Business Development - Senior Institutional Sales, Long-term, Switzerland

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Global Asset Management, the investment management business of the HSBC Group, serves HSBC's worldwide customer base of retail and private clients, intermediaries, corporates and institutions invested in both segregated accounts and pooled funds. Global Asset Management fulfils its purpose of connecting HSBC's clients with investment opportunities around the world through an international network of offices in approximately 30 countries, delivering global capabilities with local market insight.

We are currently seeking an ambitious individual to join our Global Asset Management team, working together with colleagues to define, manage and achieve divisional business targets.

The Zurich based position represents an opportunity to originate and grow the long-term institutional business of AMG in Switzerland.
The role will be responsible for primarily managing existing pension fund and insurance clients domiciled in Switzerland and new business origination in both segments.

The role holder will work closely with the Head of Institutional Sales Germany/Austria/Switzerland, the AMCH CEO, HSBC's Global Banking & Markets (GBM) and Commercial Bankers (CMB) Relationship Bankers located in Switzerland or elsewhere, collaborate closely with existing AMG colleagues cross border and across the Group, including product partners, e.g. Payment & Cash Management (PCM), Markets & Securities Services (MSS).

The aim of the role is to support the acquisition of new clients and grow Assets under Management and revenue for AMG and the wider HSBC Group

In this role, you will:

• Design and implement a strategic & tactical sales plan for the business development of Pension and Insurance solutions to HSBC clients
• Develop fund and segregated mandate opportunities with institutional clients, which include the distribution of several fund ranges for which AMCH acts as the Representative in Switzerland and segregated mandates with the main manufacturing centers of HSBC AMG
• Pro-actively identify and solicit new business activity with the focus on maximizing revenue growth via increased AuM from target clients with primary focus on Swiss domiciled public and corporate clients/prospects and Multi-national names (MNCs)
• Develop business with groups but not limited to CFOs, Finance Directors, Regional Treasurers, Group Treasurers and general Asset Allocators
• Collaborate and partner with HSBC bank channels including MSS, PCM, Trade Finance, joining meetings together to hold Investment related discussion where applicable
• Team up with the other Global Asset Management Institutional sales teams for client planning, knowledge sharing and providing help regarding respective global and regional business development efforts

Customers / Stakeholders

• Team up with the other Global Asset Management Institutional sales teams for client planning, knowledge sharing and providing help regarding respective global and regional business development efforts

Major Challenges

• The role holder must build productive working relationships with senior colleagues who are geographically dispersed and focused on achieving their own goals, by requesting support as needed and returning favours as necessary, recognizing that a team is stronger than an individual when talking to clients who are increasingly sophisticated and growingly complex / layered by way of structure and maintaining professionalism in all dealings with clients and colleagues
• The role holder must be able to develop significant assets under management and depth of relationships, by leveraging new client relationships using their superior network and product knowledge to develop relationships and mastering the art of negotiations
• Individual must be a self starter, have the ability to priortise, extremely well organized and have considerable experience in providing long-term investment solutions to institutional clients and prospects, aquired over the past few years
• The role holder demonstates that he is able to close deals

Role context

• There are a number of broad favorable drivers and growth prospects for the Swiss institutional business in this role. These include:
• Institutional clients will move or moved already to cost-effective fulfilment for core asset classes; technical skills and detailed knowledge are required to get the broad range of capabilities to clients/prospects
• The low yield environment requires cautiously balanced investment decisions based on the liability structure of a client. A thourough understanding of the clients needs, the regulatory environment and client specific constraints is required.
• Very often investors ask for bespoke solutions or provide investment ideas. The Senior business developer must be able to translate the ideas into concepts and be able to present them to the internal gremias (e.g. Exco and Product Committees)
• Use of new capabilities being rolled out including new share classes, new capabilities in traditional or alternative product segments
• Collaboration with GBM and CMB is a core requirement

To be successful in the role, you should meet the following requirements:

• Extensive industry experience in Asset Management, Pension Fund and Insurance Business Development
• Excellent business development track record, demonstrated on file
• Established network of relationships with Pension and Insurance companies, both public and private
• Deep understanding of the pension fund and insurance segments
• Experience of working with CIOs of large pension and Insurance institutions
• Excellent written, organizational, sales, verbal and presentational skills
• Academic background will be beneficial, as well as Degree or CFA charter holder
• Excellent sales skills and ability to proactively approach HSBC Group banked clients and prospects
• Ability to work effectively on their own but in collaboration with HSBC Bank Relationship Managers, institutional sales teams across borders, other HSBC Bank channels, global, regions and other lines of HSBC Bank 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 organization and with the senior management of the client
• Fluent in Swiss German, French and English languages, verbal and in writing

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We are:
Dependable - we are dependable, stand firm for what is right and deliver on our commitments
Open - we are open to different ideas and cultures, and value diverse perspectives
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These values reflect the best aspects of our 150-year heritage. They are vital to fulfilling our purpose of helping businesses to thrive, economies to prosper and ultimately helping people to fulfil their hopes and realise their ambitions.

You'll achieve more when you join HSBC.

We are an equal opportunity employer and are committed to creating a diverse environment.

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 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.

We want everyone to be able to fulfil their potential which is why we provide a range of flexible working arrangements and family friendly policies.

HSBC is a signatory company of the Advance Charter. This Charter is a commitment towards gender equality in business and hence a workplace environment that supports a fair and balanced approach to hiring, remunerating, promoting and retaining female talent.

Within HSBC in Switzerland all internal candidates from Group and external applicants are required (subject to local laws), to pass satisfactorily a series of additional checks both as part of the application process and, if successfully recruited into the role. The Group reserves its position with regard to any steps which it may take in relation to any material adverse findings which arise either when the checks are first carried out as part of this recruitment exercise, and/or if relevant, on an ongoing basis.

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