Senior VP Business Development NRI Greater Mumbai, India Area

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International Wealth and Premier Banking (IWPB) helps deliver on HSBC’s purpose of opening up a world of opportunity by providing our customers with borderless banking and world-class wealth management through best-in-class, mobile-first capabilities, and exceptional people. Our international network and breadth of expertise enable us to support individuals, families, business owners, investors, and entrepreneurs. International Wealth and Premier Banking provides a leading premium proposition through Premier Banking and, together with our Private Bank, are present across the world’s most important markets, booking centres, and corridors most valued by our clients. Our wealth offering is further enhanced through our best-in-class manufacturing capabilities in Asset Management and Insurance.

We’re currently seeking an experienced professional to join IWPB – International Corridors.

Job Introduction

IWPB is executing a multiyear growth strategy, focused on positioning HSBC as a global bank, committed to the long-term India growth story and bringing the full scale of its global capabilities to India.

The Senior VP Business Development NRI will be responsible for managing the Business Development desk and implementing key business initiatives that contribute towards delivering the O/I AOP. The role will focus on growing the Overseas Indian customer base by developing external partnerships, strengthening internal collaboration and delivering cross-border propositions across priority markets.

The role holder will work closely with Group International, HBAP INM, local IWPB teams and key priority markets, including the UK, Canada, MENAT, Singapore, Hong Kong, the USA and Australia. The role will also support the delivery of international education and wealth solutions within the applicable regulatory and cross-border framework.

Principal Responsibilities

The primary responsibilities of the Senior VP Business Development NRI will include, but are not limited to, the following. The role holder should:

Manage the Business Development desk and implement key initiatives to deliver the O/I AOP.

Identify, establish and develop external partnerships with educational institutions, VFS, EBS and other relevant organisations.

Own and resolve issues or challenges arising within external partnerships in a timely manner.

Collaborate with Customer Value Management, Branch Banking, GBM, CMB, Mobile Sales Force, Contact Centres, HIDL and other internal stakeholders to develop strategies for growing the O/I customer base.

Build strong working relationships with colleagues across key priority markets, including the UK, Canada, MENAT, Singapore, Hong Kong, the USA and Australia.

Work with the Group International and Cross Border community to deliver the global international strategy for the local market.

Act as the in-market subject matter expert for relevant cross-border matters, including the Cross Border Manual and applicable product offerings.

Own O/I channel activities and support delivery of the Bank’s Target Operating and Business Model.

Work closely with branches and Direct Sales Teams to deliver agreed targets for New to Bank acquisitions, inward and outward remittances and other relevant measures.

Build sales capability, streamline processes and increase productivity across sales channels in line with Group direction.

Initiate and lead events for customers moving overseas, residing overseas or visiting India, working closely with Distribution, Customer Value Management and Marketing teams.

Lead community marketing campaigns to increase awareness of HSBC’s global footprint among the Overseas Indian community.

Develop relationships with external speakers and partners to provide relevant insights to Overseas Indians who are resident, or intending to become resident, overseas.

Develop and manage internal partnerships with CMB, GPB and GBM, as well as external partnerships with NBFC and education consultants.

Maintain current market intelligence on the O/I competitor landscape and use data analytics to enhance the O/I proposition.

Provide timely briefings on regulatory and policy changes in India and the relevant priority markets, particularly where these affect cross-border activity.

Keep frontline colleagues informed about the Overseas Indian proposition, products and services offered by HSBC India and priority markets, including any restrictions on proactive solicitation.

Ensure the local strategy remains consistent with Group strategy and leverages Global and Regional synergies.

Deliver fair customer outcomes and maintain the orderly and transparent operation of financial markets.

Coordinate local resources, including branches and Relationship Managers, to support cross-border referrals.

Identify gaps, support frontline colleagues and help close referrals made by Relationship Managers.

Develop initiatives to improve the cross-border referral process, customer experience and internal resource sharing.

Act as the communication link between India and the relevant priority markets within IWPB.

Coordinate performance management and investigate and remediate issues affecting business performance.

Analyse customer insight, macroeconomic conditions and market data to support proposition enhancement campaigns.

Prepare presentations and insights to support strategic and tactical growth decisions.

Collate customer feedback and identify opportunities to improve operations, administration, processes and product competitiveness.

Maintain HSBC internal control standards and implement internal and external audit actions within agreed timelines.

Management of Risk

The role holder should:

Place fair treatment of customers at the heart of all activities.

Demonstrate HSBC Values and behaviours and comply with applicable risk policies and procedures.

Identify, notify and escalate concerns appropriately.

Manage and mitigate operational risks arising from day-to-day activities.

Understand and operate in line with the Three Lines of Defence model.

Comply with Global AML, Sanctions and ABC Policies, supporting guidance and Line of Business procedures.

Reassess operational risks in light of changing economic, market, legal, regulatory, procedural and technological conditions.

Ensure audit and regulatory actions are implemented accurately and promptly.

Ensure operational risks are managed in accordance with the Group Standards Manual, Risk FIM and relevant guidelines and standards, where applicable to the role.

Observation of Internal Controls

The role holder should:

Adhere to and demonstrate compliance with all relevant internal controls, policies, processes and procedures.

Maintain appropriate records and implement internal and external audit actions within agreed timelines.

Liaise with Compliance at the earliest opportunity when developing or implementing business initiatives.

Support a strong compliance culture through appropriate resources, training and engagement with relevant stakeholders.

Ensure all activities comply with applicable financial services laws, rules, codes and cross-border requirements.

Local Job Requirements

Role Dimensions

The role holder will have one direct report under the approved structure and will be responsible for:

Day-to-day management.

Personal Development Plans.

Career progression.

End-of-year performance review.

The role holder will also be expected to exert significant influence across local IWPB branches, Premier teams and IBC to drive Premier O/I recruitment and demonstrate a strong understanding of the O/I proposition.

Role Context

The role holder will:

Drive the O/I business in India and support delivery of the O/I AOP.

Obtain buy-in from senior stakeholders in the local market.

Drive projects in response to market changes and opportunities.

Deliver the O/I strategy in line with HSBC Group strategy.

Manage the regulatory complexity associated with cross-border activity.

Build a sustainable collaboration framework across relevant stakeholders.

Major Challenges

The role involves:

Operating within a complex regulatory environment involving several regulatory entities in India.

Creating awareness of the HSBC O/I proposition in India.

Encouraging cooperation between HSBC India and key priority markets while adhering to cross-border guidelines.

Supporting growth in customer numbers, balances and revenue within the International Indian customer segment.

Maintaining awareness of competitor propositions and market developments.

Operationalising and optimising the role profile and collaboration framework.

Education Qualifications, Certifications and Requirements

Education Qualifications

Postgraduate or Master’s degree.

Bachelor’s degree in business, finance or an equivalent discipline.

Minimum of 10 years’ experience in financial services and team management, including prior Business Development experience.

Other Requirements

The applicant should have:

Strong leadership, managerial and strategic planning skills.

Excellent organisational, decision-making and problem-solving capabilities.

Strong communication, analytical, interpersonal and motivational skills.

Effective negotiation, project management, sales and team-building skills.

Strong sales management, financial planning and stakeholder management experience.

A strong business acumen and the ability to make trade-off decisions and build consensus.

A proven record of delivering business targets, meeting customer needs and improving customer satisfaction.

The ability to work independently with limited supervision and guidance.

A strong understanding of financial markets, global economics and financial services.

A good understanding of credit, risk and cross-border compliance policies and procedures.

Strong knowledge of the Overseas Indian proposition, including international account opening and referral processes.

The ability to use numerical data to develop tactical plans within a broader strategic context and adjust plans based on results.

A sound understanding of customer segments, products and the competitive market.

A strong stakeholder management capability and resilience when managing ambiguity and competing priorities.

Strong sales planning and negotiation skills.

A “hunter” sales approach focused on acquiring new propositions and business opportunities.

Excellent written and spoken communication skills, including the ability to influence stakeholders and deliver compelling presentations.

Strong planning, organising, analytical and problem-solving skills.

Inspirational leadership and innovation capabilities.

Typical Targets and Measures

Performance may be assessed through:

Number of events and campaigns coordinated.

Customer feedback received directly or through HSBC colleagues.

Number of training sessions coordinated and delivered.

Number of new corporate and business associate relationships acquired.

Product and process enhancements delivered.

Achievement of AOP and agreed accelerated targets.

Referrals generated and supported, including cross-border and in-country referrals.

Voice of the Customer outcomes.

Customer complaint levels and resolution.

Marketing offers and plans delivered.

Feedback from Group International, INM IWPB and other internal stakeholders.

Team management and development outcomes.

Adherence to audit recommendations, compliance requirements, HSBC policies and local banking regulations.

Additional Notes :

Familiarity with AI-enabled tools is an advantage.

Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required

As an employee, you are required to perform your duties in a professional capacity exercising independent judgement, discretion and decision-making authority in planning, organising, directing work, supervising and appraising the work of team members, as applicable; and taking accountability for delivery outcomes. You will represent the organization with relevant internal and external stakeholders. You will allocate and prioritize work, provide direction and feedback, manage team capacity and leave in line with policy as applicable.

You’ll achieve more at HSBC.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India