Senior Associate, Client Engagement

About CLS

CLS is the trusted party at the centre of the global FX ecosystem. Utilized by thousands of counterparties, CLS makes FX safer, smoother and more cost effective. Trillions of dollars’ worth of currency flows through our systems each day.

Created by the market for the market, our unrivalled global settlement infrastructure reduces systemic risk and provides standardization for participants in many of the world’s most actively traded currencies. We deliver huge efficiencies and savings for our clients: in fact, our approach to multilateral netting shrinks funding requirements by over 96% on average, so clients can put their capital and resources to better use.

CLS products are designed to enable clients to manage risk most effectively across the full FX lifecycle – whether through more efficient processing tools or market intelligence derived from the largest single source of FX executed data available to the market.

Our ambition to make a positive difference starts with our people. Our values underpin everything that we do at CLS and define our working environment:

Pivotal purpose

Trusted guardian

Targeted innovation

Facilitate connections

Delivering excellence

Inclusive culture

Job information

Functional title – Client Engagement

Department – Business Development and Client Engagement

Corporate level – Senior Associate

Report to – Senior Associate, Client Engagement

Location – Hong Kong

Overview

The candidate will work within the APAC team to help deliver on expanding CLS’s product reach and revenue by growing business across established and fledgling clients as well as drive client relationship management for CLS. They will be part of a team servicing and supporting active FX participants in APAC, across Banks, Asset Managers, Hedge Funds, NBFI’s and Corporates. This role is focused on building out strong relationships with existing CLS clients especially Settlement Members and growing product reach of CLS across the Settlement, Processing and Data product offerings.

This role is aimed at relationship and incremental product and revenue growth for CLS and strengthening CLS’s position in the FX industry.

Strategic

Drive APAC efforts aligned to building, strengthening and deepening penetration of the CLS product suite across clients in the region

Develop and execute a client engagement expansion program that actively positions CLS at critical levels within organizations

Identify opportunities to deepen and upsell CLS products including: CLSSettlement participation; CLS Shareholding, Settlement Membership and 3rd party participation, Processing and Data Products

Management of Client targeting strategy in region with appropriate CRM record keeping (GoldVision)

Develop outreach action plans and execute effectively. Maintain up to date participation pipelines across products

Delivery of the CLS value proposition through appropriate client engagement

Work as an integral part of the Global team to assist the achievement of the Regional APAC KPI’s alongside the Global KPIs

Accountable for increasing meaningful client engagement measured by properly detailed plans, action planners and strategies for the assigned accounts and those of the team.

Ability to leverage CLS executives and deploy SME’s effectively in order to build the relationship and strengthen the engagement where required

Have a clear in-depth understanding of FX businesses in order to help drive clients to expand their usage of the CLS product suite

Know and document all aspects of clients to maximize understanding of relationships, drivers and issue, and to optimize commercial benefit and industry support as well as meet KYC requirements

Operational

Accountable for ensuring that all CLS clients receive an excellent level of customer service as measured by regular reviews, call reports and satisfaction surveys

Responsible for ensuring that all issues are responded to and resolved in a timely and efficient manner

Feedback market and regional activity to relevant colleagues and departments within CLS to ensure understanding of market, member and client drivers and impacts or potential issues for CLS

Demonstrate networking capability within the market measured by understanding and intelligence on issues/drivers. Capable of regular relevant and impactful business conversations with key influencers and FX leaders in the region

Promote and represent CLS at market events and industry forums

Deliver presentations where opportunities arise

Support local office administrational tasks and operations

Prerequisites

Working knowledge and sales experience of the FX market/value chain, financial markets generally, and the payments industry, including understanding of asset management and custody preferable FX knowledge an asset

Fluent in English

Strong organizational and coordination skills

Ability to develop and maintain internal/external relationships. Confidence to pitch to a wide variety of people from different backgrounds, for example: regionally / horizontally across different departments / vertically across different seniority

Excellent communication skills

Motivation and resilience to engage in new business sales both within existing clients and cold prospects

Team player

Ability to learn rapidly

Resilience

Positive outlook

Self-starter

Keen to succeed and goal orientated

Good presentational and interpersonal communication skills, both written and verbal, and able to operate in multiple cultures.

Our commitment to employees

At CLS, we celebrate inclusion and consider this to be one of our strongest assets. We are committed to fostering an environment in which everyone feels comfortable to be who they are, and inclusion is valued. All employees have access to our inclusive benefits, including:

Holiday - UK/Asia: 25 holiday days and 3 ‘life days’ (in addition to bank holidays). US: 23 holiday days.

2 paid volunteer days so that you can actively support causes within your community that are important to you.

Generous parental leave policies to ensure you can enjoy valuable time with your family.

Parental transition coaching programmes and support services.

Wellbeing and mental health support resources to ensure you are looking after yourself, and able to support others.

Employee Networks (including our Women’s Forum, Black Employee Network and Pride Network) in support of our organisational commitment to embrace and always be learning more about inclusivity.

Hybrid working to promote a healthy work/life balance, enabling employees to work collaboratively in the office when needed and work from home when they don’t.

Active support of flexible working for all employees where possible.

Monthly ‘Heads Down Days’ with no meetings across the whole company.

Generous non-contributory pension provision for UK/Asia employees, and 401K match from CLS for US employees.

Private medical insurance and dental coverage.

Social events that give you opportunities to meet new people and broaden your network across the organisation.

Annual flu vaccinations.

Discounts and savings and cashback across a wide range of categories including health and retail for UK employees.

Discounted Gym membership – Complete Body Gym Discount/Sweat equity program for US employees.

All employees have access to Discover – our comprehensive learning platform with 1000+ courses from LinkedIn Learning.

Access to frequent development sessions on a number of topics to help you be successful and develop your career at CLS.