Assistant Vice President Premier Relationship Manager

Job Description

Applications are open for the Assistant Vice President Premier Relationship Manager post in Kolkata.

Some careers open more doors than others.  

If you’re looking for a career that will unlock new chances, join HSBC and experience the possibilities. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers openings, support and rewards that will take you further.

Business Descriptor

International Wealth and Premier Banking (IWPB) helps hand over on HSBC’s purpose of opening up a world of chance by delivering 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 equip 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 throughout 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 are currently seeking an experienced professional to join the WPB team. 

Post Purpose

The PRM & SPRM position are client facing roles. Playing a integral part of HSBC RBWM flagship offering of ‘’Premier Banking’’ To grow and nurture HSBC Premier relationships (High Networth Individual) segment of the Personal Banking customer base) and deliver on business targets as laid down and in accordance with the business plan To facilitate a single point of contact for all Premier customers, anticipate needs and offer required banking/financial advisory services.  The jobholder to see to it that high quality customer service is provided to customers in line with Global Premier Service Standards.  The identification of prospects for wealth reviews and providing wealth solutions as an adviser are amongst the core   activities to deliver on your goals as complied with local regulatory requirement.

All this needs to be achieved by keeping the highest standards of integrity towards the bank and customers and the regulatory expectations.

Principal Accountabilities

Impact on the Business / Function

• Maximize profit and achievement of the progress of Premier customers portfolio
• Reach agreed financial targets by development of existing and new relationships
• Create effective relationships with customers to retain and create sustainable relationships
• Complete regular reviews with client organisations to understand their current and long term needs and advise them on the products and services that help them attain their goals
• Effective use of tools and information to drive client service delivery and performance
• Keep up a minimum standard of qualifying Premier customers within portfolio as stated by Group
• Establish a high personal and corporate profile in the community in which you are based.  Shape network of Group and External professional contacts with the aim of  introducing new business, enhancing technical understanding 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 organisation Relationship Management data, guaranteeing all client information is complete and kept up to date
• Demonstrate first-rate understanding of customer needs, recommend appropriate products and services, and reach closure of sales

Customers / Stakeholders

• Own the client organisation relationship with HSBC
• Sustain a deep understanding and technical know-how of relevant products and services available from Group sources and elsewhere in order to give the best solutions for customers and maximize revenues for Global Wealth and the Group
• Uphold highest standard of excellence in client organisation service throughout the team and with individual portfolio - Ongoing analysis of client portfolios through marketing of ideas and researching client organisations
• Monitor customer satisfaction data implementing portfolio level improvements
• Work with the broader branch, support and direct teams to secure achievement of the business performance measures by handing over differentiated products and services to the customer

Leadership & Teamwork

• To work as part of an integrated branch management team to secure, standards and are met and operating models delivered
• Proactively support others through direct and indirect actions beyond activities particular to this post
• Collaborate with the wider team to provide the Branch Performance measures and plan to support the multi-channel client journey
• Establish and keep up solid working relationships with colleagues in the wider businesses and others as appropriate to service client needs

 Operational Effectiveness & Control

• Ensuring that sales & operations are undertaken in accordance with HSBC Bank and Credit Policy Manual appropriate lending guidelines
• Agree and oversee lending facilities within any agreed Approval Authority
• Handle operational risk, by using relevant data to recognise risk situations and take any appropriate action to minimize loss
• Adhere to selling process and sales quality needs
• Comply with the applicable laws, regulations, Group and local guidelines related to Sanctions and Anti-Money Laundering policy of HSBC while undertaking a range of day to day operations
• Remain alert and promptly report to the Sanctions Officer/ Line manager ( As applicable and required by  the Anti Money Laundering and sanction Policy) if a customer is found to be engaging in sanction evasion activities or violations of 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 Offices / Investigations by giving additional information when required
• Accountable for attending and successfully completing the Sanctions related assigned training in the mandated timeframe
• Understanding the consequences of failing to attend or successfully complete the training as mandated  
• Requesting additional training that you deem necessary or appropriate to execute your jobs through your entity manager
• Demonstrate an understanding of Politically Exposed People acceptance, prohibition, guidelines in order to ensure that is fully compliant 
• 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  Spot high risk indicators for a range of products and Services offered by example Cash,  insurance, credit cards products etc
• Ensure that all records are obtained in respect of customers or New to bank customer for any products and services provided by HSBC are as per the process laid down.
• Must make sure that the prescribed process is being followed while dealing with non HSBC customers request for monetary instruments and wire transfers
• Secure Adherence to the  regulatory guidelines and internal 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 
• 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 several 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 secure the same is communicated to customer in a effective and polite manner
• Ensure adequate due diligence is undertaken by the Individual/team to make sure that the nature of the a range of transactions of wire transfer, cash services, monetary instruments are in sync with customer profile

Major Challenges

The bank seeks to grow business through an efficient operation and the pursuit of giving customers with globally consistent experiences, outstanding service, cross selling products and services appropriate to client organisation needs in order to enhance that value.  In the face of fierce competition in this segment the bank is seeking to grow the significance of this group in their contribution to our business.

The Premier segment typically comprises customers with Total Relationship Balances of 25lakhs or more.

We should also recognize our responsibility to the community in which we operate and strengthen the bank’s profile within those communities creating economic value for the bank and its shareholders.

 The range of competitors and products has established an increased financial awareness in customers, creating demand for increased experience and skill at PRM level.

 A Premier Relationship Manager requires the following core attributes:

• First-rate sales and people management capabilities
• Client driven with a sound concentrate on quality of service
• Robust interpersonal communication abilities
• A solid sense of ownership, responsibility and accountability
• An outstanding understanding of financial planning, wealth management and understanding client organisation need

The jobholder forms an integral part of the wider HSBC management team. As part of this wider team the jobholder is expected to spot openings in their day to day activities that directly or indirectly contribute to the success of colleagues with differing responsibilities, particularly in other areas of HSBC such as Commercial and Private Bank.

Post Context

The jobholder will own and oversee a portfolio of clients with Total Relationship balance of 25 lacs or more

The jobholder has prime responsibility for:

• Maximizing progress in their portfolio and achieving the plan/metrics
• Leading Premier activities to guarantee openings are identified and client organisation needs are met efficiently, maximizing all available resources.
• Compliance with the relevant Group standards covering regulatory organization as applied to the implementation of the strategy in their country

Jobholder will hold Lending Approval authorities appropriate to their post.

The job holder operates within the approved operating and strategic plan process to build the business.

Management of Risk

•  Adheres to processes and controls to pinpoint and mitigate risks and ensures timely escalation of control issues and reputation risks.

Observation of Internal Controls

• Maintains HSBC internal control standards and addresses audit points and/or any issues raised by regulators in a timely manner.

Post Dimensions

• Portfolio Size of Total Relationship Value of 25 lakhs or more per customer
• Portfolio Size of Premier customers or number of relationships as dictated by market expectations
• Progress in Income, balances, customers volumes, number of clients, etc..   

Qualifications 

Grasp & Experience

• Bachelor's degree with relevant experience
• Minimum of 5-8 years of Relationship management work experience with high net worth customers.
• Evidence of robust sales results in insurance and investment products
• Relationship management experience with high net worth client organisations
• Solid technical competencies in wealth management
• Sound communication, customer focus and influencing competencies
• Sound sales orientation, networking and portfolio management capabilities
• Sound know-how of financial services products and services and the client organisation relationship management system
• Understanding of business banking customer segment and products and services
• Local regulatory & license expectations - job holder should possess valid licenses with accreditation on wealth management and qualification as required by country
• Clear view on how to team up with Compliance, Credit & Risk and Internal Control to guarantee a balanced risk operating environment
• Able to communicate well in English and local languages
• Pro-tip : Familiarity with AI-enabled tools is an advantage.

Accreditations

• IRDA (Insurance Regulatory and Development Authority) and AMFI (Association of Mutual Funds) certifications are mandatory

Leadership Capabilities

• Have an understanding of the immediate regional Global Wealth strategy and the aptitude to plan own activities accordingly
• Be ambitious about giving the highest standards of delivery to colleagues and customers
• Show aptitude to set stretch goals for self and the capability to provide these with courage and tenacity
• Be authentic and show aptitude to engage with colleagues and client organisations to provide at pace
• ​​​​​​Make considered decisions that protect HSBC & Global Wealth values, reputation and businesses 

Global Wealth Management - Relationship Manager Technical Capabilities

Technical Capabilities

 Client Abilities

• Customer focus
• Sales orientation
• Portfolio management
• Communicating & influencing

Business Acumen

• Marketplace know-how
• Business understanding

Solutions

• Premier products and services
• HSBC services and propositions

Processes

• Risk and compliance
• Business processes
• Tools and systems

Additional Information

• Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment as Required

You’ll deliver on more when you join HSBC.

HSBC is committed to developing a culture where all employees are valued, respected and opinions count. We take pride in delivering a workplace that fosters continuous professional development, flexible working and prospects to grow within an inclusive and diverse environment.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India