DescriptionEnglish version belowEnvironnement : Avec des actifs d?environ 3 000 milliards de dollars et opérant dans 64 pays, le Groupe HSBC est l?un des plus grands groupes de services bancaires et financiers dans le monde. Nous sommes plus de 226 000 collaborateurs à accompagner chaque jour plus de 40 millions de clients. Notre stratégie repose sur quatre piliers : capitaliser sur nos succès, accroître la digitalisation, adapter notre modèle opérationnel pour plus d?agilité et simplicité, et mener la transition écologique. Notre mission est de « créer un monde d?opportunités » en responsabilisant nos collaborateurs et en créant et cultivant un environnement inclusif, où chacun peut s?épanouir et se sentir à sa place. Créer un environnement inclusif pour nos collaborateurs, c?est aussi favoriser un bon équilibre entre vie personnelle et professionnelle. Nous avons récemment signé un nouvel accord sur le télétravail, permettant à nos collaborateurs de travailler en présentiel et à distance de façon régulière et flexible. En France, Paris est devenu fin 2020 le nouveau siège d?HSBC Continental Europe. Ce changement renforce le rôle de la France en Europe et permet d?accompagner au mieux nos clients au sein du marché national et des marchés internationaux. HSBC Global Asset Management offre une gamme riche et complète composée de stratégies de gestion actions, obligations, diversifiées, de trésorerie et alternatives. Ces stratégies ont pour objectif de générer des performances robustes et pérennes dans le temps. Nos équipes locales s?appuient sur des plateformes de gestion et de recherche mondiales génératrices d?opportunités d?investissement et d?analyses pointues. La gestion active du risque est au c?ur de tous nos processus d?investissement. Mission : Suivre un portefeuille de clients et participer à l?élaboration et à l?exécution de la stratégie de développement, de croissance de la part du marché et de maximisation du revenu de l?activité Liquidity sur les marchés Benelux (90 % du rôle) et Nordics (10%). Hiérarchie : Manager fonctionnel: EMEA (& Global) Head of Liquidity Sales, London. Manager d?entité: Head of Institutional Sales, BENELUX. Relations Fonctionnelles, Opérationnelles, internes et externes : Externes : Clients ? DAF, trésoriers et leurs équipes, managers de centres de trésorerie. Sociétés tierces actives dans la gestion des fonds Liquidity : transfer agents, portails et plateformes. Internes : Equipes commerciales en charge des clients Liquidity, Corporate et Institutionnels, Equipes d?investissement (PMs, product specialists). Equipes en charge des relations bancaires et représentants des différent métiers de la banque (global liquidity and cash management, markets & securities services etc). Activités Principales : Elaborer et exécuter le plan d?action permettant d?atteindre les objectifs fixés au Benelux et dans les Nordics. Avoir un rôle de soutien (sans voyager) des équipes institutionnels Europe du Sud. Couvrir les divers besoins divers de corporates en matière de placement court terme. Une excellente connaissance de l?offre asset management est nécessaire (fonds monétaires notés AAA, fonds locaux pour certains marchés spécifiques, mandats de gestion discrétionnaires, solutions short-term fixed income). Développer la clientèle existante et onboarder des nouveaux clients afin de maximiser AUM et revenus. Assumer la responsabilité de Global Account Manager pour des key clients. Contribuer au développement de la relation globale avec les clients corporate, notamment via : L?identification d?opportunités cross-boarder. Référer ces opportunités aux commerciaux des juridictions concernées. L?identification d?opportunités « long terme ». Par exemple, en facilitant la mise en relation avec les fonds de pension corporate ou les captives d?assurance pour les commerciaux actifs long terme. Développer des relations d?étroite collaboration avec les autres métiers du Groupe HSBC, notamment LCM, MSS, ISV, Capital Financing et BSM, en coordination avec les autres commerciaux d?HSBC AM. Travailler en étroite collaboration avec les équipes asset management (gestion, marketing, vente etc) afin d?identifier les gaps potentiels en terme de produits, les pistes d?amélioration des produits existants et de participer à la définition d?une stratégie long-terme. Représenter le business liquidity au sein d?instances internes et externes. Contrôle interne : Respecter les principes de contrôles du groupe HSBC notamment la mise en place des recommandations demandées par les audits internes et externes, ainsi que tout point soulevé par le régulateur. Conformité : Travailler en conformité avec les lois, règles, réglementations et procédures en respectant les règles de bonne conduite du métier. Risque opérationnel : Identifier tout incident susceptible de générer un risque opérationnel et transmettre l?information au pôle risque opérationnel. --------------------------------------------------------------------------------------------------------------------------------------------------------------- Role Purpose ? Dedicated Liquidity Sales role responsible for new and existing Corporate liquidity business in the Benelux and Nordics region. ? The primary objective of the role is to establish and successfully execute on a liquidity sales strategy to achieve and exceed sales objectives laid out in a dedicated Liquidity sales scorecard for the Benelux region. This will include objectives to acquire new liquidity business for institutions across the HSBC Bank corporate segments in order to maximize profitable liquidity revenue for the broader AMG Institutional and Wholesale group.? The role is also expected to support the Head of Liquidity Sales for the EMEA region and the Head of Institutional Sales, BENELUX with improved coordination of business across the BENELUX sales region .? The role will be expected to probe and understand the cross-border client needs of their own markets and in doing so refer liquidity opportunities to other liquidity specialists in other jurisdictions.? To develop the institutional business in the region, the successful candidate is expected to cross-sell (open doors) for the Institutional ?long term? Coverage Specialist(s) for the Benelux region. ? In addition, the role will build new profitable business by owning and growing collaborative relationships with AMG?s internal channel partners, including GLCM, MSS, ISV, Capital Financing and BSM. This requires coordination on a Global, regional and local basis with Liquidity specialists. ? The role will be expected to execute on the regional sales responsibilities defined within the Global Liquidity Sales Global Portal and Platforms strategy. Key Accountabilities/ Impact on Business ? Design and implement a 2022 Liquidity sales operating plan and execute on this successfully to achieve scorecard goals and profitable new liquidity business across the Institutional and wholesale business primarily in the Benelux region.? Establish excellent working relationships with Bank facing colleagues across the principal Bank sectors and sub sectors and channels to build trust and develop an effective working partnership.? Report on and maintain a Global Liquidity oversight (non travelling) supporting role for Institutional LT sales in Southern Europe to ensure that every stone is turned globally to maximize our usage of our Global Liquidity capabilities.? Report on and act as the Global Liquidity sales person for the Nordics region working in full co-ordination with Institutional LT sales based in the Nordics to ensure that every stone is turned globally to maximize our usage of our Global Liquidity capabilities. Target Prospects and manage a selected number of clients in Nordics (approx. 10% of the role profile is expected to be allocated to the Nordics region).? The global liquidity fund range encompasses a broad range of solutions ranging from HSBC?s flagship AAA rated ST MMF solutions to in-country local fund ranges and separately managed account structures across Liquidity defined durations. In total, given the global network of the HSBC group, the global liquidity business manages and sells $125bn in AUM across 10 currencies. The role will require an in-depth understanding of these product capabilities.? The role will work require close cooperation and a strong relationship with colleagues across AMG?s dedicated Global Liquidity Sales, Investment specialist and marketing teams as well as Institutional ?long only? colleagues selling the longer term institutional sales capabilities of the AMG group. ? The role will be accountable for managing to defined number of key global clients nd prospects. ? Partner with product management to identify product gaps or enhancement ideas and contribute to development of long-term vision/product strategy of the global liquidity business. ? Represent the Global Liquidity business in internal senior management reports and forums, as well as external conferences.? Lead recruiting and training efforts for any additional resources added in future? Work with and continually improve the liquidity client service strategy aimed at liquidity client retention and growth Customers / Stakeholders ? Clients - Group Treasurers, AT?s, Treasury Managers, Regional Treasurers, Cash managers of International and Benelux Corporate and Public Sector head quartered institutions. ? Asset Management colleagues ? Liquidity ? Global Sales and sales support teams; Investments and product specialists; Cient service (marketing and event) teams. Institutional ? Sales teams (Institutional ?long only? sales and product colleagues), CEO?s. ? HSBC Bank partners - Global Banking and Commercial Banking relationship management colleagues; channel partners (including but not limited to GLCM, MSS, ISV, Prime, Markets). ? Third party institutions that support the Liquidity business ? for example, transfer agents, liquidity portals and platform providers. Leadership & Teamwork ? Work with the Head of EMEA Liquidity Sales and the Head of Institutional Sales, BENELUX and Nordics to establish a liquidity sales strategy for the regions fit for the 2022 full trading year and successfully execute upon this sales strategy and supporting scorecard and tactics.? Building strong, trusting and lasting working relationships with all your HSBC colleagues and clients. ? In general, putting the needs of the client, colleagues and HSBC values at the forefront of your behaviours and activities, recognising that the team is always far more important than the individual. Operational Effectiveness & Control? Adhere to the institutional sales process? Be cognisant to risk management policies and adhere to the regulatory disciplines imposed on the business? Ensure that CRM and related information management is kept up to date and maintained to high standard at all times. Key Skills and Behaviours ? Collegiate mentality ? The role holder must build productive working relationships with senior colleagues across the entire spectrum of their selling territories and this will include a diverse range of stakeholders from Banker teams, AMG stakeholders both global, regional and local as well as channel partners. All stakeholders will be graphically dispersed and focused on achieving their own goals so the incumbent is expected to possess strong emotional intelligence and influencing skills to request their support as needed and returning favours as necessary, recognizing that a team is stronger than an individual.? Salesmanship and commercial business acumen ? In a competitive environment and in the leading edge field of institutional sales of Liquidity asset management products, the role holder must demonstrate excellent consultative selling skills. A strong global liquidity product knowledge is required to ensure that solutions fit the needs identified for these global, regional and local clients.QualificationsProfil candidat : Formation : Ecole de Commerce ou diplôme universitaire équivalent. Expérience : Solide expérience dans une fonction commerciale au sein de l?industrie de la gestion d?actif ou dans la banque. Bonne maîtrise des produits de gestion pour des placements de trésorerie (fonds monétaires, fonds court terme). Excellente connaissance des clients corporate et capacité à les accompagner dans la gestion de leurs placements. Qualités requises : Esprit d?équipe. Anglais courant. Excellentes aptitudes à la vente, proactivité, esprit d?initiative, fortes capacités relationnelles. Capacité à travailler efficacement et collectivement dans un environnement multiculturel. Sens développé de l?organisation, culture axée sur les résultats, esprit pragmatique. Aisance à travailler à tous les niveaux hiérarchiques, à la fois au sein de HSBC et avec les clients. Volonté de voyager au Benelux et en Scandinavie. ------------------------------------------------------------------------------------------------------- Knowledge & Experience / Qualifications Professional Profile (ideally only):? Relevant asset management and/or treasury relevant professional qualifications is highly desired.? Industry experience, either in Asset Management or a Corporate Banking or Corporate Treasury or Cash Management/Treasury Services sales and sales management role with a proven sales track record? Exposure to and good understanding of treasury/cash/short-term investment management products.? Good knowledge of the Corporate and Public Sector industries in HSBC? Specific knowledge of Investment Management and Corporate Banking an advantage.? Excellent written, verbal and presentational skills. Personal Profile:? Excellent proactive sales skills. A self starter. ? Willingness to travel across the Benelux and Nordics? Ability to work effectively across other groups, global regions and lines of business.? Highly organized and achievement oriented with a hands-on mentality.? Strong team and interpersonal skills.? Comfort working at all levels of seniority, both within the HSBC organisation and with the senior management of the client.
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