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Business Descriptor

HSBC is the largest trade and receivable finance organisation in the world, offering a comprehensive range of traditional and structured trade solutions. Global Trade Solutions (GTS) vision is to ‘connect the world through trade’ by bringing the future of trade to our clients.

The role will be responsible for structuring the distribution/ syndication of complex & innovative /bespoke deals across GTS product space with specific focus on Structured Trade Finance transactions such as Inventory Financing, Leasing and Non-bank Financial Institutions trade related financing. The role holder will create, build and scale distribution with new solutions and structures.

The role holder will drive collaboration with internal and external stakeholders to share expertise and strategic guidance on the sector, while strenghening our client relationships and shaping our market expertise on trade finance in this sector.

The role will report to the Regional Head Trade Asset Distribution, Asia.

Principal Responsibilities

• Sector Expertise/ Impact on the business

Structuring expertise

• Excellent understanding of GTS Structured Trade Finance products and good understanding of other GTS Products and solutions, including import and export financing, Documentary Credits, Guarantees and Commodity Trade Finance.
• Ability to structure bespoke and innovative solutions across sectors, products and geographies alongside embedding distribution. Understand the related legal clauses and documentation involved in structuring bespoke multi geography solutions
• Ability to assess risk dynamics of clients and deals and build adequate risk mitigants to enable a sustainable and risk acceptable structure for the bank and the client
• Ability to work with senior stakeholders at the clients end, understand their needs, structure bespoke solutions (multi-geography) and co-create innovative propositions to meet client requirements.
• Thorough understanding of regulatory framework and expertise in implementing multi-geography, multi-product deals

Distribution Expertise

• In depth knowledge and experience in Trade Asset Distribution from large scale deal origination and sell down. Good understanding of bilateral risk distribution techniques as well as insurance products.
• Good knowledge of the process of transferring/selling trade risks including legal risks and clauses. Strong understanding of how the secondary market operates and awareness of investor trends and dynamics.
• Excellent knowledge of how distribution (mitigation or transfer) can help to reduce or eliminate risks in order to achieve for example credit, cross border or balance sheet relief
• Work closely with Frontline sales managers and grow business volumes and drive balance sheet velocity
• Professionally and technically solid, must be able to easily interact with sophisticated stakeholders such as Financial Institution investors as well as clients to promote value of distribution
• Actively manage the risk distribution and risk participation pipeline and facilitate the structuring of complex trade transactions on an end-to-end basis; this covers from deal origination, namely, client needs and solution finding, to coordinating and supervising proper execution by Operations
• Oversee the Trade Asset Distribution (TAD) in India, covering participation in and distribution of trade risks and Indian trade assets.
• Represent TAD team in external market bodies/events/conferences to develop market intelligence and establish strong market presence

Sector expertise

• Be in the inhouse sector expert on GTS global priority sectors, supply chains, regulatory environments and working capital needs
• Understand current economic trends and impact on HSBC to identify key levers to capitalise on opportunities or minimise downside exposure
• Drive industry leading best practices across the GTS and Bank network through partnership with internal teams as well as external industry experts, to generate insights and solutions
• Closely follow the development of ESG solutions for trade finance to embed them in solutions offered to external investors
• Up skill sales force to drive strategic client conversations via regular teach in sessions, improving client understanding
• Actively promote TAD value proposition with internal stakeholders through regular calls, sessions, and e-mail communication to raise awareness
• Customers/ Stakeholders (Internal/External)
• Work closely with senior client contacts to understand their needs and structure bespoke solutions to match their ask.
• Support Front Line Sales Managers in pitching and structuring GTS transactions in Asia primarily for Structured Trade Finance transactions (however not limited to this product suite) 
• Coordinate multi-disciplinary teams and stakeholders in order to structure the distribution element of multi-currencies and cross border transactions
• Manage investor relationships (Financial Institutions, Non-Bank Financial Institutions, and private funds) including identifying and developing new relationships with potential investors in the secondary market
• Develop the network of key stakeholders, including Global Trade Solution Sales Managers, CIB Relationship Managers, Country Heads of Trade, Regional Head of Product Management, Financial Institutions Group Relationship Managers and Sales Managers, GTS Services, and other key risk stewards
• Management of Risk (Operational Risk / FIM requirements)
• The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation.
• This will be achieved by consistently displaying the behaviours that form part of the HSBC Values and culture and adhering to HSBC risk policies and procedures, including notification and escalation of any concerns and taking required action in relation to points raised by audit and/or external regulators.
• 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 modern technology.
• The job holder demonstrates adherence of Regulatory & Compliance matters and maintain awareness of operational risk and minimize the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting in accordance with GTS FIM.
• Observation of Internal Controls (Compliance Policy / FIM requirements)

Maintain and observe HSBC internal control standards, implement, and observe Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Foster a compliance culture and implement Group Compliance Policy by managing compliance risk in liaison with the Head of Group Compliance, Regional Compliance Officer, or Local Compliance Officer, ensuring adequate compliance resources are in place and training is provided, and optimising relations with regulators.

Role Requirements / Education Qualifications / Certifications / Experience:

The base location of this role is India.

Qualifications & Skill Requirements

• Bachelor’s degree in business, related field, or equivalent experience
• Good knowledge of Trade Products and Services such as Letters of Credit, Guarantees, Receivables Finance, Supply Chain Solutions, Structured Finance
• Good knowledge of Receivables Finance trade structures and acceptable underlying debt instruments
• Past working experience in a correlated role, i.e. either GTS sales, structuring team and/or distribution, syndication or Portfolio Management
• Experience in a Global bank structuring complex multi-jurisdictional transactions
• Experience of working towards targets and willingness to be assessed against dedicated achievements
• Robust understanding of the secondary market, established presence, credibility, and recognition in the market
• Knowledge of Credit Risk Management, good to have experience in managing credit exposure
• Business oriented, sales experienced, displays strong commercial awareness
• Excellent organization skills, planning capacity and time management
• Excellent communication skills: must be able to clearly articulate ideas and persuade with robust arguments
• In depth knowledge of relevant regulations impacting the business, and the lending and credit approval process and Global Standards
• Maintain macroeconomic awareness of secondary market trends, dynamics, investor activity, risk appetite, pricing analysis, country risk and ratings, liquidity positions

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India