Wealth and Personal Banking is our new global business combining Retail Banking and Wealth Management; and Global Private Banking. Our dedicated colleagues serve millions of customers worldwide across the entire spectrum of private wealth, ranging from personal banking individuals and families, through to business owners, investors and ultra-high-net-worth individuals. We provide products and services such as bank accounts, credit cards, personal loans and mortgages, as well as asset management, insurance, wealth management and private banking that best suit our customers’ needs.
We are currently seeking an experienced professional to join the India Wealth and Personal Banking team.
Role Purpose
·To drive the strategy of WPB corporate salary proposition for the allocated market
·To acquire, maintain relationships and increase product penetration within corporates by engaging with Key Influencers, by leading a team of 13-15 Relationship Managers
·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 (Commercial Banking & Global Banking), Mobile Sales Force central team and CVM to focus efforts to increase HSBC product penetration within employees of the corporate
·To ensure maximum team engagement with existing credit card customers for spend activation of the same.
·Wealth - Engage with team and ensure the existing EBS customers are reached out for wealth need identification( eg digital wealth management account onboarding & new investment )
·To ensure the team engages with existing EBS customers to increase penetration across various digital platforms (eg Mobile X & PIB)
·Drive open market business (Credit Cards, Personal Loans etc) through marketing events / promotions & lead based calling.
·Drive cross-selling of asset products of the bank, namely, Home Loans (via referral), Personal Loans & Cards.
·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 all regulatory guidelines and handle complaints effectively.
·Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets
Financial & Strategic
·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 EBS 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 ( eg, Personal Loans, Credit Cards, HomeLoan, Wealth & SIJ )
·Increase penetration of the corporates employee salary accounts with HSBC in the desired customer segments (Premier, personal Bankers)
·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 accounts, PIL Cards, Premier Accounts)
·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
·Ensure a consistently high level of service delivery for all corporate touch points including a smooth on-boarding process for the EBS Program
·Ensure a consistently high level of service delivery for all corporate touch points
·Prospect and network with key decision makers within corporates by showcasing HSBCs EBS proposition and product offerings. Ensure continuous follow-up with KDMs to keep them updated on changes in offerings / corporate specific promotions
·To provide feedback on the competition offers to product as well as Regional Head to drive best in class competitiveness in offers shared with new corporates
·Ensure constant touch with the Global/Corporate banking RMs to leverage internal corporate referral opportunity
·Complaint resolution within prescribed TAT. Ensure High Risk complaints are minimized and addressed appropriately.
·Comply to all relevant AML regulations & Global Standards
·Role model of HSBC Group Value based culture.
Leadership & Teamwork
·Cultivate a performance driven culture within the sales team
·Contribute to subordinate development and team morale
· Develop individual and team competence via continuous coaching
·Develop a collaborative environment with sales team
·Drive effective lead management, sales planning, monitoring and intervention measures
·Proactively find solutions to repeat customer issues
·Broadbase performance across the entire sales team
·In absence of senior leadership take regional responsibilities of managing the team and overall performance
Operational Effectiveness & Control
·Have a systematic and methodical approach around sales planning
·Continuous data analysis to monitor business health
·Working collaboratively with Marketing on various cross-sell/marketing initiatives
·Ensure bank processes are followed in view of product documentation, complaint management, system usage etc
·Ensure end to end usage of leads allocated within allocated timelines with correct updation on SFE
·Safeguard the bank from potential Loss/ damage.
·Monitor and implements best practices across the region
Safeguard the bank from potential loss/ damage arising out of stakeholder complaints