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CIB F&BM - APAC Sales & Marketing - Sales Planning & Analysis – Associate

Req #: 170002930
Location: Hong Kong, , HK
Job Category: Marketing/Communications
Job Description:
Sales & Marketing Planning & Analysis Team
The Sales & Marketing Planning & Analysis (P&A) function supports the regional Sales & Marketing organizations for the Markets & Investor Services segments of the Corporate & Investment Bank (CIB).  Comprising more than 2400 people, the regional Sales and Marketing organizations cover clients on a cross-product basis and are responsible for growing a global, multi-billion dollar client franchise.
The P&A team is regionally aligned (NY, London, HK) with a centralized Mumbai production centre.  The team partners closely with the Business Management teams, Sales Heads, Sales teams, Product Controllers, Legal Entity Controllers and other P&A colleagues within the CIB.  Our focus is Client Revenue (AFR - Allocated Franchise Revenue) rather than Total Product Revenue.  In addition to measuring the performance of the Sales organizations (AFR, expenses, headcount), we also provide extensive reporting on our client franchise to help identify opportunities and grow the business. We also support requests for client data for  various regulatory asks.  
APAC Sales P&A team supports the APAC Sales organization comprising of 600+ front office professional spread across 13 countries in Asia under eight Sales Teams / Sales Heads (Fixed Income, Equity and Investor Services).  Asia P&A Team comprise of onshore team of 5 people supported by offshore team of 5 people.  Team works very closely with APAC Sales BM team and his team on day to day basis.   Sales P&A team plays a crucial role as a strategic partner to Sales Management and Sales Business Management by providing quality analysis and reporting that generate insights into business trends and economics.
Job Description:

This role works closely with Sales Management, BM, Middle Office, Product controllers and technology partners to drive various Cross products and cross functions initiatives.   Role offer excellent opportunity to gain insight into all four dimensions of P&A Functions(Analytics, Reporting & Control, Traditional P&A and Projects/Continuous improvement) across four Products (Fixed income, Equity, Commodities and Investor services).    Role will play a key part in ensuring that existing governance standards and frameworks are followed and improved over period. 
Sales P&A function consists of three broad functional areas :-
  • Business Support, Analytics
    • Work closely with Sales BM and Sales heads to design reporting framework which facilitates analysis of complex data and helps management to make well-informed decisions
    • Strategy Partner for Sales BM and Sales heads
    • Supports preparation and presentation of Business and Strategic reviews, Town hall
    • Support Competitor analysis (Coalition / McLagan)
  • Reporting,  Coverage, AFR Control & investigations  -
    • Ensuring the integrity of the sales AFR numbers, liaising with relevant groups within the firm to resolve issues as they arise, and working closely with Mumbai control-aligned teams to ensure sales reports and MIS systems function correctly
    • Working closely with a Mumbai reporting team to deliver scheduled and ad-hoc reports, to ensure that output is correct and business-relevant, and to develop innovative reports or analysis to help the Business and Sales Desk Heads in their decision-making process
    • Working with BM (Sales and Product) and other P&A colleagues for AFR or Sales-related queries
    • Assisting in the annual planning process for Sales AFR information, working closely with the Sales BM and assisting with the tie-back to product LOB AFR plans
    • Driving Sales coverage agenda for Equities and Fixed income
  • Traditional Planning & Analysis
    • Analysis and reporting of AFR, headcount, expenses and product sales allocations for various reviews and management reports
    • Developing and improving cross-product reporting, sales team reporting and productivity analysis
    • Preparing Business Reviews and Ad-hoc analysis
  • Projects, Continuous improvement & Ad hoc support
    • Connecting with the Mumbai production Centre and other regional P&A teams to drive standardization and best practices across regions
    • Working on continuous improvement global & regional projects to achieve productivity and efficiency across Markets & Investor Services

Key qualities for successful candidate
  • Self-starter, able to take the initiative and operate independently on a daily basis
  • Able to manage competing deadlines and demands, and to work on several projects concurrently
  • Communication and partnering skills / strong team player comfortable engaging at all levels specially with Business managers and Sales heads
  • Strong analytical skills with keen attention to detail
  • Moderate to Strong Excel, Financial modelling and Power Point
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