HSBC Group

Role Purpose :

The role is a client facing role which has a responsibility to acquire, develop and retain relationships with Premier clients, working with the broader branch and direct teams to ensure achievement of the business performance measures and plan (as defined by IWPB). 

This will be achieved by active management of a portfolio of VIP Premier clients (High net worth and C-Suite customers ) , as well as acquiring new HSBC clients and upgrading existing clients through becoming the trusted advisor to them. It will also entail reviewing the portfolio regularly to identify cross selling opportunities and embed client’s loyalty by meeting their needs either directly or through other internal business partners. Completing and handling all CDD cases in properly and timely manner applying the Global Standards key Principles.

In order to deliver the business objectives, role holder will need to refer non-qualified business to appropriate parties following proposition protocol and attract business with new clients by understanding their financial needs and delivering high standards of service quality.

The identification of opportunities for wealth reviews and delivering wealth solutions as an advisor are amongst the key activities to achieve your goals.

In delivering the business objectives role holder must also maintain the levels of operational integrity required by HSBC Group, closely managing the individual and the collective performance of the wider team. Creating and maintaining an environment and relationships where you and the wider Branch team maximize performance in achieving the IWPB business objectives. 

The identification of opportunities for wealth reviews and delivering wealth solutions as an adviser are amongst the key activities the role requires.

Listed below are the outcomes performed by this role that directly align with key business goals. All performance should be in support of achieving these outcomes.

1.      Support the Acquisition and Deepening of Customer Relationships to Achieve Branch Plan

2.      Manage Customer Experience

3.      Protect the Bank

Impact on the business:

·         Maximize profit and achievement of the growth of their VIP client’s portfolio.

·         Finalize CDD profiles in efficient and timely manners

·         Providing Excellent and outstanding Service Level

·         Achieve agreed financial targets by development of existing and new relationship.

·         Build effective relationships with clients to retain and develop sustainable relationships.

·         Complete regular reviews with clients to understand their current and long term needs and advise them on the products and services that help them achieve their goals.

·         Effective use of tools and information to drive client’s service delivery and IWPB performance.

·         Maintain a minimum standard of qualifying premier clients within portfolio as stated by group.

·         Build high personal and corporate profile in the community in which they are based. Develop network of Group and External professional contacts with the aim of introducing new business, enhancing technical knowledge and promoting the brand.

·         Monitor and act on daily sales activity management information and other internal information tools, using them to coach the wider branch team in support of business goals.

·         Establish and agree on clients contact strategies in line with Group operating models.

·         Fully utilize and input to client Relationship Management data, ensuring all client information is complete and kept updates.

Customers / Stakeholders 

·         Own the client 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 clients and maximize the revenues for Global Wealth and Group.

·         Maintain highest standards of excellence in client service across the team and with individual portfolio – ongoing analysis of client portfolios through marketing of ideas and researching clients.

·         Monitor client satisfaction data implementing portfolio level improvements.

·         Work with the broader branch, support and direct teams to ensure achievement of the business performance measures by delivering differentiated products and services to the clients.

Leadership / Teamwork 

·         To work as part of integrated branch management team to ensure standards are met and operating models delivered.

·         Proactively support others through direct and indirect actions beyond activities particular to this role.

·         Collaborate with wider team to deliver the Branch IWPB performance measures and plan to support the multi-channel client journey.

·         Establish and maintain strong working relationships with colleagues in wider IWPB business and others as appropriate to service client’s needs.

Operational Effectiveness & Control 

·         Ensuring that sales, service and operations are undertaken in accordance with HSBC Bank plc FIM, BIM and Credit policy lending guidelines.

·         Comply with local regulatory requirements.

·         Proactively assisting management in identifying and containing Money Laundering complying risks through reporting of suspicions customer to BMLCO/ BMLCM.

·         Strictly following and implementing with accuracy KYC and SCC due diligence information for individuals from sanction or sensitive countries.

·         Quality responses provided to CAMP, SCDM and WOLF alerts and raise and investigate suspicious activity reports and sanctions related compliance referrals.

·         Complete all mandatory compliance trainings on time and attend BMLCO trainings.

·         Management of information risk including adherence to ISR policy and completion of ISR mandatory trainings.

·         Be alert to operational risk loses during the execution of the day to day responsibilities, identifying operational risk loses and reporting this to the Manager to ensure to ensure that it is reported to their BRCM team.

·         Adherence to sanction guidance contained in the legal and compliance FIM.

·         Overall responsibility of the branch staff completion of mandatory training and adherence to AML and sanctions policy.

·         Active support and participation in AML and sanctions project and Global Standards

Knowledge / Experience :

•         University graduate with at least 8 yrs of sales & service experience in financial services industry
•          Excellent compliance knowledge covering CDD completion and Global Standards
•          Strong financial services knowledge and experience building relationships with high net worth individuals
•          Professional financial qualification preferred (i.e., CEFA or equivalent qualification)
•          Experience developing a sales strategy and a proven track record in achieving sales targets
•          Familiarity with financial markets, good knowledge of wealth management products including insurance & investment
•          Experience developing customized Wealth solutions for clients
•          Understanding of the HSBC Group, including cross business awareness is a plus

Skills :

• Strong selling and presentation skills regarding Premier Proposition
• Excellent interpersonal skills, including influencing and relationship building
• Excellent planning and organizational skills
• Excellent analytical and problem solving skills
• Accuracy – ability to get it right the first time