Richard. A. Smith

• Strategic focus of - Portfolio revenue growth via Client Management, as well as new client acquisition.
• Strong sales hunter process - develop prospect lists, contact strategy, onboard, implement facilities and grow business.
• Identify needs and structured complex/high value trade facilities across full range of Products (Incl, Non-Recourse/Insured Receivables Finance and Supply Chain Funding).
• Frequently communicate / negotiate bespoke solutions, approval and documentation conditions, to close transactions.
• Activity, deal flow, pipeline management & revenue forecasting/planning (including for the UAE team as Deputy Head).
• Portfolio Rev PA USD 20m, USD 1.4b Assets.
• Covering HSBC's key Large Corporate client base incl - Conglomerates (Fashion, Luxury and Automobiles), Industrial Manufacturing and Contracting.
• Lead sales best practices/negotiation training to new and existing staff members to build expertise.
• Notable Achievements:

- Consistent PA growth 15-35% achieved, reflected in "Top

Performer" & "Role Model" performance ratings.

- USD 85m (HSBC ME's 1st) Sustainably Linked Trade Facility (regional retail group).

- USD 10m SCF Facility (luxury regional retailer).

- USD 200m FI B2B DC Facility Structuring ($1.5m Rev PA), (Institutional Lending, Algeria / UAE).

- HSBC UAE's 1st Live Blockchain IMP DC transaction (Industrial Manufacturer).

- Onboarded new client to HSBC, with lending implemented across 27 countries (Chemicals MFR/Dist).

• Analyzed existing client portfolio to devise a contact strategy and quickly drive business growth.
• Self-generated new business by Identifying, approached and onboarding, prospects from within the SME and Mid-Market segment.
• Established and maintained highly effective relationships with clients to drive growth and new client referrals.
• Communicated and negotiated bespoke facility terms for structured trade facilities across a range of products (Traditional Trade, Receivables and Supply Chain Finance).
• Developed strong knowledge on Trade Working Capital and credit risk analysis, to propose facilities whilst mitigating/managing risk.
• PA Portfolio Revenue of approx USD 10m, with USD 600-850m Assets.
• Proactive approach to leading relationships, to drive business unit performance.
• Wide experience gained across business sectors including - Contracting, Retail, Distribution, Technology and Trading.
• Notable Achievements:

- Maintained “Top Performer” Rating (2015-2018), out of team of 20.

- Average annual revenue Growth Rate 15-45% (by combining existing client growth and prospect onboarding).

- Implemented innovative Business Development strategies to raise overall team performance.

• Initially covering relationships in the South West UK, due to success in this role, I was relocated to Central London in order to further grow client base/sector experience.
• Planned, developed and pursued active customer call program to attract new banking relationships.
• Strong and consistent revenue growth/client onboarding, leading amongst peer group.
• Developed a strong foundation in Trade Working Capital / Financial analysis.
• Evaluated lending requests, documentation through to draw-down and managed ongoing relationship risks.
• Effectively managed client portfolio in identifying cross sale opportunities (Payments, FX, Private Banking, Cross Border).
• Sustainably grew revenues, with nil bad debt or defaults.
• Wide industry experience across - Fashion, Chemicals, Commodity Finance, Wholesale and Manufacturing.
• Notable Achievements:

- No.2 in HSBC UK Corporate League Table, across mixed mid/senior team.

- Represented HSBC UK in leading a Trade Mission to The UAE, hosting 15 companies based in London (London Chamber of Commerce and HSBC MENA).

- Presented at and hosted events in order to increase HSBC’s market presence.

- Member of the UK Institute of Exports (Certified International Trade Adviser) with distinction (CiTA - Dist).

• Various roles held across HSBC Group as part of their management training programme, including:

- Trade Operations and Service Management.

- Corporate Telesales, Coaching and Team Leadership.

- Call Centre migration and training (UK to India).

- Project and Business Management.