolio through opportunity identification, conversion and utilisation management.
- Develop and execute robust account management plans, including calling plans, to achieve portfolio growth and wallet share gains.
- Identify and progress new sales opportunities, structuring appropriate solutions that balance risk and return.
- Manage an end-to-end sales pipeline in line with internal sales processes, ensuring effective closure of deals to capture revenue.
- Conduct annual and periodic reviews, proactively managing portfolio risks and escalating issues to senior management where required.
- Partner closely with Relationship Managers and internal stakeholders (Product, Client Services, Implementation, Credit, Compliance and others) to deliver coordinated client solutions.
- Maintain awareness of regulatory, legal, tax and audit considerations impacting customers and provide guidance where appropriate.
- Ensure all sales and account management documentation is complete, accurate and stored appropriately to support performance tracking and compliance requirements.
- Promote a strong risk and compliance culture, ensuring fair customer treatment, sales suitability, and effective management of financial crime and reputational risks.
- Liaise with Client Service teams and Centres of Excellence to support outstanding service delivery and client satisfaction.
Requirements:
- Extensive knowledge of global trade and receivables finance products, services, techniques and market trends.
- Strong understanding of the competitive and regulatory environment and detailed knowledge of GTS front and back-office processes.
- Detailed knowledge of credit and risk, including risk mitigation techniques; ability to liaise to obtain credit approvals supporting GTS facilities (which may be significant in size).
- Proven senior-level sales and client management experience, including engagement with senior executives and a strong sales track record.
- Demonstrated ability to identify customer needs and deliver creative, flexible solutions across a broad product set.
- Strong credit assessment skills, particularly for complex and structured facilities with an international dimension.
- Strong business acumen and commercial awareness, with the ability to understand customers’ businesses and fundamentals of running a business.
- Excellent interpersonal, stakeholder management and communication skills (written, verbal and presentation).
- Strong analytical capability, with effective time management, planning and organisational skills in a fast-paced environment.
- Bachelor’s degree (desirable) and GTS-related industry qualifications (desirable).
Preference will be given to candidates who hold Australian PR/Citizenship or New Zealand Citizenship, or who can demonstrate current unrestricted work rights in Australia without limitations.
We value different perspectives, we succeed together, collaborating across boundaries, we take responsibility, holding ourselves accountable to get things done. Through these values, HSBC is committed to building a culture where all employees are appreciated 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.
Learn more about careers at HSBC Australia – https://www.hsbc.com/careers/where-we-hire/australia
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