Vice President (C-Suite) Corporate Executive Relationship Manager

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Business Description

Within International Wealth and Premier Banking (IWPB), we serve 41 million customers globally, including 6.7 million who are international, from retail customers to ultra-high net worth individuals and their families. We help our customers to take care of their day-to-day finances and to manage, protect and grow their wealth. Our international network and breadth of expertise enable us to 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 key areas of operations include Retail Banking and Wealth Management, Asset Management, Private Banking and Insurance.

Principal Responsibilities

The role is a client facing role managing CXOs of top Global Banking (GB) and Commercial Banking (CMB) relationships. The incumbent will be part of a new job role that is being created to cater to Executing Banking by HSBC which is a proposition that is being launched and positioned between the Premier and Top Tier segments.

The role holder has a responsibility to acquire, develop and retain relationships with a portfolio of C –suite clients. C suite clients are those who have a CxO designation with a monthly net salary of INR 1Mor more or have a Gross Annual income of INR 15Mor more.

Executive Relationship Managers require exceptional ability to build trusting relationships with existing and potential C-suite clients, help clients articulate their needs, and deliver to exceed client expectations. Success requires getting to know clients on a personal and professional level to understand their short and long term financial goals. They will use deep understanding of the client’s situation and external market knowledge to educate clients and provide financial advice which leads to customized strategies aimed at wealth creation and capital preservation.

The role holder needs to possess strong orientation in collaborating across LoBs to drive C-suite acquisitions in top GB/CMB relationships. Moreover, the role holder will be required to align their thinking and planning around specific needs of C-suite clients around Wealth Management, International services including the offshore Wealth Hubs, world class service and interests beyond banking that we offer through various alliance partners.

The role will entail reviewing the client’s portfolio holistically and regularly to identify opportunities to use the distinctive capabilities of HSBC, spanning lines of business and geographies, to the advantage of the client. In so doing the jobholder can increase client loyalty by meeting their needs either directly or through effective and proactive collaboration with other internal business partners.

Understanding and adhering to local and global compliance requirements is critical. In delivering the business objectives the role holder must also maintain the levels of operational integrity required by HSBC and adhere to the Business Principles and Values of HSBC.

The Executive RM is accountable for the performance of their portfolio and needs to ensure it is effectively run within the WPB Target Business Model.The role holder will be responsible to 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

Ensure that sales and operations are undertaken in accordance with HSBC FIM, BIM and Credit Policy Manual appropriate lending guidelines.

The principal regulations under which the jobholder operates includes PBT FIM, MLPP and all other local regulations issued from time to time by the Reserve Bank of India (RBI) and other statutory bodies. He/she will manage assigned relationships independently within the overall policy framework laid down by the bank and operational policies and procedures laid down by compliance.

The jobholder will be guided by the service proposition and the enhancements in the service scope from time to time, and is expected to work closely with the Branches and support functions on operational issues.

Pro-tip

Familiarity with AI-enabled tools is an advantage.

Additional Notes

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.

Qualifications - External

Post graduate degree and/or equivalent

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

Evidence of strong sales results in wealth management and financial products across asset classes

Relationship management experience with high net worth clients (wealth) and/or large corporate 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

Local regulatory & license requirements - job holder should possess valid licens