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Officer, Commercial Real Estate

Sep 19, 2017
Edmonton, Alberta
Early Career


Employment Type: Fixed-Term

The role holder works in the Commercial Real Estate teams and works closely with the CRE Director and RM to prepare briefing papers, collate and analyze complex financial data an non-financial data on both existing and prospect clients. Will work closely with the Director to successfully close out a deal which includes working on complex documentation (legal, credit etc). The analyst will also focus on lending as well as non-lending income through cooperation and delivery of PCM, Trade and GBM products.

Will adhere to Group values, follow business strategy, operational policies, regulatory requirements, and risk management practices.

Impact on the Business

  • Preparation of in depth pre-customer meeting briefs, and collation/analysis of financial/non financial information.
  • In depth Analysis of market sector/industry information to support the deal/s being pursued.
  • Prepare robust credit structures that will secure and protect the bank while meeting with the customers needs. Identify and strengthen weak structures.
  • Use ClientVision while actively engaging with product partners to prepare client plans and ensure all cross border income is reported on HORIS
  • Work closely with product partners, international colleagues, and other Global Businesses to deliver maximum value of HSBC products and services to each assigned customer.
  • Ensure pricing/relationship returns is generating appropriate return on risk-weighted assets for this segment.
  • Comply with all applicable internal controls, risk, KYCC and compliance policies and regulatory requirements at all times.
  • Identify sustainable revenues from existing relationships and opportunities to cross-sell group products and services and through targeted acquisition of quality new customers and advise Director/RM
  • Identify and mitigate risks or potential risks to HSBC, including but not limited to credit, fraud, operational, and reputational risk. Resolve any/all identified issues promptly, and escalate concerns to management as appropriate to ensure timely awareness of any material concerns.

Customers / Stakeholders

  • Become fully involved in the deals and discussions with clients and support the Director with preparation for the client/Risk presentations etc
  • Interface with Risk to ensure HSBC understanding of the customer risk profile is accurate and up to date.
  • Monitor relationship profitability regularly and ensure adequate product coverage for this customer segment

Leadership & Teamwork

  • Work closely with the RM and the Director to ensure that there is a robust proposal to present to the client.
  • Engage closely with the client to understand the business with a view to structuring a robust proposal for discussion with the client.
  • Pull product partners into the relationship to ensure appropriate coverage by product partners and alignment to agreed account objectives.
  • Provide guidance and assistance to less experienced colleagues.
  • Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
  • Complete timely and in depth analysis/evaluations of reviews of customer financials and operating risks for all credits in the portfolio
  • Ensure early identification of problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests
  • Active monitoring of facilities and utilization to ensure this is in accordance with approved terms and conditions
  • Promote an environment that supports diversity and reflects the HSBC brand.

Operational Effectiveness & Control

  • Appropriate approach to risk management
  • Ensure robust structures in place for management of credit, operational, reputation and regulatory risk.
  • Complete, timely, and in-depth evaluations or reviews of financial and operating risks for all credits.
  • Monitor activities on facilities to ensure usage is in accordance with approved terms and conditions.
  • Ensure credit and operational quality is not compromised in the pursuit of income
  • Minimise operational losses and fraud.
  • Risk controls to be in accordance with Group standards.
  • Demonstrate adherence to internal controls.
  • Ensure that HORIS and CV Data for all relationships in the portfolio are accurate.
  • Compliance with and management of sales suitability risks and requirements
  • Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements
  • Ensure that all employees are aware of and effectively identify and manage applicable money laundering (ML), terrorist financing (TF), sanctions and reputational risks.
  • Complete other responsibilities, as assigned.

Major Challenges

  • Engage closely with the client to understand the business with a view to structuring a robust proposal for discussion with the client.
  • Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
  • In depth understanding of the market in relation to the clients business
  • Have a robust understanding of complex financials and the ability to structure complex deals
  • Have a robust understanding of complex banking products in relation to client needs (Derivative structures etc)
  • Ensuring all regulatory requirements are adhered to at the highest Group standard.
  • Satisfying internal reporting and MI requests as needed.
  • Constant vigilance in identifying and mitigating financial, operational, fraud risks.

Management of Risk

  • Ensure compliance of both general and anti-money laundering and anti-terrorist financing (AML/ATF) compliance controls as well as operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues.
  • The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organization.
  • The jobholder will also continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology. Additionally they will ensure they effectively manage sales suitability, money laundering, counter terrorist financing, fraud, and reputational risk.
  • This will be achieved by ensuring all actions take account of the likelihood of operational risk occurring.
  • Also by addressing any areas of concern in conjunction with line management and/or the appropriate department.

Observation of Internal Controls

  • Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.
  • The jobholder/s will also adhere to and be able to demonstrate adherence to internal controls. This will be achieved by adherence to all relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators.
  • The jobholder (Director) will implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term â??complianceâ?? embraces all relevant financial services laws, rules and codes with which the business has to comply.
  • This will be achieved by adhering to all relevant processes/procedures and by liaising with Compliance department about new business initiatives at the earliest opportunity. Also and when applicable, by ensuring adequate resources are in place and training is provided, fostering a compliance culture and optimizing relations with regulators



  • Minimum of 2 years related work experience
  • General knowledge of GTRF, PCM, GB&M, and RBWM products and capabilities.
  • Good commercial lending, risk assessment, trade finance experience
  • Strong practical understanding of complex financial analysis in relation to commercial lending, and cash flows
  • In depth knowledge of complex credit structures, cashflow analysis, setting ratios and covenants
  • Excellent interpersonal skills and ability to build strong working relationships with internal and external stakeholders
  • Excellent time management, planning and organisation skills
  • Excellent range of communication skills, including written, verbal, and the ability to deliver compelling presentations
  • Strong analytical skills
  • Strong change focus and ability to manage change
  • Good credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension
  • Proven ability to deliver creative and flexible customer solutions


  • Bachelors Degree in Finance/Professional accounting qualification
  • Ability to understand a customers business and the fundamentals of running a business
  • Ability to build personal relationships with current and potential clients
  • Knowledge of group systems, including CARM, ClientVision, HORIS, Global Links and GRPT.
  • Knowledge of CMB policies and procedures as per CMB FIM.
  • Wide personal connections and contacts in the market