Employment Type: Regular
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, develop and retain relationships with Premier clients, working with the broader branch and direct teams to ensure achievement of the business performance measures and plan (as defined by RBWM).
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 ensure the solutions are still suitable to meet clients’ needs and embed client loyalty by meeting their needs either directly or through other internal business partners.
In order to deliver the business objectives you 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 delivering wealth solutions as an adviser are amongst the key activities to achieve your goals.
In delivering the business objectives you must also maintain the levels of operational integrity required by HSBC Group, closely managing your individual and the collective performance of your wider team. Creating and maintaining an environment and relationships where you and the wider Branch team maximise performance in achieving the RBWM business objectives.
The identification of opportunities for wealth reviews and delivering wealth solutions as an adviser are amongst the key activities to achieve your goals as complied with local regulatory requirement.
You are accountable for the performance of your portfolio and need to ensure it is effectively run managing to the Target Operating Model (TOM) as defined by HSBC Group.
Impact on the Business
Maximize profit and achievement of the growth of Premier clients portfolio
Achieve agreed KPI objectives 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 advice them on the products and services that help them achieve their goals
Effective use of tools and information to drive client service delivery and
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 utilise and input to Client Relationship Management data, ensuring all client information is complete and kept up to date
Identify opportunities to refer business to PIM, GPB and Asset Management, as appropriate
Customers / Stakeholders
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 maximise 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
A Premier Relationship Manager requires the following key attributes:
Excellent sales and people management skills
Client driven with a strong focus on quality of service
Strong interpersonal communication skills
A strong sense of ownership, responsibility and accountability
An excellent understanding of financial planning, wealth management and understanding client need
The jobholder forms an integral part of the wider HSBC management team. As part of this wider team the jobholder is expected to identify opportunities 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.
Role Context (The environment and operating conditions of the role including the extent of guidance and authority)
The jobholder will own and manage a portfolio of 250+ clients working with the wider RBWM team.
The jobholder has prime responsibility for:
Maximising growth in their portfolio and achieving the RBWM plan/metrics
Leading Premier activities to ensure opportunities are identified and client needs are met effectively, maximising all available resources.
Compliance with the relevant Group standards including GHQ and the Regulatory organisation as applied to the implementation of the RBWM strategy in their country
Total TCR of the portfolio
Jobholder will hold Lending Approval authorities appropriate to their role.
The job holder operates within the approved operating and strategic plan process to develop the RBWM business.
Knowledge & Experience / Qualifications (For the role – not the role holder. Minimum requirements of the role.)
Bachelor's degree or equivalent experience
Minimum of five 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
Clear view on how to work with Compliance, Credit & Risk and Internal Control to ensure a balanced risk operating environment
Willingness to be mobile in local community
Able to communicate well in English Understands / speaks Cantonese and or Mandarin
Mutual Fund Licencing Requires Completion of:
Investment Funds in Canada Course; Canadian Investment Funds Course; or Canadian Securities Course; and
Mutual Fund Skills Builders Course
Good Knowledge of personal investment and credit financing
Completion of HSBC Business School and Accreditation
Personal Financial Planning Designation (PFP); For Quebec only, ICB certificate of achievement – Advanced Personal Finance
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
Global Wealth Management - Relationship Manager Technical Capabilities (refer to PRM Capability Framework for more details)
Communicating & influencing
Premier products and services
HSBC services and propositions
Risk and compliance
Tools and systems
Note: Capability Requirements (for the role holder, to be assessed through the selection process)