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Job Title: Commercial Real Estate Relationship Manager
Company Name: HSBC
Location: San Francisco, CA
Position Type: Full Time
Post Date: 10/19/2017
Expire Date: 11/18/2017
Job Categories: Banking, Computers, Software, Finance/Economics, Financial Services, Legal, Real Estate, Executive Management
Job Description
Commercial Real Estate Relationship Manager
The role holder works in the Corporate and Commercial Real Estate teams and works closely with the Director and RM to prepare briefing papers, collate and analyze complex financial data an non-financial data on both existing and prospect clients. Will work closely with the Director to successfully close out a deal which includes working on complex documentation (legal, credit etc). The analyst will also focus on lending as well as non-lending income through cooperation and delivery of PCM, Trade and GBM products.

Will adhere to Group values, follow business strategy, operational policies, regulatory requirements, and risk management practices.


Impact on the Business    

  • Meet regularly with customers/prospects to assess financial needs, condition, and opportunities/risks facing the customer business and work with team to ensure they do the same in relation to the transaction      

  • Ensure portfolio pricing is generating appropriate return on RWAs both at a customer and portfolio level     

  • Work closely with the team to structure robust credit facilities for the transaction               

  • Ensure that robust credit structures are in place that will secure and protect the bank while meeting with the customers needs. Identify and strengthen weak structures.

  • To lead and develop a team of CSB analysts to ensure delivery of the team’s financial plan, deliver best in class customer experience in line with the Corporate strategy.

  • To engage/support closely with the RM teams to identify complex deals.

  • To provide practical coaching, advice and guidance to the team to ensure that they have strong credit skills.

  • Manage internal and external regulatory and operational requirements.

  • Identify and mitigate risks or potential risks to HSBC, including but not limited to credit, fraud, operational, and reputational risk.

Customers / Stakeholders

  • Exercise full relationship management strategy on a portfolio of large relationship

  • Manage team of analysts and work closely with RM teams to ensure that business opportunities are identified.

  • Cooperate with Products and other Global Businesses to capture as much business as possible

Leadership & Teamwork

  • Work closely with the RM and the Director to ensure that there is a robust proposal to present to the client.

  • Engage closely with the client to understand the business with a view to structuring a robust proposal for discussion with the client.

  • Pull product partners into the relationship to ensure appropriate coverage by product partners and alignment to agreed account objectives.

  • Provide guidance and assistance to less experienced colleagues.

  • Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.

  • Complete timely and in depth analysis/evaluations of reviews of customer financials and operating risks for all credits in the portfolio

  • Ensure early identification of problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests

  • Active monitoring of facilities and utilization to ensure this is in accordance with approved terms and conditions                                                               

Major Challenges                                                                             

  • Engage closely with the client to understand the business with a view to structuring a robust proposal for discussion with the client.

  • Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.

  • In depth understanding of the market in relation to the clients business

  • Have a robust understanding of complex financials and the ability to structure complex deals

  • Have a robust understanding of complex banking products in relation to client needs (Derivative structures etc)

  • Ensuring all regulatory requirements are adhered to at the highest Group standard.

  • Satisfying internal reporting and MI requests as needed.

  • Constant vigilance in identifying and mitigating financial, operational, fraud risks.          
Qualifications & Requirements

  • Minimum of 3 years experience in managing commercial relationships
  • General knowledge of GTRF, PCM, GB&M, RBWM, and GPB products and capabilities.
  • Good commercial lending, risk assessment, trade finance experience
  • Strong practical understanding of complex financial analysis in relation to commercial lending, and cash flows
  • In depth knowledge of complex credit structures, cashflow analysis, setting ratios and covenants
  • Excellent interpersonal skills and ability to build strong working relationships with internal and external stakeholders
  • Excellent time management, planning and organisation skills
  • Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
  • Strong analytical skills
  • Strong change focus and ability to manage change
  • Good credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
  • Proven ability to deliver creative and flexible customer solutions


  • Bachelors Degree in Finance/Professional accounting qualification
  • Ability to understand a customers business and the fundamentals of running a business
  • Ability to build personal relationships with current and potential clients
  • Knowledge of group systems, including CARM, ClientVision, HORIS, Global Links and GRPT.
  • Knowledge of CMB policies and procedures as per CMB FIM.
  • Wide personal connections and contacts in the market

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Contact Information
Company Name: HSBC
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