Assistant Vice President Local Sales Coaching

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Business Descriptor:

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, Global Private Banking and Insurance.

Role purpose:

You’ll coach and develop the regional MSF sales team to strengthen product and process knowledge, selling techniques, objection handling, and awareness of market/competitor developments. The role focuses on aligning internal capabilities to external benchmarks, using field observations and structured coaching to build a high-performance culture at an individual level.

Key responsibilities:

Sales coaching & field effectiveness

• Conduct field observations, quality checks and coaching via CEP WSM visits, Premier Events, classroom trainings and joint calls.
• Deliver a minimum of 8 joint calls per month with under-performers.
• Drive best practices in sales activity planning and consistent execution across the region.

Training & capability building

• Own onboarding roadmap for new joiners to support integration, activation, sales quality and consistent performance.
• Ensure 100% completion of mandatory e-learning and classroom training (product, policies, Values & CE, LDV Discovery/RBWM, asset certification, PCC & SFR, Back to School, Cards and CEP).
• Run 4 consultative sessions per month.

Performance improvement interventions

• Identify at least the bottom quintile of team members and run structured interventions (minimum 1 intervention per identified staff member; minimum 1-month intervention period).
• Track improvement outcomes (T+2 evaluation), including:
  • Incremental PIL/HML disbursals (CEP RMs/HML RM)
  • Incremental cards issued
  • Incremental NTB Premier accounts (CEP RM/BDM)

Customer & stakeholder outcomes

• Deliver recommended product and selling skills classroom training.
• Identify minimum bottom 10% of sales staff based on productivity benchmarks (plus additional nominations from Line/RHs where needed).
• Disseminate RBWM CVM imperatives and enable regions to become strong feeder channels.
• Identify and address customer-centric behaviour gaps (e.g., high complaints, SQ comments, KYC/non-KYC errors).

Controls, hygiene & governance

• Ensure Sales Managers update coaching reports (as per Sales Manager KPI benchmarks).
• Lead monthly regional hygiene reviews and support quarterly audits (coaching report reviews, controls checks, sales skills testing, KYC error reviews with follow-up training, clear desk management, VOC/CE/TCF communications).
• Maintain HSBC internal control standards and support timely closure of audit/regulatory points.
• Comply with Sanctions and AML requirements; remain vigilant for unusual activity and escalate as required.

Culture & engagement

• Support culture catalyst initiatives (e.g., Best Place to Work committees, huddles/family day, career advisory sessions, rewards & recognition, FCC culture catalyst).

What you’ll need (minimum requirements)

• Bachelor’s degree (postgraduate qualification in business is an advantage).
• 5+ years overall experience in retail sales, including 2+ years in financial services/product sales.
• Experience managing small projects preferred.
• Strong knowledge of retail financial services concepts, practices and procedures.
• Strong communication skills (written and verbal) and high attention to detail.
• Ability to thrive in a fast-paced, deadline-driven environment.

Success measures (examples from role expectations)

• 100% mandatory learning completion across regional staff.
• 8 joint calls per month with under-performers.
• 4 consultative sessions per month.
• Demonstrable performance uplift for coached staff (T+2 evaluation).

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