.Descripción- ExternaBusiness Development GLCMTo be recognized as a GLCM specialist with an ability to display competent knowledge of relevant products and services with the jobholders area of responsibility. To act as a lead sales representative on opportunities with key clients and/or deals. Consistently role model the Sales Manager competencies; providing guidance and coaching to other sales managers and team members where necessary. To achieve income for the Group by originating leads, building and maintaining relationships with new and existing clients in order to identify and sell innovative cash and clearing management solutions to a sector.Impact on the Business- Manage a client portfolio in order to maintain existing and generate new income for the business- Manage costs within plan and to keep losses to a minimum- Undertake sector/portfolio planning and client monitoring/contact- Maintain close liaison with key stakeholders so as to provide input into the strategic direction of the business, the functionality and launch of new products and services.- Actively contribute to the PCM pipeline and keeping it accurate and up-to-date- To remain up-to-date with product knowledge etc through attendance at presentations, training, reviewing intranet/internet etc.- Generate referrals for other Global Businesses, e.G. Private Banking, GBM, RBWM, as appropriate.- Keep abreast of external factors influencing international business e.G. economic, cultural, geographical, procedural and regulatory requirements.- Execute a robust sales plan to target key customers including effective closure of pipeline deals to capture revenue- Build and maintain close relationships with clients. Act on feedback from market surveys, client engagement programmes etc- Support development, direction and delivery of strategic initiatives throughCustomers / Stakeholders- To broaden and deepen client relationships- Work with relevant key stakeholders to ensure a positive client experience including excellent service and implementation- Develop an appropriate calling plan to efficiently and effectively achieve goals and objectives. Through consultative selling, design and implement workable, innovative solutions for customers individual needs plus generate and receive quality referrals for/from other parts of the Group.- Where appropriate undertake professional presentations etc to customers in support of potential opportunities portraying HSBC in the best possible light against a backdrop of competition from local, regional and/or global banks.- Maintain and enhance the image of HSBC through the planning and execution of conferences, industry sector days, internal & external client road shows, active participation in industry associations and other such suitable events