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Job Title: Senior Business Development Officer - Asset Based Lending
Company Name: HSBC
Location: Los Angeles, CA
Position Type: Full Time
Post Date: 02/17/2018
Expire Date: 03/20/2018
Job Categories: Banking, Computers, Software, Finance/Economics, Financial Services, Information Technology, Legal, Sales, Executive Management, Research & Development
Job Description
Senior Business Development Officer - Asset Based Lending
The role utilizes a professional network to identify and develop potential asset based lending (ABL) prospects in the region.  Once leads are identified, this role will work in tandem with the ABL Underwriting team and respective regional CMB team to structure and underwrite secured, monitored credit facilities (working capital lines, term facilities, etc.) which both meet a prospective client's liquidity needs and HSBC's credit appetite.
 
This role will be responsible for ensuring the delivery of the strategic execution of the corporate bank's vision by focusing on costs & operational efficiency, deepening our wallet and leveraging our expertise in specialized finance with selective and careful investment in high value segments & a sharper focus on working the sponsor and management relationships to capture all ancillary opportunities. In addition the role is required to cultivate and develop a broad referral network within the region and partner with other teams to develop prospect lists for the purpose of improving deal flow in the region.  This role will have specific calling goals and annual revenue generated targets.
 
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
  • Responsible for cultivating relationships with Relationship Managers and their Asset-Based Lending prospects.
  • 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.
  • Work with a 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
  • 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
  • Significant interaction with Executive Management within CMB, across the country as well as interaction with Executives in other country Group offices globally.
Leadership & Teamwork
  • Provide visible and motivational leadership
  • Use appropriate Group performance management tools to undertake individual performance reviews to maximise effectiveness of the team.
  • Take a hands-on approach to coaching, ensuring development activities are a high priority with regular & productive use of Personal Development Plans with appropriate follow up, setting a personal example.
  • Fully commit to develop a strategically aware mindset of the team.
  • Promote a collective and inclusive culture to spread experience & best practice.
  • Ensure development activities are a core priority and enable all team members to take reasonable time for learning and developmental activities.
  • Coordinate/participate/pull product partners into the relationship to ensure appropriate coverage by product partners and alignment to agreed account objectives. Actively coach teams to do the same with their relationships
  • Provide active feedback to seniors on process, operations, risks etc and how these can be changed to secure the customer and the bank.
  • Work closely with team to structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
  • Ensure that the team complete timely and in depth analysis/evaluations of reviews of customer financials and operating risks for all relationships in the portfolio
Operational Effectiveness & Control
  • To continually manage and reassess the operational and compliance risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology.
  • Monitor the consistent application of Group policy and manage all regulatory, financial and legal risks in the region.
  • Driving efficient, accurate and timely processing of client requests and transactions
  • Driving all internal review and/or external regulators’ requirements to ensure they are dealt with dealt with in an accurate and timely manner
  • 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
  • To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators.
  • Complete other responsibilities, as assigned. 
Major Challenges
  • Growing sustainable income in a careful, considered and thoughtful manner whilst complying with the Bank’s risk appetite statement and building a balanced portfolio of risk and non risk product revenues.
  • Driving and demonstrating effective client interaction at main board room levels
  • The role holder will be required to deal with sophisticated financial solutions and varying financial needs and credit risks of clients engaged in event driven transactions. Therefore the role holder must have a broad knowledge in business operations and banking services but in depth knowledge of complex credit structures, Treasury and GB products and Trade as the role holder must gain the confidence of the customers’ decision makers so they are regarded as a key first point of senior contact.
  • Cross border servicing is expected to be high with a view to connecting the client across the group is key. Keeping the client engaged is a major challenge.
  • Interacting/engaging with product partners at all times is key to ensure that clients have the appropriate products and cross sell is at its maximum.
  • The role holder will be expected to have wide connections within and outside of HSBC to maximize business development opportunities.
Management of Risk
  • Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.
  • The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation.
  • The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk.
  • This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring.
  • Also by addressing any areas of concern in conjunction with line management and/or the appropriate department
Observation of Internal Controls
  • Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.
  • The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation.
  • The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk.
  • This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring.
  • Also by addressing any areas of concern in conjunction with line management and/or the appropriate department


HSBC is blazing the trail for African-American colleagues, check it out: https://youtu.be/NnvZ77DbfXQ

As you complete your online application, please use source code: Historically Black Colleges and Universities. If you would like to notify HSBC's Diversity Recruiting team of your application, please e-mail diversity.recruiting@us.hsbc.com.

Qualifications & Requirements

Essential




  • Minimum 10 years of banking experience in an executive position with exposure in sales, commercial lending, trade finance, and Asset Based Lending.

  • Minimum of 6-8 years’ experience in managing commercial relationships
  • Minimum of 5 years of Asset Based Lending experience.
  • Series 79 and 63 licenses required. On an exception basis, a 120 day contingency may be granted solely at management's discretion (with no client discussions on investment banking products). Licenses are required to discuss and/or offer investment banking opportunities with potential and existing customers.
  • Strong understanding of all commercial banking products & services, credit assessment processes, approvals, etc
  • Strong working knowledge of complex transactions and credit structures
  • Robust understanding in all banking products, especially GM, GB , PCM, Trade, Private Banking, Insurance, and wealth management products
  • Good commercial lending, risk assessment, trade finance experience
  • Wide personal connections both internally and externally
  • Excellent level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
  • Ability to interact with business customers at a senior and strategic level
  • 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
  • Ability to understand a customers business and the fundamentals of running a business

Desirable




  • Business related degree and regulated sales qualification (as relevant to each market)

  • Knowledge of CMB’s international proposition / product capabilities.
  • Broad knowledge of HSBC Group capabilities.

EEO/AA/Minorities/Women/Disability/Veterans

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Contact Information
Company Name: HSBC
Website:http://hbcuconnect.com/resumes/?cid=61&job_id=11437087
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