Head of Insurance Distribution

Role Purpose

Lead the national bancassurance distribution strategy for life insurance, manufactured products and third-party products through the bank branch network and a specialized sales force. Accountable for profitable, sustainable, and ethical growth while scaling the Mobile Insurance Specialists (MIS) team from 60 to 120 and maintaining high-influence partnerships with regional bank leadership. Represent the business with key customers, institutions, and internal stakeholders, ensuring strong execution, service quality, and customer outcomes.

Principal Accountabilities

• Define and lead distribution strategy: Set the commercial strategy for bancassurance across the branches network and our full team of relationship managers, ensuring consistent execution against growth and quality targets.
• Performance management & governance: Establish a disciplined operating rhythm (targets, reviews, regional cadence, branch engagement) with systematic follow-up on performance and corrective actions.
• MIS scaling and productivity: Own the end-to-end expansion plan (workforce planning, recruitment, onboarding, supervision model, productivity management) to reach 120 MIS by year-end.
• Business quality & conduct (“no-push”): Implement needs-based, consultative selling; protect customer interests, transparency, and long-term portfolio health (persistency).
• Training & certification: Design and oversee technical/commercial training; ensure 100% of specialized sales force meets regulatory and technical requirements before field deployment.
• Third-party (fee-based) portfolio management: Oversee distributed products to complement the core offer and deliver projected commission income, with clear suitability and service standards.
• Market intelligence & competitive positioning: Run continuous benchmarking (products, commissions, incentives) and translate insights into actions across proposition, pricing, and sales enablement.
• Customer experience & service levels: Partner with the bank to improve customer experience, service quality, and complaint prevention, strengthening trust and brand advocacy.
• Digital enablement (where applicable): Support initiatives that increase digital adoption in insurance journeys (lead generation, servicing, and customer communications) to improve reach and efficiency.
• Customers: Consumer banking customers across segments purchasing manufactured, protection and investment-linked life solutions; focus on suitability, transparency, and long-term value.
• Bank stakeholders: Global Insurance, IWPB, Divisional/Regional Directors, Retail Banking leadership, Branch Managers, Relationship Managers, digital and distribution teams.
• Leadership & teamwork- Lead through influence: Mobilize bank leaders and teams without direct reporting lines by aligning on shared outcomes (customer value, revenue, service, conduct). Build high-performing teams: Drive engagement and performance across a distributed footprint; develop talent pipelines within branches and the MIS organization.

Functional Knowledge

• Bancassurance distribution models (branch-led + specialist-led) and sales force operating models at scale.
• Life insurance with investment components (Unit-Linked) and Endowment (Dotal) products; suitability and customer profiling.
• Training architecture, certification governance, and field readiness controls for regulated sales roles.
• Market and competitor analysis; incentive and commission mechanics; portfolio quality management (persistency, complaints, cancellations).
• Strong negotiation skills with internal and external counterparts (e.g., bank leadership, partners, suppliers). 

HSBC is committed to building a culture where all employees are valued, respected and where their opinions count. We want to build a culture where our employees are comfortable in bringing their whole self to work, regardless of gender, age, sexuality, ethnicity, disability, religious belief, background, and any other aspect of personal difference.  At HSBC we are oriented towards guaranteeing gender equality and constant training for our employees as well as the protection of their labor and social rights