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Business Descriptor:

Wealth and Personal Banking   serves more than 50 million customers worldwide with a complete range of banking and wealth management services to enable them to manage their finances and protect and build their financial futures. It is a global business that brings together management responsibility for Retail Banking, Wealth Management, Insurance and Asset Management with a focus on customer-centric propositions and innovative and efficient distribution channels.

The strategic objective behind the MSF is to provide the retail bank a distribution channel that works as the frontrunner in customer acquisition and retail asset distribution in the open market. One of the challenges is to be able to create sustainable channels that effectively target prospects at large points of agglomeration.

In the Indian market, salaried individuals represent a vast opportunity and consequently it becomes extremely critical to have a foothold in this segment to cater to their banking needs. One of the ways in building this sustainable model is by tying up with corporates for our corporate salary proposition (CEP).

While the role predominantly requires an individual to penetrate the existing corporate base, the low penetration of our proposition provides adequate opportunities to increase the footprint of the bank via new business development. One of the key focus areas is to leverage our existing relationships with GB / CMB. This involves significant stakeholder management, an ability to mobilize resources and conviction to deliver despite extended sales cycles. While an individual in this role needs to be able to deliver on the near term objectives he must not lose sight of the longer term objectives that will help build a sustainable business model.

The bank is focusing on the Premier / Personal banking space and the individual needs to target the right set of corporates and employees within. This requires guiding the team to identify the needs of customers and offering customized solutions. This segment provides significant cross-sell opportunity, ability to provide high acquisition numbers and build the liability book value. Simultaneously the CEP corporates provide an opportunity for a low cost channel for the asset business for the bank which should be leveraged.

We are currently seeking an experienced professional to join the INM WPB team.

Principal Responsibilities:

• To drive the strategy of WPB product lines for the allocated market
• To acquire, maintain relationships and increase product penetration within corporates by engaging with Key Influencers
• To ensure that the quality of the corporates acquired are in line with the strategic focus of the Bank
• To liaise with the Group businesses(CMB & GB), MSF central team and CVM to focus efforts to increase HSBC product penetration within employees of the corporate
• To manage portfolio profitability by aligning sourcing strategy with the Groups target customer segment (Premier, Personal Banking)
• Develop a robust, diligent and compliant sales channel
• To liaise with product and support teams on a constant basis to enhance customer offerings and service delivery
• To adhere to Customer Service guidelines and handle complaints effectively and within specified TAT
• Work closely with both the GB/CMB RMs  and MSF Business Development Managers (BDM) to engage with key decision makers of target corporates. Actively participate in presenting the HSBC CEP proposition with the objective to empanel them for the salary proposition
• Focus on quality of corporates acquired basis sharp company profiling and  increased penetration of HSBC products within their employee base
• Increase penetration of the corporates  employee salary accounts with HSBC in the desired customer segments (Premier, Personal banking)
• Work with product specialist sales teams (mortgage, Premier Hunters, Mgr Cross Sell) to conduct corporate presentations and activities focusing on specific products with the objective to  successfully generate leads
• Make corporate work site marketing activities(WSMs) more interactive and effective
• Drive the overall asset strategy of WPB within the corporate space by identifying under penetrated opportunity segments, showcasing HSBCs offering and driving growth.
• Consistent delivery of the operating plan across all key products (Personal banking, PIL Cards, Mortgages, Premier)
• Controlling/lowering cost of acquisition within mandated cost guidelines
• Optimizing sourcing mix to focus on profitable segments in corporates
• Ensure minimal documentation errors (KYC) by driving the Right First Time behavior across the team.

Customers / Stakeholders

• Own the corporate relationship with HSBC
• Maintain a deep understanding and technical knowledge of relevant products and services available from Group sources and elsewhere in order to provide the best solutions for corporates and individual clients and maximize revenues for Global Wealth and the Group
• Maintain highest standard of excellence in customer service across the team by fullilling the needs of the customers.
• Monitor customer satisfaction data by adhering to the customer service expectations and maintain the NPS score above the channel requiement
• Work with the broader branch, support and CMB, ISB , Corporate and Business banking teams  to ensure collaboration with their clients and successful onboarding for salary accounts and cross sell other products.

Qualifications

Knowledge and Experience / Leadership capabilities

• A bachelor’s degree at the minimum, a post graduate degree shall be preferred
• At least 10 years of experience in managing corporates sales and service, of which atleast last 5 year in managing sales of financial services product
• Comprehensive understanding of transactional banking and functional understanding of wealth management and consumer asset products is necessary
• Strong communication, sales orientation, customer service focused.
• Able to handle the challenges of Sales team with dynamic mindset and approach.
• Mamanagement skills are essential adhering to values and conducts of HSBC.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India