VP, Originations

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 Job Description - VP, Originations (0000CJUG)

Job Description 

VP, Originations : 0000CJUG 



This role, within the CMB Origination team (“CMBO”), focuses on driving CMB revenues through collaboration with Global Banking & Markets (“GB&M”). This primarily comprises both building relationships with CMB customers and prospects by identifying their needs for GB&M products and solutions, as well as fostering seamless internal connectivity across products, business lines, sector verticals and geographies. The role is client-facing in nature.


The tasks for this role will include some or all of the following:

  • Lead the execution of business objectives to drive revenue and achieve Annual Operating Plan targets and key performance indicators, whilst building a sustainable business model
  • Work with junior CMBO personnel to achieve long term growth in line with strategic plans through appropriate relationship building and pipeline management for new and existing customers
  • Responsible for identifying sales opportunities that address specific needs for our clients and managing these from identification to point of sale.
  • Drive sales and associated activities and monitor the key related metrics
  • Responsible for ensuring the bank aligns around our clients to deliver a high quality and robust service
  • Drive proactive collaboration with GB&M product partners, international colleagues, and other Global Businesses to deliver maximum value of HSBC products and services and to contribute to continued servicing of customer needs and deepening existing relationships
  • Confidently manage financial crime risk throughout the client lifecycle by identifying, assessing, accepting, monitoring, escalating and mitigating risk
  • Ensure consistent application of Group Policy and adherence to regulatory, financial, and legal standards to minimize business and reputational risks.


Managers are accountable for setting the ‘tone at the top’ which underpins the principles of a positive and effective internal control environment.  They should exhibit leadership and direction to their teams for establishing and maintaining an effective internal control environment, including the development and management of policies and procedures where appropriate.  Managers should  also ensure that suitable processes are put in place to review and oversight that internal control environment against those policies.




Management of conduct is a critical component of all our business activities including, for example, the Group’s strategy and business models, our culture and behaviors, our interaction with customers, our financial markets operations, and our governance and oversight processes. HSBC's approach to conduct is designed to ensure we deliver fair outcomes for our customers and do not disrupt the orderly and transparent operation of financial markets.


Focus on conduct is integral to HSBC’s values and principles, and supports the Group’s strategy for sustainable growth and streamlining of business processes and procedures. 


HSBC has defined the Global Outcomes relating to Conduct which must be delivered by Global Lines of Business, HOST and the Global Functions. The 15 Global Outcomes are located within the document in this link:


Global Risk FIM / Regulatory Compliance / B.25 Global Conduct Policy


Whilst all 15 Global Outcomes apply across the organization, there are more dominant or relevant Outcomes which relate to specific roles. Below is an indicative guide to show which Outcomes are more likely to apply to this job description. All roles within the organization should adhere to the Outcomes and the local regulatory standards and requirements relating to the markets in which they operate. It is mandatory that the conduct outcomes are included in the profiles and must not be amended.


Please note, the outcomes which are not applicable to this job category are not listed below.


Strategy & Business Models

1. Our strategy, business models, and the decisions we make deliver fair treatment of customers and do not disrupt market integrity 

Culture & Behaviors

2. Our culture supports our people and empowers them to consistently do the right thing for our customers and markets in which we operate

3. Our people are competent and committed to the fair treatment of customers and not disrupting the integrity of markets

4. We are open to challenge, we acknowledge when things go wrong, we fix things and we learn from our mistakes

5. We reward and incentivize performance, behaviors and attitudes which deliver the fair treatment of customers and uphold market integrity


6. We know our customers and understand their needs-we actively listen to them and ask the right questions

7. Our products and services provide a balanced exchange of value between HSBC and our customers

8. Throughout our sales and servicing we are efficient, transparent and customer focused


9. We manage our products and services so that our customers’ experience is in line with the expectations we set

10. We seek to prevent and will proactively identify actions and behaviors that constitute market misconduct, and respond appropriately

11. We manage conflicts of interest and appropriately handle information to reduce the opportunity for misuse

Governance & Oversight

12. Our governance framework provides effective oversight of how we fairly treat customers and uphold market integrity

Impact on the Business


Collaboration between Commercial Banking (CMB) and Global Banking and Markets (GB&M) is a key global strategic imperative for the HSBC group. The aim of this collaboration is to maximize revenues from GB&M products with CMB clients and responsibility for this is housed under the CMB Origination team.


The key GB&M products in question are as follows:

  • Leveraged and Acquisition financing
  • Structured Finance
  • Debt Capital Markets
  • Equity Capital Markets
  • Mergers and Acquisitions / Advisory
  • Rates
  • FX

Customers / Stakeholders


Key customers include:

  • Existing CMB customers for whom GB&M product solutions are appropriate
  • Prospective CMB customers for whom GB&M product solutions are appropriate, whether on a defined Prospect list or not

Key Stakeholders include:

  • Global Head of Client Coverage
  • Head of CMB USA
  • Head of CMB Origination North America
  • CMB RMs, particularly Large Corporate and Mid-Market
  • All GB&M Product Partners including heads of M&A, LAF, ECM, DCM, IRG, Structured Finance and GMCS (Global Markets Corporate Services)

Leadership & Teamwork


Collaborate effectively with others across a variety of groups both internally and outside the firm


Act as the driving-force behind origination activity, with the support of other team members, to deliver on positive business outcomes, while serving as an example and coach to junior CMBO staff


Uphold the highest level of integrity and act as a role model for all HSBC values and business principles


Demonstrate a commitment to excellence and perform to the highest standards, and promote an environment that supports diversity and reflects the HSBC brand


Operational Effectiveness & Control

This should be evidenced by overall conduct ("do the right thing") and by proactively demonstrating active compliance with both the letter and the spirit of applicable laws, regulations, internal policies, procedures and Global Standards together with the management of risks including, but not limited to, Credit, Operational, Regulatory (including Financial Crime), Reputational and Sustainability. This would be demonstrated through escalating, speaking up and a proactive approach to identifying when things go wrong or potential risk issues are identified.


Major Challenges


Coordination and connectivity, related to the origination of overall GB&M product business, between CMB RMs, GB&M product specialists and GB sector specialists.


Establish a holistic understanding of clients’ needs and deliver innovative high value solutions across all GB&M product lines, gaining significant business and sustainable returns for the Group.


Develop and maintain ‘trusted advisor’ relationship and access at key decision maker level for assigned current and target clients.


Work to reposition CMB to higher value added solicitation, enhancing the perception of the Bank amongst its existing and prospective clients.


Co-ordinate origination of ‘event-driven’ business.


Build the CMB franchise value/reputation in the market place.


Drive achievement against targets for revenue generation, product alignment, customer satisfaction and cost management.


Contribute to the building of a professional, proactive, and performance-driven culture; assist with succession planning for the


CMBO team and participate in coaching schemes as appropriate.
Establish and maintain networks for co-operation with other HSBC businesses, to support the creation of solutions to customer needs that span geographical/product boundaries and regulatory environments.


Aggressively grow HSBC’s share of client wallet, involving product specialists to ensure product capabilities are in line with client/sector requirements.


Support the implementation of major change initiatives within CMB Origination and wider CMB.


Understand and ensure compliance with all relevant internal and external rules, regulations and procedures that apply to the conduct of the business in which the jobholder is involved.


Maintain HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.



  • FINRA Series 63 and 79
  • At least 10 years of solid experience in corporate finance / investment banking
  • Track record of building & developing relationships at C-suite levels 
  • Ability to develop a strategic dialogue with the client
  • Industry generalist
  • Proven record of leading client presentations and delivery
  • Excellent knowledge of HSBC Group and products, and a strong network of contacts across all business areas.
    Proven record of proactively originating GB&M business.



Job Field

 : Commercial Banking

Primary Location

 : North America-United States-New York-NEW YORK


 : Full-time 


 : Day JobType of Vacancy : Country vacancy

Job Posting

 : 09-Feb-2019, 06:19:47 

Unposting Date

 : Ongoing  

25 April 2019
Location: United States New York NEW YORK
Work type:
Full time
Banking and Financial Services
PLEASE! No enquiries from Recruitment Agencies or Headhunters.

Only direct applications will be considered.

This career opportunity is no longer open.
Please search for current vacancies here.

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