Responsibilities
- Originate and win global, regional and local mandates across Payments, Receivables/Collections, Virtual Accounts, Liquidity (notional/physical liquidity structures), FX for flows, Commercial Cards, and Trade & Working Capital; coordinate cross-sell into lending, Debt Capital Markets, and Securities Services.
- Lead full sales cycle for Global Corporates headquartered in Hong Kong and China off-shore entities in Hong Kong: prospecting, RFPs, commercial/pricing governance, solution design, approvals, documentation, implementation, and revenue ramp.
- Architect cross-border treasury models including in-country cash concentration, intercompany lending/dividend flows, and restricted-market cash extraction playbooks aligned to policy and regulation.
- Mobilise matrix teams across Coverage, Payments Product, Client Service, Implementation, Operations, Tech, Legal, Risk/Compliance to deliver multi-country programs and platform roll-outs at scale.
- Execute disciplined account planning for parent-subsidiary ecosystems; defend wallet share and grow new logos; deliver annual sales plan and margin targets with robust pipeline hygiene and data-driven governance.
- Govern end-to-end risk, credit/KYC, onboarding, and controls across multiple jurisdictions; ensure compliance with local and cross-border policy requirements.
- Represent the brand and franchise in client steering, corporate treasury councils, and industry forums; produce thought leadership on corporate treasury trends and platform modernisation.
Requirements
- Proven success in Hong Kong/APAC cash management or payments sales to Hong Kong Large local corporates and China corporates with complex subsidiary networks; consistent mandate wins and revenue delivery across multiple markets.
- Deep knowledge of corporate treasury: multi-entity account structures, virtual accounts, in-country pooling and overlay structures, cross-border cash concentration constraints, intercompany funding, and dividend strategies.
- Fluency in platform-led selling and connectivity: host-to-host, API, SWIFT for Corporates, real-time rails, ERP/TMS integration, and regional commercialization of digital capabilities.
- Hong Kong market expertise: FPS real-time rails and QR collections for HKD/CNH, RMB/HKD flows, and corporate treasury center practices serving primarily Hong Kong parented names and China off-shore names.
- Executive presence and consultative sales capability to engage Treasurers/CFOs and shared-service stakeholders; strong pricing, deal structuring, and value quantification.
- Command of credit, GAAP/statutory financials, capital structure and ratings, and transaction banking documentation and controls, including service and liquidity agreements.
- Matrix leadership across coverage/product/ops/tech with rigorous CRM discipline and pipeline governance; experience scaling regional programs and multi-country implementations.
- Language: English fluency; business Mandarin frequently required for stakeholder engagement; Cantonese advantageous for Hong Kong operations.
- Credentials: Bachelor's degree; Hong Kong-relevant professional certifications (e.g., HKIB) are advantageous.
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Issued by The Hongkong and Shanghai Banking Corporation Limited.
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