Director, Client Development

The Client & Banking Analytics (CBA) team within CIB transforms data with strategic analytics, driving insight, innovation, and commercial performance across HSBC. As the business owner of Omnia and CME, CBA is instrumental in driving their strategic development to simplify data analytics, enhance business intelligence, and ultimately drive client and shareholder excellence. We deliver data-driven insights to optimize investment across clients, products, channels, and resources, and to enhance pricing. Through disciplined governance, consistent methodology, and fact-based analysis (including client peer benchmarking, wallet sizing, and customer feedback), CBA fosters business optimization, strengthens CIB partnerships, and provides critical insights for shaping CIB’s commercial strategy.

The Role:

As Director and Head of the Client Development pillar, you are a pivotal leader within the Client & Banking Analytics team, responsible for defining and executing a client-focused strategy that optimizes CIB frontline activity and drives strategic collaboration. Your primary focus will be to spearhead the strategic development and evolution of Omnia as CIB's core business intelligence tool and CME as the foundational CRM, client planning, and pipeline platform. This role demands a strategic thinker with a deep understanding of how to leverage data, technology, and analytics to generate actionable business development initiatives, significantly enhance client engagement, and directly shape the future of CIB's internal platforms. You will serve as a critical resource for the Omnia Commercial Leadership team, driving essential partnerships to design and implement the strategic roadmap of these platforms.

Key Responsibilities:

• Strategic Client Development & Frontline Optimization: Define and lead the strategy to maximize and measure CIB frontline performance, delivering advanced, client-centric insights and tools for effective client planning, prioritization, segmentation, and robust business performance reporting.
• Platform Vision & Roadmap (Omnia/CME): Guide the strategic development and future roadmap for Omnia and CME, serving as a critical resource for Omnia Commercial Leadership and driving deep involvement across and beyond this team to ensure platform evolution aligns with CIB's strategic goals.
• Senior Stakeholder Engagement & Influence: Foster deep, strategic collaboration with coverage bankers, product sales, Omnia Commercial Leadership, and CIB leadership, ensuring alignment and effective utilization of CBA’s insights and platforms to drive business growth and platform adoption.
• Data Monetization & Innovation: Design and lead initiatives to leverage internal and external data assets, including frontline platforms (Omnia, CME) and advanced technologies, to generate actionable insights that fuel business development and enhance client engagement.
• Content & Knowledge Leadership: Oversee the development and dissemination of valuable insights, thought leadership, and knowledge products that accelerate business development efforts and deepen client relationships.
• Cultivate Strategic Partnerships: Promote a culture of collaboration across CIB, ensuring Client Development insights and platform strategies support broader strategic objectives and strengthen key partnerships.
• Lead & Develop Talent: Provide strong leadership and mentorship to the Client Development pillar, guiding and developing analytics professionals to achieve strategic goals and foster a high-performing, innovative team.

Skills & Experience:

• Client-Focused Strategic Insight: Proven ability to define strategy and translate complex data into actionable, client-centric insights and innovative solutions that drive tangible business outcomes and inform sophisticated performance reporting.
• Industry Domain Expertise: Deep understanding of CIB business models, client lifecycle, frontline operations, and the competitive landscape for HSBC and its banking peers.
• Technical Expertise:
• Subject matter expertise with Omnia and/or CME, or similar enterprise-level CRM and business intelligence systems.
• Advanced proficiency in Microsoft Excel and PowerPoint.
• Experience with data visualization tools (e.g., Tableau, Power BI) to create impactful dashboards and reports . Proficiency in SQL for data querying and extraction is preferred but not required.
• Proven ability to leverage advanced analytics, data platforms, and emerging technologies (e.g., Generative AI) for competitive advantage.
• Influential Communication: Exceptional communication, interpersonal, and senior stakeholder management skills, with a demonstrated ability to influence, negotiate, and drive consensus across diverse groups including CIB leadership.
• Strategic Execution & Innovation: A strategic mindset and proven track record of defining and leading business optimization, innovation, and delivering significant results in dynamic environments, including managing complex, cross-functional projects.
• Global Team Leadership: Experience in leading, mentoring, and developing a small, global team fostering a collaborative, high-performing environment, and efficiently leveraging shared resources.
• Inclusive Perspective: Demonstrated openness to diverse viewpoints, cultivating an inclusive environment that values varied backgrounds for enhanced strategic thinking and problem-solving.

Qualifications:

• Proven experience in a leadership role within data analytics, client insights, or business development, specifically within corporate, institutional, investment, or transaction banking.
• A Bachelor's or Master's degree in Business, Finance, Economics, Data Science, or a related quantitative discipline is preferred.
• Mastery of financial concepts, including credit risk, revenue drivers, capital allocation, and return metrics (e.g., RWA, RoRWA, RoTE).
• Prior frontline relationship management or trading desk experience is preferred but not required.

Being open to different points of view is important for our business and the communities we serve. At HSBC, we’re dedicated to creating diverse and inclusive workplaces. Our recruitment processes are accessible to everyone - no matter their gender, ethnicity, disability, religion, sexual orientation, or age.

We take pride in being part of the Disability Confident Scheme. This helps make sure you can be interviewed fairly if you have a disability, long term health condition, or are neurodiverse.

If you’d like to apply for one of our roles and need adjustments made, please get in touch with our Recruitment Helpdesk:

Email: [email protected]
Telephone: +44 207 832 8500