Senior Sales Manager – Leasing & Equipment Finance

Job title: Senior Sales Manager – Leasing & Equipment Finance

Job description: HSBC is Canada’s leading international bank – there is no one like us in this market.

Our ability to bring our global experience and perspective to evolving trends and issues in Canada has been a tremendous benefit to our clients. With our offer of unique banking solutions, as well as an extensive global network, no one is better placed to support internationally minded individuals and businesses.

HSBC helps companies and individuals across Canada to do business and manage their finances internationally through three global business lines: Commercial Banking, Global Banking and Markets, and Wealth and Personal Banking.

It’s through this global connectivity that you will find yourself inspired, collaborating with colleagues not just locally but also across continents and cultures.

Commercial Banking

Our global reach and expertise help domestic and international businesses around the world unlock their potential. Our customers range from small and medium-sized firms focused primarily on their domestic markets, through to large companies operating globally. Our services include working capital, term loans, payment services and international trade facilitation.

Key Objectives for Senior Sales Manager – Leasing & Equipment Finance

The primary objective of the sales team is focused on the provision of Leasing & Equipment Finance products to business customers operating within the SME, MME, Large Corporate and Global Banking & Markets. Sale of these products generates both interest and fee based income.

The role holder is required to make effective customer contact through inbound and/or outbound channels, as required, to proactively broaden and deepen relationships with customers through identifying opportunities to meet a customer’s requirements

The role holder reports directly to the Regional Head- Western Canada, and is responsible for the identification, negotiation & sale of Leasing & Equipment Finance products together with fees within key geographical business areas for Equipment Finance.

The marketplace for these products is mature and highly competitive. A customer may choose its finance provider from a wide array of sources.

The jobholder is expected to require limited support and guidance in the sale of products and account management activity.

Principle Accountabilities:

• Identify, negotiate & effect sale of Leasing & Equipment Finance and collect document/arrangement fees to meet target levels from an established portfolio of facility customers.
• Undertake prospecting /marketing activity as directed by Sales Manager to grow the customer base within Leasing & Equipment Finance.
• Develop cross sale opportunities from customer & prospect base, and maximise HSBC Group portfolio opportunities.
• Provide excellent relationship management to all customers including meeting realistic customer expectations in terms of efficiency, accuracy and professionalism.
• Ensure customer service levels are high thereby mitigating loss of customers and maintain/develop key relationships to protect customer profitability.
• Be a product expert, ensuring that it is used in appropriate circumstances and reducing the likelihood of the Bank being exposed to any reputational, operational or financial risks.
• Develop and communicate effective strategies for winning new business
• Enable the identification of new sales opportunities in the form of new to bank or new to Leasing & Equipment Finance division
• Work closely with sales colleagues to promote awareness of Leasing & Equipment Finance products, strategies and competitor information
• Maintain awareness of the applicable regulatory and business environment
• Support development, direction and delivery of strategic initiatives
• Be responsible for customer engagement; ensure service excellence at all times, for all aspects of any customer, prospect or professional’s interaction with HSBC.
• Develop & implement appropriately high service standards, focused upon exceeding expectation
• Develop appropriate calling plans with the team to efficiently and effectively achieve goals and objectives
• Ensure the appropriate delivery channel services the customer needs are in place whilst meeting the aspirations of the customer, the Bank and the Leasing & Equipment Finance business.
• Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community
• Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service
• Ensure fairness in all aspects of delivery, sales processes, customer literature & correspondence, financial promotions, administration and complaint handling.
• Participate in internal and external business events, road shows and seminars as required by the business
• Ensure early identification of problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests
• The jobholder must develop relationships with customers, and implement a cohesive service proposition both to the customer and the Bank, working in partnership with ‘field based’ sales staff
• Generate a number of cross sale introductions to Group providers to meet the banks customer acquisition objectives
• Support and coach new and existing colleagues promoting and contributing to an engagement culture.
• Keep updated with the standard policy and processes
• Act as an ambassador for the team and contribute fully to its development, effectiveness and success.
• Maintain excellent communication with Group colleagues to ensure a joined up approach to identifying and capturing cross border opportunities.
• Provide active feedback to seniors on process, operations, risks etc and make recommendation as to how these can be changed to secure the customer and the bank.
• Generate a number of cross sale introductions to Group providers to meet the banks customer acquisition objectives.
• Live the Group Values.

Qualifications

Knowledge & Experience / Qualifications:

Essential

• BA in related discipline and 5-8 years of experience working in a competitive sales environment OR MA and 3-5 years of experience working in a competitive sales environment
• Strong leadership and team motivational skills
• Excellent selling and negotiation skills
• Good knowledge of installment finance industry and products, including a sound awareness of competitor product and activity
• Excellent communication skills
• Good IT skills and knowledge
• Proven ability in identifying and meeting customer needs through matching a broad range of products and services
• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues
• Ability to interact with business customers at all levels
• Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders
• Excellent time management, planning and organization skills
• Strong analytical skills
• Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
• Proven ability to deliver creative and flexible customer solutions.
• Ability to understand a customer’s business and the fundamentals of running a business
• Some travel may be required once we return to office

Desirable

• Good working knowledge of Leasing & Equipment Finance products, associated packaged insurance products
• Good knowledge of the HSBC product range

HSBC Proud

As a business operating in markets all around the world, we believe diversity brings benefits for our customers, our business and our people. This is why HSBC Canada is committed to being an inclusive employer and encourages applications from all suitably qualified applicants irrespective of background, circumstances, age, disability, gender identity, ethnicity, religion or belief and sexual orientation.

If this is not the ideal role for you, we invite you to sign up to our so that we can update you about job opportunities and career events in your area of interest. We are always looking for people with purpose and ambition who can help us build the bank for the future.

We encourage all Indigenous peoples of North America and Persons with Disabilities to self-identify in their applications. In addition, we invite you to reach out to Matt Woods, our Diversity Recruitment Relationship Manager at for support during the selection process.

Company: HSBC

Expected salary:

Location: British Columbia

Job date: Wed, 21 Apr 2021 02:01:23 GMT