Head of GTRF Sales

  • Competitive
  • Kuala Lumpur, Malaysia
  • Permanent, Full time
  • HSBC Bank (M) Berhad
  • 19 Feb 18 2018-02-19

Head of GTRF Sales

Some careers grow faster than others.

If you're looking for a career that will give you plenty of opportunities to develop, join HSBC and your future will be rich with potential. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.

HSBC Global Trade and Receivables Finance (GTRF) is committed to helping companies of all
sizes from every part of the world grow their business across borders. Offering a comprehensive range of forward-thinking supply chain and traditional trade solutions, the business has been repeatedly recognised by the industry's most prominent publications and associations with numerous awards for its strength in combining innovation and service excellence with end-to-end customer solutions.

We now inviting qualified individuals to join this team in the role of Head of Sales , GTRF .

Principal Accountabilities

To assist Trade business development in HBMY, which include all aspects of new GTRF customer acquisition, existing Client Management, GTRF lead generation, sales and activity management, wallet share growth & the structuring of Trade solutions identified within GTRF customer's complex business models to derive maximum profitability and attainment of strategic & operating objectives. To significantly contribute towards the targeted revenue/NPBT by originating new trade business and working with customers to design the most efficient trade solutions.


  • Build / develop / motivate a dynamic Sales Team to deliver all business objectives in a sustainable manner. The incumbent is also expected to mentor and contribute to the success of the Sales Team ;
  • Share latest market intelligence to different business units within Trade and actively plan for any impact these may have on GTRF in Malaysia ;
  • Create and maintain a supportive and encouraging working environment for the team to excel and proactively engage Sales Teams in other ASP sites to mentor, coach & share best practices ;
  • Maintain close proximity to the changing market trends and have an in-depth awareness of operational issues within the market ;
  • Communicate on a regular basis in regards to market & competitor information to the corresponding parties or product teams ;
  • Ensure that all market intelligence that impacts the GTRF business escalated through proper channels to make sure that GTRF is prepared to manage issues such as marketing campaigns, pricing adjustments and new IT systems to remain competitive;
  • Formulate , resource, initiate review sales strategies in line with ASP Trade ;
  • Lead a dedicated GTRF Sales Team with best in class coaching to achieve a high win ratio/ deal closure by preparing the GTRF team to be seen as a credible deal making business unit ;
  • Safeguard the Bank from potential loss by ensuring credit reviews are kept up todate and problem accounts are identified and dealt with early;
  • Maintain HSBC internal control standards, implement and observe Group Compliance Policy and maintain awareness of operational risks ;

Skills & Attributes

  • A highly driven and motivated individual with proven performance track record in sales.
  • Strong coaching and mentoring skills are an advantage.
  • A recognised degree with a minimum of 7 years experience in an executive position; of w hich at least 4 years of Commercial / Corporate Banking experience with exposure in structuring trade facilities for clients. Prior Trade experience is an advantage.
  • Strong negotiation and influencing skills.
  • Good lateral thinking and excellent presentation skills.
  • Excellent communication and interpersonal skills;
  • A team player with an energetic and flexible working style.
  • Internet savvy and strong PC literacy skills