Analyst- Equipment Finance and Leasing

Job description

HSBC Bank Canada, a subsidiary of HSBC Holdings plc, is the largest and leading international bank in Canada. HSBC serves customers worldwide through an international network of around 3,800 offices in 66 countries and territories in Europe, Asia, North and Latin America, and the Middle East and North Africa

We help companies and individuals across Canada to manage their finances through three global business lines: Commercial Banking, Global Banking and Markets, and Retail Banking and Wealth Management.

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

About Commercial Banking


HSBC Commercial Banking has an extensive network that covers three-quarters of global trade flows. It operates in 54 countries and territories, covering the developed and developing markets that matter most to our customers. Through our teams we connect businesses to opportunities, helping them thrive and grow. We work with a wide range of customers, from mid-market companies to large multinationals, providing them with the tools they need to function efficiently. These include global trade and receivables finance, global liquidity and cash management, multi-currency accounts, commercial cards, overdrafts, working capital finance, insurance, term loans and syndicated, leveraged, acquisition and project finance.

Relationship management is at the heart of our business and these teams work closely with customers to build an in-depth understanding of their needs.

Key Objectives for Analyst- Equipment Finance and Leasing:

Analysts assist Leasing Relationship Managers (“RM”) with the end to end credit process and daily management of the Leasing portfolio, which includes clients in the Business Banking, Mid Market Enterprises, Large Corporate and Global Banking & Markets spaces. This supports the bank's long-term strategy of establishing and maintaining long term relationships with businesses, identifying needs, delivering solutions to meet those needs and providing an excellent customer service. The role holder will maximise efficiency so the RM can focus on growing income.

The jobholder will play a direct role in identifying and meeting existing and prospect customer needs, delivering value to the customer and ensuring that we treat customers fairly in all that we do. Provide tailor-made service to the customers leading to a strengthening of key relationships. In the absence of the Relationship Manager, the role holder will act as the focal point within the area for products and services thereby ensuring HSBC's Equipment Finance & Leasing (“HEF”) proposition remains a key, positive differentiator.

This Sales and Credit Support proactively supports Relationship Manager's in the optimisation of their contribution towards the Commercial Banking Annual Operating Plan, build sustainable client relationships to improve client engagement and triage product sales opportunities, and coordinate product fulfilment. The role holder will maximise efficiency so the Relationship Manager can focus on growing income

Principle Accountabilitites:
· Identify, negotiate & effect equipment finance and leasing transactions and collect document/arrangement fees to meet target levels from an established portfolio of facility customers Undertake prospecting /marketing activity as directed by Relationship Manager's to grow the customer base within HSBC's Equipment Finance & Leasing.
· 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.
· Responsible for achieving sales targets comprising income, new business volume, margins and profit.
· 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 HSBC's Equipment Finance & Leasing.
· Work closely with sales colleagues to promote awareness of HSBC's Equipment Finance & Leasing, strategies and competitor information.
· The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation
· 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, focussed 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 HSBC's Equipment Finance & Leasing 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.
· Maintain awareness of the applicable regulatory and business environment.
· Support development, direction and delivery of strategic initiatives.
· 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.
· Promote an environment that supports diversity and reflects the HSBC brand.
· Ensure effective use of the tools available in the organisation (script, normative, daily bulletin, institutional sites, intranet etc.).
· Ensure that product related information detailed within templates is accurate & full, to ensure an underwriter understands the risks of a transaction under consideration.
· Adhere to structures and processes in place for the management of credit, operational, reputation and regulatory risk.
· Ensure operational quality is not compromised in the pursuit of income
· Ensure operational losses and fraud are minimised.
· Ensure timely and accurate maintenance of customer information, including Know-Your-Client requirements in Group systems.
· Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators.
· Demonstrate adherence to internal controls. This will be achieved by adherence to all relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators.
· Implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term ‘compliance' embraces all relevant financial services laws, rules and codes with which the business has to comply
· This will be achieved by adhering to all relevant processes/procedures and by liaising with Compliance department about new business initiatives at the earliest opportunity. Also and when applicable, by ensuring adequate resources are in place and training is provided, fostering a compliance culture and optimising relations with regulators
· Maintain awareness of operational risk and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting through continual reassessment taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring.
· Protect sensitive customer and bank information by ensuring documents, computers, files, and all confidential matters are appropriately handled as set forth by policy.
· Ensure all sales and prospecting activity documentation is complete to provide performance tracking and targeting future sales efforts.
· Ensure the application of Group policy and adherence to regulatory, financial, and legal standards to minimise business and reputational risks.
· Compliance with and management of sales suitability risks and requirements.
· Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements.
· Ensure compliance of both general and anti-money laundering and anti-terrorist financing (Anti Money Laundering/Anti Terrorist Financing) compliance controls as well as operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.
· Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.
· Complete other responsibilities, as assigned.

Desired profile

Qualifications :

Knowledge & experience / Qualifications:


Essential
·  Bachelor of Arts in related discipline and 2-5 years of experience working in a competitive sales environment OR Master of Arts and 1-3 years of experience working in a competitive sales environment
·  Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
·  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 particularly telephone 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 organisation skills including ability to work without constant direction
·  Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
·  Strong analytical skills
·  Proven ability to deliver creative and flexible customer solutions.
·  Ability to understand a customer's business and the fundamentals of running a business
Desirable
·  Good working knowledge of equipment finance & leasing products, associated packaged insurance products
·  Good knowledge of the HSBC product range
HSBC Proud



In 2018, HSBC Bank Canada was named one of the “Best 50 Corporate Citizens” in Canada by Corporate Knights magazine. HSBC was also the first company to be recognized as a top performer in gender diversity within the financial services sector, as part of a new Corporate Knights initiative to recognize leaders in this space.

Join HSBC, and benefit from the following:

·  Career Development: Within your current role, as well as Canadian and international opportunities
·  Company Reputation: Offering prestige, strength, and longevity
·  Business Growth: Underpinned by our drive, and the highest banking standards
·  International Connectivity and impact: Build global relationships and be a part of international initiatives
·  A diverse workforce: Reflecting our belief that diversity of thought, background and perspective make HSBC a stronger organization
·  Corporate Sustainability: We build our business for the long term by balancing social, environmental and economic considerations in the decisions we make