HSBC Group

Some careers grow faster than others. 

If you’re looking for a career that will give you plenty of opportunities to develop, join HSBC and your future will be rich with potential. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.

Customer Value Management is vital in maintaining HSBC’s position as a provider of world-class wealth and personal banking solutions, directing business development with a focus on customers. The team works to ensure the most appropriate pricing, products and promotions are directed to the most relevant customers, concentrating on building value, treating customers fairly and creating a superb customer experience.

We are currently seeking a high calibre professional to join our team as Head of Acquisitions – Unsecured Lending.

Role purpose

Unsecured Lending is a key growth area for Wealth and Personal Banking in HSBC Hong Kong. HSBC is the leading bank in both cards and personal loans in Hong Kong, but our aspiration is to accelerate growth and further consolidate us as the best option for our customers.

Over the next 5 years, we will significantly grow our cards and loans business, with plans to more than double our revenues while gaining market share consistently. A key part of this ambition is supported by our product development activities. We are seeking a high caliber professional to join our team as Head of Acquisitions – Unsecured Lending. This role reports to the Head of Unsecured Lending HSBC Hong Kong and is key to achieving this ambition.

The role holder will lead our acquisition activities for our Unsecured Lending business and also for debit cards, working with Group and other stakeholders.  It is a leadership role that is also accountable for developing our acquisition strategy across Cards and Loans.

This role is responsible for:

• Developing and delivering our acquisition strategy and plans, aligned with our overall Unsecured Lending strategy. 
• Working hand in hand with Retail Distribution and Digital teams to define our acquisition strategy and deliver sales
• Defining and delivering core originations journeys and capabilities.
• Improving our customer experience across all our origination activities.

Principal Accountabilities and Responsibilities

• Develop our Unsecured Lending acquisition strategy locally, leveraging best practices globally
• Agree and lead execution plans, achieving agreed acquisition volumes
• Work in close collaboration with Retail Distribution and Digital team to deliver targets
• Work in close collaboration with Marketing to define and deliver acquisition campaigns that will deliver our targets while optimizing costs
• Drive cost efficiencies across all our acquisition activities 
• Define best in class originations journeys and capabilities and deliver at scale, with a strong emphasis on digital / mobile development 
• Improve customer experience across all our acquisition channels 
• Track and manage the relevant performance indicators vs benchmarks
• Ensure an optimal balance between medium term investments and versus rapid progress with acquisition / revenue building short term opportunities

Leadership & Teamwork 

• Responsible for removing barriers and aligning with best practices across the globe for specific areas of accountability.
• Supports leading across the matrix and developing the physical network community working in close collaboration with stakeholders for the benefit of business enhancement of retail and wealth management services.
• Responsible for ensuring the delivery of specific strategic goals in conjunction with stakeholders to build a profitable and sustainable business where services are complementary and not competing.
• Acts as an SME for physical channels and works the matrix effectively to influence change in the organisation and promote greater effectiveness in delivery.
• Works in a facilitative manner in the matrix to build capability in progressing objectives but does not lose sight of the key outcomes.
• Acts in a manner that transparently promotes the organisation values and delivers in an aligned manner.
• Cultivates an environment that supports diversity and reflects the HSBC brand

Functional Knowledge

• Ability to think strategically and have the technical and commercial subject matter expertise in unsecured lending acquisition 
• Experienced in strategy development 
• Ability to problem solve and think laterally to achieve key outcomes
• Focused and driven to deliver results in a fast-paced environment
• Sound understanding of data analytics in an unsecured lending environment. 
• Strong experience developing solutions and journeys to meet customer needs 
• Customer oriented, culturally sensitive and understanding of local customer needs strong relationship building and senior stakeholder management skills 
• Excellent relationship building and senior stakeholder management skills; Success in the role depends on working effectively with multiple stakeholders, including both internal and external stakeholders with varying degrees of knowledge and expertise.
• Able to navigate conflicting strategic priorities and decisions
• Able to operate effectively in a complex matrix driven environment
• Excellent communication skills are critical as well as superior listening / empathy skills given the highly interactive nature of the role and need to achieve buy-in at many levels 
• Effective consensus builder to ensure the appropriate buy-in and support from markets/regions and Global stakeholders
• Able to influence, engage and lead in a positive, inspiring manner with a high and demanding benchmark
• Meet the requirement of leadership capability for role including values level
• Able to demonstrate a high degree of credibility and ability to work effectively in multi-cultural environment with global and market teams