Vice President - Global Indian Premier Relationship Manager- Chennai Greater Bengaluru, India Area

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Business Descriptor

Sales, Distribution and Business Development plays a vital role in understanding and meeting customer needs by offering the right solutions through the right channels to the right customer segments. The team is responsible for implementing distribution strategy, driving the delivery of market leading personal banking customer experiences and thereby maximising customer satisfaction.

Role Purpose

To grow and nurture HSBC NR Premier relationships (the HNI segment of the PLB customer base) and achieve business targets as laid down and in accordance with the business plan. Manage clients with a portfolio between USD 0.5M to USD 1M. To facilitate a single point of contact for all Premier customers, anticipate needs and provide required banking/financial advisory services. The jobholder to ensure that high quality customer service is provided to customers in line with Global Premier Service Standards. The jobholder should also have a detailed understanding of financial and banking products to deliver best outcomes to clients.

Principal Accountabilities: Key activities and decision making areas

Maximize profit and achievement of the growth of Premier clients portfolio

Achieve agreed financial targets by development of existing and new relationships

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 service delivery and RBWM performance

Maintain a minimum standard of qualifying Premier clients within portfolio as stated by Group

Build a high personal and corporate profile in the community in which you 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 client 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 up to date

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 revenues for Global Wealth and the Group

Maintain highest standard 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 client

To work as part of an integrated International team to ensure, standards and are met and operating models delivered

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

Collaborate with the wider team to deliver RBWM Performance measures and plan to support the multi-channel client journey

Establish and maintain strong working relationships with colleagues in the wider RBWM businesses and others as appropriate to service client needs

Ensuring that sales & operations are undertaken in accordance with HSBC Bank plc FIM, BIM and Credit Policy Manual appropriate lending guidelines

Ensure that all cross border guidelines as per the country of residence and location of clients are adhered to while engaging with NRI customers

Agree and manage lending facilities within any agreed Approval Authority (RAA)

Manage operational risk, by using relevant MI to identify risk situations and take any appropriate action to minimize loss

Adhere to selling process and sales quality requirements

Comply with the applicable laws, regulations, Group and local guidelines related to Sanctions and AML policy of HSBC while undertaking various day to day operations

Remain alert and promptly report to the Sanctions Officer/ INM FCC office/ Line manager ( As applicable and required by the AML and sanction Policy) if a customer is found to be engaging in sanction evasion activities or violations of AML policy or any other related procedures.

Understand the legal responsibility to be vigilant for unusual activity and reporting of the unusual activities

Support the Country or Regional FCC AML Office/ AML Investigations by providing additional information when required

Responsible for attending and successfully completing the AML and Sanctions related assigned training in the mandated timeframe

Understanding the consequences of failing to attend or successfully complete the training as mandated by the AML Education Lead FCC;

Requesting additional AML training that you deem necessary or appropriate to perform your jobs through your entity manager

Demonstrate an understanding of PEP acceptance, prohibition, CDD & EDD guidelines in order to ensure that the INM RBWM is fully compliant with the PEP LoBP.

Understand the relatively high reputational risk that arises from any perceived weaknesses in controls in respect of substantial cash deposits or withdrawals activity, wire transfer, monetary instruments and pouch and mail.

To be aware and Identify high risk indicators for various products and Services offered by INM RBWM example Cash, insurance, credit cards products etc

Ensure that all records are obtained in respect of INM RBWM customers or New to bank customer for any products and services provided by HSBC are as per the process laid down.

Must ensure that the prescribed process is being followed while dealing with non HSBC customers request for monetary instruments and wire transfers

Ensure Adherence to the regulatory guidelines and internal AML & Sanction Policy of HSBC, which includes pouch and mail, monetary instruments, cash services and payment transparency Line of Business Procedures

To be aware of AML risk posed by pouch and mail, Monetary instruments, cash services and wire transfer services and should undergo the mandatory training for the same

Necessary remediation steps needs to be undertaken in case if there is any breach or non-adherence to the policy laid down in the LoBP

Must undertake necessary due diligence to ensure that the nature of the transaction is in sync with the customer profile , else raise it to line manager for further clarification

The staff must be aware of the scope of services of various products and services that are offered and those which are prohibited because of the guidelines laid down in the line of Business procedures and must ensure the same is communicated to customer in a effective and polite manner

Ensure adequate due diligence is undertaken by the Individual/team to ensure that the nature of the various transactions of wire transfer, cash services, monetary instruments are in sync with customer profile.

Knowledge & Experience

Bachelor's degree or equivalent experience

Minimum of ten to twelve years proven and progressive financial services and/or retail sales experience or equivalent

Evidence of strong sales results in insurance and investment products

Relationship management experience with high net worth clients

Strong technical skills in wealth management

Strong communication, client focus and influencing skills

Strong sales orientation, networking and portfolio management skills

Sound knowledge of financial services products and services and the client relationship management system

Understanding of business banking client segment and products and services

Local regulatory & license requirements - job holder should possess valid licenses with accreditation on wealth management and qualification as required by country

Clear view on how to work with Compliance, Credit & Risk and Internal Control to ensure a balanced risk operating environment

Able to communicate well in English and local languages

Accreditations

Attain appropriate professional and regulatory qualifications as required by market AMFI & IRDA

Leadership Capabilities

Have an understanding of the immediate regional Global Wealth strategy and the ability to plan own activities accordingly

Be ambitious about providing the highest standards of delivery to colleagues and clients

Show ability to set stretch goals for self and the ability to deliver these with courage and tenacity

Be authentic and show ability to engage with colleagues and clients to deliver at pace

Make considered decisions that protect HSBC & Global Wealth values, reputation and businesses

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Additional Information

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

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India