Managing Director, US Head of GTS Sales, Program Management & Client Management

About the role

As Head of US GTS (Global Trade Solutions) Sales, Program Management and Client Management, you will develop and drive the front-to-back client engagement strategy and the US GTS sales strategy. You will lead a team of specialists to deliver bespoke solutions across a client’s end-to-end trade cycle, including payables, receivables, and inventory. Additionally, you will deliver market-leading day-to-day client servicing across structured trade and strategic traditional trade relationships.

This role reports to the Regional Head of Global Trade Solutions, Americas, on both an entity and functional basis.

Responsibilities

• Define, own, and execute the trade finance growth strategy for US GTS.
• Build a culture of sales excellence, leading origination, structuring, and negotiation of large and complex trade finance transactions across core and structured trade solutions.
• Drive sustainable revenue growth through relationship building, client strategic plans, pipeline management, and deepening customer wallet penetration.
• Shape segment or sector-specific solutions aligning with clients’ evolving working capital and trade finance needs.
• Demonstrate thorough knowledge of structured trade products, including receivables, payables financing, structured trade loans, and SBLCs/Guarantees.
• Collaborate with distribution teams to deliver suitable distribution strategies for clients, supporting GTS strategic objectives and balance sheet velocity.
• Drive industry-leading best practices across GTS and the broader bank network through partnerships with internal teams and external experts.
• Leverage trade expertise to provide scalable solutions and develop a robust escalation framework for deal unblocking.
• Maintain in-depth knowledge of global industry trends, supply chains, regulatory environments, and working capital needs.
• Understand economic trends and their impact on HSBC to identify opportunities or minimize downside exposure.
• Upskill the sales force through regular teach-in sessions to improve client understanding and strategic conversations.
• Direct resources to achieve specific targets and long-term growth in line with the GTS strategic plan.
• Represent HSBC at industry events, trade forums, and sector-focused client roundtables.
• Lead the US Program Management capability to grow structured trade programs (e.g., supply chain, receivables finance, inventory finance).
• Identify, prioritize, and onboard new counterparties to expand structured trade programs, collaborating with Coverage, Credit Risk, Legal, and Operations.
• Drive systematic cross-sell opportunities into and around structured trade programs (e.g., trade finance solutions, cash management, FX).
• Establish and run program governance, including opportunity pipeline, counterparty mapping, onboarding milestones, documentation, controls, and performance tracking.
• Ensure program activity is commercially sound and operationally executable, with clear ownership from origination through BAU handover.
• Lead Client Management to improve client retention, satisfaction, and growth via service reviews, proactive issue management, and product usage optimization.
• Embed a "Sales through Service" culture, leveraging client servicing as an opportunity to originate new business and deepen relationships.
• Build a "voice of client" feedback loop to influence product improvements and service enhancements.
• Build and maintain strategic relationships with C-suite, Treasurers, Chief Procurement Officers, and other decision-makers.
• Position HSBC as the trusted advisor for working capital and trade finance needs.
• Drive revenue growth to maximize commercial profitability and relationship depth.
• Lead the development and execution of a client-centric culture delivering superior support across GTS products.
• Facilitate alignment and collaboration with CIB (Corporate & Institutional Banking) and Cross-Product teams, as well as key HSBC global and regional stakeholders.
• Ensure timely distribution of industry insights, case studies, and content to stakeholders to enhance decision-making.
• Develop and lead a high-performing team of trade professionals across Sales, Program Management, and Client Management functions.
• Foster an environment of performance measurement, training, development, career management, and succession planning.
• Champion global teamwork, collaboration, and matrix navigation.
• Promote colleague well-being and a diverse, inclusive culture where individuals can bring their whole selves to work.
• Ensure the fair treatment of customers and adherence to HSBC risk policies and procedures.
• Maintain awareness of operational risk, including identification, assessment, mitigation, and reporting.
• Adhere to regulatory and compliance matters, implementing recommendations from internal/external auditors and regulators.

Qualifications

• Extensive knowledge of GTS (Global Trade Solutions) business, offerings, regulatory environment, and market dynamics.
• Multi-year track record in structuring large, complex deals, including payables, receivables, and trade loan structures using risk mitigation instruments.
• In-depth knowledge and experience of Trade Asset Distribution from large-scale deal origination and sell-down.
• Comprehensive knowledge of macro trends in a continuously evolving external environment.
• Suitable corporate/wholesale banking experience with solid sales expertise across multiple sectors and segments.
• Experience creating, leading, and motivating teams.
• Excellent communication and interpersonal skills, with experience engaging executives at all levels.
• Proven ability to identify and meet customer needs through creative and flexible solutions.
• Strategic vision of the business and a track record in performance execution.
• Ability to gather, analyze, and interpret complex information and customer requirements to deliver commercially viable solutions.
• Credit assessment skills, particularly for complex and structured facilities with an international dimension.
• Flexibility and willingness to travel for business.
• Excellent time management, planning, and organizational skills.
• Broad-based knowledge of HSBC Group companies and product ranges.

Benefits

• Tailored professional development opportunities to build skills for today and tomorrow.
• Competitive pay and benefits package, including a robust Wellness Hub.
• Inclusive and welcoming work environment.
• Industry-leading volunteerism policy and a generous matching gift program.
• Comprehensive program of immersive Sustainability and Climate Change Initiatives.
• Employee Resource Groups that play a central role in life at HSBC, including networking and development opportunities.