Sales Manager, Transaction Banking & Cash Management
HSBC Bank
Total years of experience :20 years, 1 Months
Main focus is to maintain and enhance existing revenue streams and develop new revenue streams by
identifying and selling innovative Payments and Cash Management solutions to a defined Corporate
portfolio of clients thus maximizing commercial profitability and relationship depth. This will include
contributing to the pricing, reviewing and negotiating the full range of cash management services
together with affecting any cost reduction initiatives required by the group.
Currently managing the Cash Management products sales for the client base of Dubai and Abu Dhabi
Market (Local Corporate and Business Banking clients base) which includes identifying new
opportunities expand on the existing portfolio, increase wallet share, revenue and generally ensure the
performance of the client. The sales includes to provide consultative solution of complex multi country
and multi-currency liquidity solution, payments, receivables and setting up host to host connectivity
with ERP system and internet banking.
Maintain close liaison with key stakeholders (specially the Trade Finance and Treasury Team) so as
to provide input into the strategic direction of the business, the functionality and launch of new
products and services and undertake sector/portfolio planning and client monitoring/contact.
Responsible to execute a robust sales plan to target key customers including effective closure of
pipeline deals to capture revenue and to build and maintain close relationships with clients.
* To identify and act as the principal point of contact for top tier corporate clients with regional
operations/requirements; take ownership of their queries on e-delivery systems and cash
management product proposition, transaction quarries, address queries related Internet Trade
Services and also managing complains from the client and provide an end to end service
experience to the client.
* Experienced in implementation of Internet Banking for Islamic Current Accounts (under Amanah
Banking) with payments capabilities.
* Experienced in implementation of Internet Trade Services.
* Experienced in ERP integration and also experienced in different file formats (i.e.: iFile, XML,
SWIFTnet etc.)
* To pro-actively manage revenue flows from existing business and customers and also to manage
attrition.
* To identify opportunities for cross sales from the portfolio and convert to sales thereby
contributing to Cash Management Revenue.
* To promote service of Cash Management solutions to HSBC Middle East Corporate clients.
* To serve as a focal point externally with Cash Management relationships on an ongoing basis,
and internally with Products/Sales/Processing departments on all aspects of cash management
issues.
* To ensure quality service to meet the customer’s requirements and seeks to maximize the Bank’s
return on a domestic basis.
* To minimize the attrition rate of customers.
* To mitigate risks and ensure proper controls to minimize losses and also ensure complete
reporting of losses.
* To act as the liaison point for service for clients for all unresolved technical/support issues, and
to take ownership of their queries on all electronic banking and all transaction issues.
* To improve customer satisfaction scores and enhance market perception by continuously and
periodically arranging client service review.
* To assist in improving HSBC’s market perception through winning targeted awards (Euromoney
Poll).
Previously Employed in: HSBC Bangladesh, in Corporate Banking Division (Payments & Cash
Management Unit). (Joining date: 10th
March, 2004) in different roles, as bellow
• Leading a three member team and supervising the implementation of client mandate with proper documentation ensuring design the most efficient implementation plan for the deal and quick financial net return realization from won cash management deals. I have participated in Major Deal Implementation in 2010 (including SAP integration) for leading global and multi nationals companies.
• Post implementation reviews with clients and in-house stakeholders to avoid any client issues and the key success factor was always meeting targets and receiving top scores form the clients.
• Supervision of E-Channel service delivery through dedicated trained outsourced representative, supervision of smooth integration with Client ERP for better delivery of Cash Management service to customer and to provide feedback to local product development team in view to devise and enhance products to better fit customers’ needs.
• Managing projects and product implementation (Countrywide Collection & Payments, Receivable Management Solution) within the predetermined service standards & service level agreement (SLA). This includes delivery of mechanisms to track adequate service delivery product penetration to the bottom line. This also includes management of Corresponding Bank that includes service set up through Corresponding Banking Agreement for the Up country Collection and Payments proposition and Vendor management for the purpose of customized local Implementation and Integration for local & regional deal.
• Assisting Local Head of Payment & Cash management of HSBC Bangladesh in managing risk, legal, compliance and Business case development, Cost minimization as well as optimization.
• Managing three corresponding banking relationship, vendor managements.
• Responsible for recruiting, supervising, training and monitoring of the outsourcers staffs.
To act as a supervisor at Client management team consist of three direct reporting officials for a portfolio to cater service to liability based customer MNC/LLC/LC clients, Development Organizations (local & MNC), other large public sector clients for all products, and account level service.
To act as Client Service Officer. A single point contact to facilitate service to all liability clients on daily basis, regarding the transaction and enquire. Responsible for developing the Client service unit at Global Payments & Cash Management Unit under the Corporate Banking Division of HSBC, with a focuses on customer service, implementation, feedback
* Preparation Credit proposals, Financial Analysis, Borrower’s credit worthiness, Documentation for
Liability based Corporate Customers (mostly cash secured facility).
* MIS development: Macro/Micro level deposit movement, Pipeline movements, Collection &
Payments volume for both Asset/Liability based customers, preparation of Customer profitability.
Master of Business Administration (MBA) completed in 2002 from Dept of Finance & Banking University of Dhaka (Major in Banking), Bangladesh. Examination held in 2013
Bachelor of Business Administration (BBA) completed in 2001 from Dept of Finance & Banking University of Dhaka (Major in Finance), Bangladesh. Exam held in 2002.
Higher Secondary Certificate completed in 1995 from Notre Dame College, Bangladesh
Secondary School Certificate completed in 1993 from St. Joseph high School, Bangladesh