Premier Relationship Manager

Job Advert Details

Some Careers Grow Faster Than Others.

If you're looking for a career that will give you plenty of opportunities to develop, join HSBC and your future will be rich with potential. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.

We are currently seeking a high caliber professional to join our team as a Premier Relationship Manager (BGC/Ortigas/Makati/Alabang/Cebu/Davao).

Role Purpose:

The role is a client facing role managing our highest value clients where professionalism, client focus and a broad understanding of the fundamentals of financial planning are critical to the success of the business.

The role holder has a responsibility to acquire, cross sell and retain a portfolio of Premier clients, working with the broader branch and direct teams to ensure achievement of the business performance measures and plan (as defined by WPB). This will be achieved by active management of a portfolio of Premier clients, 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 loyalty by meeting their needs either directly or through other internal business partners.

In order to deliver the business objectives, the 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 referring these to an appropriate wealth adviser are key activities to achieve the goals.

In delivering the business objectives the role holder must also:

• maintain the levels of operational integrity required by the Group
• closely manage individual performance
• contribute to and maintain an environment where the wider Branch team is able to maximise performance in order to achieve the WPB business objectives whilst providing the highest quality service

The role holder is accountable for the performance of his or her portfolio. In addition, the role holder needs to ensure it is effectively run according to the Target Operating Model (TOM) as defined by HSBC Group.

Branch Location: BGC/Ortigas/Makati/Alabang/Cebu/Davao.

PRINCIPAL ACCOUNTABILITIES:

Impact on the Business

Demonstrate excellent understanding of client needs, recommend appropriate products and services, and achieve closure of sales.

• Achieve agreed financial KPIs 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 to advise them on the products and services that will help them achieve their goals
• Effectively use tools and information to drive client service delivery and WPB performance
• Proactively engaging with new and existing customers on the digital channels through which they can access products and services, successfully encouraging customers to become digitally engaged.
• Build a high personal and corporate profile in the community in which the branch is based. Develop network of Group and External professional contacts with the aim of introducing new business, enhancing technical knowledge and promoting the brand.

Through disciplined portfolio management, develop strategies to increase wallet share of existing clients and actively manage a prospect pipeline.

• Maximize profit and achievement of the growth of Premier clients' portfolio
• 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
• Maintain a minimum standard of qualifying Premier clients within portfolio as stated by Group
• 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 Client Relationship Management data, ensuring all client information is complete and kept up to date.

Customers / Stakeholders

• Ensure consistent excellent, personalised service is delivered to Premier clients and contribute to the continuous improvement of the Bank's processes and standards.
• • Ensure service delivered adheres to Group Service Level Standards (e.g. customer waiting time, phone handling efficiency, response to customer complaints, etc.)
• By proactively contacting all the clients in the portfolio to ensure that they are satisfied with the products and services provided, to establish meaningful long-term relationships
• By handling difficult client situations, raising issues to upper management as appropriate, and recommending ways to resolve them
• Maintain an awareness of relevant products and services available from Group sources and elsewhere in order to provide the best solutions for clients and maximise revenues for Global Wealth and the Group
• Monitor client satisfaction data and implement portfolio level improvements
• To continually consider the principle of 'Treating Customers Fairly' (TCF)
• • By considering fairness in all aspects of strategy, sales processes, administration and complaint handling.
• Adherence to Sales Quality Controls

Leadership & Teamwork

• Work as part of an integrated branch management team to ensure, standards and are met and operating models delivered to contribute to the successful implementation of the Premier and Wealth Management Strategy
• • Attend various sales, product, and technical skills training provided, passing the requisite accreditation exams, and displaying the minimum required skills/competencies
• Proactively keep up with relevant business events that facilitate understanding of financial markets
• Identify clients' financial goals and expectations and assisting them in selecting appropriate investment opportunities considering their risk-return profiles and investment portfolios
• Proactively support others through direct and indirect actions beyond activities particular to this role
• Work with the wider team to deliver the Branch WPB Performance measures and plan to support the multi-channel client journey
• Establish and maintain strong working relationships with colleagues in the wider WPB businesses and others as appropriate to service client needs.
• Role model the HSBC Group values in a consistent manner.
• Demonstrate the behaviours on Self Leadership as an Individual Contributor.
• Drive personal development in order to ensure high level of individual and team performance.

Operational Effectiveness & Control

• Adhere to and be able to demonstrate adherence to controls
• • Maintains HSBC internal control standards, including the timely implementation of internal and external audit points together with any issues raised by external regulators.
• Ensures that sales & operations are undertaken in accordance with HSBC Bank plc FIM, local guidelines and appropriate lending guidelines
• Manage operational risk
• • Manage risk including including its identification, assessment, mitigation and control, loss identification and reporting
• Adhere to selling processes and sales quality requirements

Qualifications

Experience, Skills and Qualifications:

Knowledge & Experience

• Bachelor's degree or equivalent experience.
• Minimum of three 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
• Attain any internal standards as required locally

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

Candidate with less relevant experience or skills may be offered a lower Global Career Band level than stated above.

Due to the urgent hiring need, candidates with immediate right to work locally and no relocation need will be prioritised.

You'll achieve more when you join HSBC.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment. Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website.

Issued by The Hongkong and Shanghai Banking Corporation Limited.