Vice President and Area Head BGE

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Business Descriptor:

International Wealth and Premier Banking (IWPB) provides a leading premium proposition through Premier Banking and, together with our Private Bank, are present across 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. HSBC Asset Management, the investment management business of the HSBC Group, invests on behalf of HSBC’s worldwide customer base of retail and private clients, intermediaries, corporates and institutions through both segregated accounts and pooled funds. HSBC Asset Management connects HSBC’s clients with investment opportunities around the world through an international network of offices in 23 countries and territories, delivering global capabilities with local market insight. 

Role Purpose :

• Build a robust, unified regional sales organisation by integrating currently separate, product-centric sales teams under consistent leadership and sales management practices.
• Drive the Key Account Management (KAM) channel to deliver stretch targets and improved sales productivity across the region.
• Lead acquisition and execution of mandates referred by Global Banking (GB) and Commercial Banking (CMB), and strengthen two-way referral flows with GB/CMB.
• Create cross-role synergies to maximise sales at every customer touchpoint through a structured cross-referral framework.
• Deliver fair customer outcomes and uphold market integrity through appropriate conduct and adherence to standards.
• Own regional growth agenda, including recognition and rewards (R&R).

Prinicipal Responsibilities:

Financial

• Deliver corporate mandate targets and revenue outcomes, including return on portfolio (ROP) for KAMs and corporate mandates.
• Generate and convert cross-referrals from key accounts for broking, Loan Against Shares, and Loan Against Mutual Funds (to HIDL).
• Enhance and leverage the Corporate Employee Programme (CEP) to deepen relationships with existing GB clients and acquire new-to-bank (NTB) corporates.
• Set and achieve challenging revenue-per-FTE goals; identify and capture market opportunities across key geographies.
• Support the Regional Head (RH) to achieve volume targets across: NTB (Premier/Advance/MM), personal loans (PIL), cards, investments and insurance, liabilities and AUM growth, foreign exchange (FEX), and corporate mandates.
• Drive R&R outcomes across the region.

Customers / Stakeholders

• Manage area attrition and deliver timely recruitment against approved headcount.
• Maintain strong knowledge of target customers, market trends, products, and competitor activity to ensure effective BAU coverage in the RH’s absence.
• Build and manage relationships with third-party intermediaries and aggregators to extend distribution reach.
• Strengthen collaboration with GB, CMB, and CCR teams; drive Premier referrals via key accounts and maintain active engagement with CEP corporates.
• Ensure full compliance with AML requirements and Global Standards.

Leadership & Teamwork

• Develop team capability and morale through coaching, communication, and structured development interventions.
• Build a strong second line of leadership to sustain BAU in the absence of the Area Head.
• Lead the transition to an integrated, unified sales organisation and embed consistent sales management disciplines.
• Partner with GB and CMB stakeholders to grow CEP-led business.

Operational Effectiveness & Control

• Establish risk and control assessments for key account management, including operational risk incident management, with clear processes and mitigating triggers.
• Own end-to-end sales and customer onboarding accountability; protect the bank from loss or reputational damage arising from complaints.
• Maintain high team performance through motivation, capability-building (technical/product/process/people skills), and effective cross-role collaboration.
• Ensure clear communication of plans and results through appraisals, counselling, training, and actioning staff feedback.

Compliance (AML/Sanctions)

• Comply with all applicable laws, regulations, and HSBC Group/local policies on AML and sanctions.
• Remain vigilant for unusual activity and promptly escalate concerns (including suspected sanctions evasion) to the appropriate Sanctions Officer/FCC/line management, in line with policy.
• Support FCC AML investigations by providing information when required; complete all mandatory AML/sanctions training within timelines and include compliance objectives in performance goals.
• Apply PEP, CDD and EDD requirements; identify high-risk indicators across products (e.g., cash, insurance, credit cards) and follow UAR requirements where relevant.
• Ensure required customer records are obtained and maintained; understand and manage AML risks linked to cash, wire transfers, monetary instruments, and pouch/mail.
• Take remediation actions for any breaches of Line of Business Procedures (LoBPs) and ensure transactions align with customer profiles, escalating exceptions appropriately.
• Communicate product scope and prohibitions to customers clearly and professionally.

Key Deliverables

• Key Account Management delivered in line with organisational guidelines.
• Implementation of onboarding mechanisms for new CEP mandates.

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.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India