Associate Director, Account Management - Securities Services

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HSBC Corporate and Institutional Banking is a markets-led, financing-focused business that provides investment and financial solutions. Our sector-focused Banking relationship managers provide a single coverage point for multi-national clients. With our global capabilities and footprint, vast expertise, and local knowledge, our Global Network Banking teams connect clients to the products and services that meet their international financial needs.

We are currently seeking a high calibre professional to join our team as a  Associate Director, Account Management - Securities Services

Role Overview

Markets & Securities Services provides industry-leading services to corporate and institutional clients worldwide, and is a significant part of the HBSC Global Banking & Markets division.

Client and Account Management AO&M sit within the SSV platform, and the Associate Director role has been created to support the consistent delivery of the “Next Generation” of account management to SSV’ strategically important Asset Owners & Managers client base, across SSV products.

The key purpose of the role will be to ensure that we implement an effective account management strategy that recognises and adapts to changing client requirements as automation and digitisation reduce reliance on operational interaction day to day, and clients seek to extract additional, long term value from their service providers.

The role will be critical to the SSV growth strategy by helping create and maintain a platform for growth within the AO&M sector and ensuring we deliver:

An industry-recognised, best in class account management proposition;

A fully reference-able client base with limited/zero attrition.

As well as overseeing and maintaining the highest levels of service as a core SSV relationship foundation, the roleholder will identify and deliver key differentiators to clients. This will include the utilisation of data and new technology, the multiple products and services that complement the SSV offering within the Group and leveraging SSVs’ extensive proprietary network - people and market influence.

Additionally, the roleholder will effectively support Client Executives and Sales Directors on new and cross sale initiatives for strategic clients/prospects, as well as owning commercials and maximising profitability and incremental growth opportunities with tier two clients.

To achieve this, the roleholder will need to forge deep relationships with key stakeholders including from the following business partners:

Client Service Management;

Client Executives

Operations;

Digital & Data;

Client & Sales Enablement;

Product; and

Portfolio Delivery.

Managing relationships with clients and other stakeholders throughout the industry will also be key to the success of the role, and will necessitate that client and industry events are planned and attended appropriately and that client feedback and key management reporting is effectively produced and utilised.

In summary, the role holder has primary accountability for the satisfaction, retention and reference-ability of the SSV AO&M client base acting as the core relationship touch point across SSV products. Many of the SSV teams, including client management, are virtual and spread over multiple geographical locations, making the role of the single client advocate within SSV a crucial component of the success of the business.

In this role you will:

Client retention – work in tandem with product management, service delivery and client management to ensure high levels of client satisfaction and a reference-able client base

Create and maintain detailed client plans that support wider growth strategies and ExCo planning

Ensure proactive management of issues across all products and jurisdictions by directing the resources in each service component or jurisdiction

Sponsor service improvement opportunities and prioritise change management agendas across the business

Establish an agreed governance framework and meeting schedules to deliver strong senior client engagement and maintain full compliance with internal controls

To be successful you will need:

Minimum of 8 years’ experience of client management, business implementation/change, business development and/or senior operational leadership experience

Client facing with excellent communication and presentation skills, including an ability to lead and manage executive-level meetings

Track record in owning, maintaining and retaining client relationships across securities services products with an ability to help define and execute departmental strategy

Sound understanding of commercial and contractual drivers and contribution to AOP and business performance

Proven ability to adapt to the changing demands of the industry, clients and internal stakeholders

Proven capacity to operate across a complex organisation collaboratively, whilst ensuring that the agreed client/HSBC agenda is effectively managed

Demonstrable quality track record as a team-player and mentor with the capacity to positively contribute to the current and future state account management function

Fully proficient in understanding the regulations that drive the securities services arena and in particular those that govern client management

Sound understanding of controls, risk management (product and market) and mitigation techniques

The chosen candidate for this role will be required to undergo enhanced vetting. Subject to local laws, this will require the individual to satisfactorily pass a series of additional checks as part of the recruitment process and on an ongoing basis, if appointed to the role. HSBC Group reserves its position with