Division Head SMEs - Commercial Banking

Role Purpose
The Division Head role manages a team of Relationship Managers (RMs) serving
customers and is responsible for managing and coaching the team for improved
performance and delivering business objectives at a team level. This role
should be supporting in generating leads and identify new business
opportunities to achieve the SME target and deliver the Bank 's SME Strategy.
The role holder's portfolio will consist of relationships Managers in SME and
the role will involve managing all aspects of the relationship including the
inherent credit and operational risks. The jobholder will be responsible to
achieve the Annual Operating Plan targets and key performance indicators,
whilst building a sustainable business model and growth in line with SME
strategic plans through appropriate relationship building, customer contact
plans and pipeline management for new and existing customers

Job Description and Responsibilities
* Prepare and coach Relationship in building an understanding of the client's business, identifying customer needs and delivering fair outcomes
* Observe and assist Relationship Managers to enrich engagement with customers so as to ensure rigorous Customer Due Diligence and maximum mutual commercial benefits
* Observe and assist Relationship Managers to achieve SME target and deliver SME strategy
* Take actions post client engagement, such as providing feedback following client interactions
* Develop a sustainable business growth strategy, focusing the team on maximising the depth and breadth of existing client relationships, with an awareness of cultivating new-to bank opportunities, whilst leveraging our network
* Collaborate with colleagues to deliver appropriate needs-based solutions for customers
* Drive appropriate financial focus of team to enhance revenue growth through both current and new-to-bank clients
* When appropriate, engage in value-adding discussions with high priority clients to facilitate business execution or assist in managing sensitive risk issues
* Lead a team aligned to a common purpose and HSBC values, and delivering fair outcomes for clients
* Manage internal profile (credit risk approvers, peers, product partners, back office, FCC Officer) to facilitate execution of client deals, referrals and management of risk issues
* Confidently manage financial crime risk throughout the client lifecycle by identifying, assessing, accepting, monitoring, escalating and mitigating risk
* Ensure all applicable operational risk HSBC Standards and policies are adhered to by the team, reporting any breaches in accordance with local procedures
* Drive proactive collaboration with product partners, international colleagues, and other Global Businesses to deliver maximum value of HSBC products and services and to contribute to continued servicing of customer needs and deepening the existing relationships
* Credit senior of the team with in depth knowledge of the credit policies and responsible credit decisions/ approving credits for the customer base. Fully accountable for the credit direction which includes documentation, target market identification, due diligence and early problem recognition
* Provide honest, constructive and timely feedback to staff to drive a high performance culture.
* Lead a team aligned to a common purpose and HSBC values, and delivering fair outcomes for clients
Requirements
Required Skills, Experience and Qualifications:
* Minimum of ‎10 years banking experience, preferrably with SME background
* Comprehensive knowledge of the SME business and its related products, local regulations and lending and credit approval process
* Strong leadership and people management skills
* Demonstrates clear and concise written and verbal communication skills
* Able to operate in a complex/ matrix organization
* Ability to drive business by aligning internal resources and decision makers
* Strong communication and client management skills
* Strong influencing and negotiating skills
* Decision making
* Experience with SME clients in the delivery of financing, trade and cash management products
* Solid experience in making balanced risk judgements
* Relationship/stakeholder management with both internal and external stakeholders
* Master degrees are preferrable
* Approved Credit Course or relative certification
* Other courses relevant to the field