Analyst/Team Lead - Client Engagement Group & Sales Opportunity Management - BFSI

Client Engagement Group & Sales Opportunity Management Team Lead/Analyst

Role profile and responsibilities :

- Global Banking and Markets is establishing an offshore capability to support the front office. As part of this, Global Markets Corporate Services (GMCS) and Markets Client Engagement Group (CEG) are looking to recruit talented and driven individuals in a number of areas. The offshore capability is looking to support both onshore corporate sales teams and the onshore CEG team in the implementation of institutional client management disciplines.

- This will enable onshore CEG and sales teams to dedicate more time delivering better service to clients and make it easier for customers to do business. The role provides exposure to front office sales teams, CEG and Global Markets products whilst offering opportunities to directly liaise and develop relationships with other teams including Global Trade & Receivables Finance (GTRF), Global Liquidity & Cash Management (GLCM), and Global Markets Operations.

- Client Engagement Group and Sales Opportunity Management Team Lead is responsible for leading a team and being a principal practitioner within the offshore centre. Initially, no client interaction is anticipated with corporate and institutional sales people although the scope of the role is expected to develop and change over time according to business needs, maturity of technology solutions, and expansion of the offshore capability.

- Elements of the team will focus on either institutional or corporate client activities with the team lead expected to maintain oversight and realise synergies across both. Hence, two main engagement lines will exist for the team lead as detailed below.

GMCS Interaction- Corporate Clients :

- The individual will be expected to work closely with internal sales people in onshore locations and will have escalation points within Client and Transaction Management Services (CTMS) which sits within the umbrella of Corporate Treasury Solutions (CTS), a key pillar of GMCS. Engagement with CTMS will be needed for any issues or client contact requirements and acts as a bridge between the onshore and offshore teams. The team lead will be responsible for escalating issues raised from either onshore or offshore teams directly to the appropriate contact in CTMS.

CEG Interaction - Institutional Client Facing Initiatives :

- The primary points of contact (day-to-day business liaison) for the CEG offshore team and the Team Lead will be the onshore Global Client Engagement Group across EMEA, Americas and Asia. Although the day-to-day functional management of the CEG offshore team will be led out of London (as per the extended team model), the Team Lead will be responsible for the overall entity management of the CEG offshore team with primary supervisory responsibilities, summarized below.

Supervisory responsibilities :

- Build an enthusiastic and motivated team that demonstrate Group values and principles

- Plan staffing resources effectively to provide support across different time zones and countries

- Provide leadership, support, guidance and training to all team members

- Conduct regular performance management appraisals with all team members

- Streamline processes and identify efficiencies that can be created in the offshore capability

- Be the single point of contact for onshore CEG and sales teams to escalate any issues

- Review and establish standardised communications and outputs in conjunction with the onshore CEG & sales teams

- Be involved in strategic discussions with the senior management teams within the offshore centre

- Be accountable for quality of output and delivery of the team

- Identify further opportunities for the offshore capability to support onshore CEG and sales teams

- Manage changes to processes as technology platforms evolve

Delivery Responsibilities (GMCS) :

- The role entails building partnerships and collaborating with onshore sales teams in order to operate in a control framework whereby key decisions are made by the appropriate onshore sales team member. The purpose of the sales opportunity management team is to assist the onshore sales teams with pre-sales and opportunity lifecycle support. The responsibilities of the role will evolve with the expansion of the offshore capability and roll-out of technology platforms. Initial ways in which the offshore team can support sales teams with administrative duties include;

Daily market updates : Draft daily morning market research commentary for each country with news articles and financial data collated from Bloomberg or Reuters. Update graphs to include in commentary, such as inter-day currency pair movements, to inform clients of potential changes to their risk return profile, volatility exposure, and view of macroeconomic trends. Distribute daily commentary to onshore sales teams and actively manage the client distribution list.

Cross border flows : Research and collate new items of interest for each country in the Asia Pacific (APAC) region regarding corporates who have announced cross border activities such as fundraising or new overseas contracts. Identify potential cross border solutions that can provide to these companies, such as FX Cash or Derivative products helping to manage currency exposure, and circulate to onshore sales team.

Daily derivative indications : Use pricing system to provide daily derivative indications to relationship managers.

Daily investment indications and early morning pricing : Retrieve daily pricing information on products from traders via pricing system. Communicate with traders to agree adjustments to pricing parameters. Upload pricing information to internal platform used by relationship managers.

Prepare client information packs : Create pre-meeting packs for sales team members. Use internal systems to incorporate on-boarding status, client credit appetite, and trading history. Provide commentary on industry trends, bench-marking, P&L analysis, revenue stability, and products & volumes traded by the client. Include relevant research and trade ideas in the pre meeting pack and alert sales teams to any public announcements affecting the client (e.g. M&A, Issues, and Divestures).

Delivery Responsibilities (CEG offshore team) :

- Data Maintenance

- Client Revenue Reporting / Client Analysis

- Broker Vote Reporting

- Client Activity Reporting / Meeting Calendars & Actions

- Client Management Support

- General Admin

Requirements :

Essential :

- Overall 3 to 7 years experience in financial services

- Individuals with previous experience in either an operations, finance or risk management role preferred

- Experience managing a team with clear competencies in people & development, performance management, and high quality execution

- Experience in a research type role requiring analytical ability

- Understanding of Global Markets products, specifically FX spot, FX forwards, FX options, money market products, and interest rate swaps

- Good MS Excel skills including graph and data manipulation

- Good MS PowerPoint and Adobe / PDF skills

- Experience in international stakeholder engagement

- Proven experience in workflow monitoring (e.g. tracking & communication of issues)

- Strong interpersonal skills, coupled with the ability to succeed within a matrix management structure and build and maintain global team relationships

- Bachelor's degree in a numerical subject or equivalent work experience required

- Ability to summarise information in a concise and presentable format

- Excellent spoken and written English skills

- Manage deadlines, escalate issues promptly, and prioritize workload

- Flexibility to adapt to UK / US or HK hours

Desirable :

- Experience in a markets based role would be advantageous

- Experience in setting up a new team and picking up new processes in an offshore location would be advantageous

- Familiarity with collating financial news sources(Bloomberg/Reuters)

- Qualification post-graduation in a numerical subject desirable

- Intermediate knowledge of Bloomberg Terminal functionality would be advantageous