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Commercial Banking - Global Payments Solutions Hang Seng's Commercial Banking (CMB) business provides customized one-stop financial solutions to our corporate customers, from prime small and medium-sized businesses to publicly listed companies.
Global Payments Solutions (GPS) offers a comprehensive range of cash management services from account and deposit management, payments and remittance, collection and receivables services, liquidity management and digital channel solutions to our corporate and commercial banking customers. We provide tailored solutions to our corporate customers as well as industries sector specific solution to our commercial banking customers. We are responsible to drive liabilities growth for the Commercial and Global Banking segments through the provision of leading cash management solutions to them. We are also steering the transaction banking FX growth for the bank. We focus on our customers' needs in Greater China and aim to be the chosen one-stop cash management partner of choice for our customers across mainland China and Hong Kong.
If you join our Global Payments Solutions business, you will have the opportunity to develop as a world-class professional cash management specialist. You will also have ample opportunity to learn the technical skills and knowledge of cash management, while gaining great exposure to customer management by understanding customer needs and tailoring solutions for them. Global Payments Solutions provides a solid and rewarding career as a transaction banking specialist.
We are currently seeking a high caliber professional to join our team as
Head of Sales, BBD, GPS.
Principal responsibilities - Performance and Quality Management
- Lead the GPS Sales Team within the Business Banking segment to solicit new cash management business and provide tailored solutions to commercial customers.
- Deliver team financial and non-financial targets, contributing to the overall success of the business unit.
- Maintain a comprehensive record of sales momentum to track performance and ensure high sales quality.
- Partnership and Collaboration
- Foster strong partnerships with the Commercial Banking Coverage team and Global Payments Solutions (GPS) Product , Implementation and Digital teams to identify and develop new business opportunities.
- Collaborate across functions to enhance sales strategies, manage the deal pipeline, and improve conversion techniques.
- Client Relationship Management
- Build and manage a robust customer portfolio, deepening wallet shares through strategic product and market penetration strategy for Business Banking segment.
- Coach teammate need-based advisory approach to understand customer requirements and deliver appropriate cash management solutions; replicate success across the team and expand in scale.
- Product and Market Expertise
- Demonstrate strong expertise in digital commercialization, including market-trended scopes such as API.
- Provide expert product advisory together with teammates to drive GPS product solutions, including payment, collection, liquidity solutions, and digital connectivity.
- Stakeholder Engagement
- Independently lead the end-to-end GPS advisory sales process with senior stakeholders, both internally and externally, including industry presentations and portfolio planning.
- Manage stakeholder relationships across various departments to align with the Bank's strategies.
- Strategic Planning and Development
- Develop strategic portfolio plan for growth and work with team members to build sustainable pipelines to increase fee and deposit balances.
- Feedback and Market Intelligence
- Provide feedback to Global Payments Solutions Product teams on market trends and client-specific requirements to drive product enhancements.
- Advise relationship management teams on market trends, competitor landscapes, and regulatory changes to respond to emerging customer needs.
- Leadership and Team Development
- Manage the performance of subordinates, fostering an effective and professional workforce to support business growth.
- Work closely with Product teams and other internal departments to develop innovative and flexible solutions in a competitive market.
- Participate in marketing campaigns to promote cash management products and services.
- Influence and collaborate with HACN and mainland China customers to promote cross-border cash management solutions.
Qualifications - External Requirements
- Bachelor's degree in Finance, Business Administration, or a related discipline. A university degree or other relevant qualifications are preferred.
- Proven experience in corporate cash and treasury sales management within leading financial institutions, demonstrating proven sales track records along.
- Experience in business/ product management and/or transaction banking products such as global trade or securities services is advantageous.
- Proven sales and marketing experience in commercial business, coupled with solid team management skills.
- Data analytic lead generation and refinement as well as pipeline and revenue ramp up management
- Advanced knowledge of cash management products, including payment, collection, liquidity solutions, and digital connectivity.
- Strong analytical skills with the ability to leverage data-driven insights for business strategy development.
- Solid understanding of payment, collection, and liquidity management solutions. Experience working in China is a plus.
- Ability to work effectively under pressure, meeting Key Performance Indicators.
- Highly motivated and achievement-driven, with the capability to formulate and articulate sales strategies.
- Well-developed consultative selling, communication, presentation, interpersonal, and influencing skills, with a track record in managing complex customer dynamics.
- Strong stakeholder management skills, coupled with sound leadership and interpersonal abilities.
- Excellent communication and organizational skills.
- Fluency in written and verbal English and Chinese (Cantonese and/or Mandarin), with proficiency in Putonghua being an advantage.
- High level of customer-centric mindset, dedicated to delivering exceptional quality services to customers.
- Professional qualifications such as Enhanced Competency Framework (ECF) and/or Certified Banker (CB) under Hong Kong Institute of Bankers (HKIB) would be an advantage.
CMB