Associate Vice President Corporate Employee Banking Manager

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Role Purpose 

• To drive the strategy of RBWM corporate salary proposition for the allocated market
• To acquire, maintain relationships and increase product penetration within corporates by engaging with Key Influencers
• To ensure that the quality of the corporates acquired are in line with the strategic focus of the Bank
• To liaise with the Group businesses(CMB & GB), MSF central team and CVM to focus efforts to increase HSBC product penetration within employees of the corporate
• To manage portfolio profitability by aligning sourcing strategy with the Groups target customer segment (Premier, Advance)
• Develop a robust, diligent and compliant sales channel
• To liaise with product and support teams on a constant basis to enhance customer offerings and service delivery
• To adhere to TCF guidelines and handle complaints effectively and within specified TAT
• Manage, lead and motivate a team of highly mobile sales staff.
• Ensure delivery of a consistently excellent customer experience.
• Lead a mobile sales team to focus on activities to expand HSBC’s new to wealth acquisition.
• Focus on striving to develop new relationships outside HSBC that will deliver sustainable growth and profitability.
• Manage, lead and motivate a team of highly mobile sales staff.
• Ensure delivery of a consistently excellent customer experience.
• Lead a mobile sales team to focus on activities to expand HSBC’s new to wealth acquisition.
• Focus on striving to develop new relationships outside HSBC that will deliver sustainable growth and profitability.
• Ensures fair outcomes for customers are delivered in all situations.

Principal Accountabilities:  

Financial & Strategic

1. Work closely with both the GB/CMB RMs and MSF Business Development Managers (BDM) to engage with key decision makers of target corporates. Actively participate in presenting the HSBC CEP proposition with the objective to empanel them for the salary proposition
2. Focus on quality of corporates acquired basis sharp company profiling and  increased penetration of HSBC products within their employee base
3. Increase penetration of the corporates  employee salary accounts with HSBC in the desired customer segments (Premier, Advance)
4. Work with product specialist sales teams (mortgage, Premier Hunters, Cards, Mgr Cross Sell) to conduct corporate presentations and activities focusing on specific products with the objective to  successfully generate leads
5. Make corporate work site marketing activities(WSMs) more interactive and effective
6. Drive the overall asset strategy of RBWM within the corporate space by identifying under penetrated opportunity segments, showcasing HSBCs offering and driving growth.
7. Consistent delivery of the operating plan across all key products (Advance, PIL Cards, Mortgages, Premier)
8. Controlling/lowering cost of acquisition within mandated cost guidelines
9. Optimizing sourcing mix to focus on profitable segments in corporates
10. Ensure minimal documentation errors (KYC) by driving the Right First Time behavior across the team
11. Deliver new income opportunities through initiatives which support development of new and existing customer relationships.
12. Submit ongoing market/competitors updates to sales manager based on feedback obtained from team members and customers.

Customers / Stakeholders 

1. Ensure a consistently high level of service delivery for all corporate touch points including a smooth on-boarding process for the CEP Program
2. Ensure a consistently high level of service delivery for all corporate touch points
3. Prospect and network with key decision makers within corporates by showcasing HSBCs CEP proposition and product offerings. Ensure continuous follow-up with KDMs to keep them updated on changes in offerings / corporate specific promotions
4. To provide feedback on the competition offers to product as well as Regional Head to drive best in class competitiveness in offers shared with new corporates
5. Ensure constant touch with the Global/Corporate banking RMs to leverage internal corporate referral opportunity
6. Complaint resolution within prescribed TAT. Ensure High Risk complaints are minimized and addressed appropriately.
7. Comply to all relevant AML regulations & Global Standards
8. Role model of HSBC Group Values, lead by demonstrating and driving value based culture that imbibes TCF principles in all spheres of RBWM Business.

Leadership & Teamwork 

1. Cultivate a performance driven culture within the sales team
2. Contribute to subordinate development and team morale
3.  Develop individual and team competence via continuous coaching
4. Develop a collaborative environment with sales team
5. Drive effective lead management, sales planning, monitoring and intervention measures
6. Follow TCF guidelines and ensure timely resolution of complaints to customer satisfaction
7. Proactively find solutions to repeat customer issues
8. Broadbase performance across the entire sales team
9. In absence of senior leadership take regional responsibilities of managing the team and overall performance
10. Implement RBWM plan including channel structure, sales goals, manage the channel cost to income ration in alignment with group direction.
11. Manage the channel cost and expenses, ensure strong relationship with all business partners.
12. Contribute to developing business strategy through cost control income generating ideas.

Operational Effectiveness & Control 

1. Have a systematic and methodical approach around sales planning
2. Continuous data analysis to monitor business health
3. Working collaboratively with Marketing on various cross-sell/marketing initiatives
4. Ensure bank processes are followed in view of product documentation, complaint management, system usage etc
5. Ensure end to end usage of leads allocated within allocated timelines with correct updation on CRMS
6. Safeguard the bank from potential Loss/ damage.

7. Monitor and implements best practices across the region
8. Safeguard the bank from potential loss/ damage arising out of stakeholder complaints
9. Handling customer complaints and maintains the highest levels of customer satisfaction.
10. Managing overall team performance.
11. Deputising for Head of Mobile Sales when required.
12. Maintain sales quality ratio within prescribed levels.
13. Maintain a robust control environment to ensure conformance with internal standards, policies and procedures, effective management of risks, and legal and regulatory compliance.
14. Maintenance of highest standards of risk management, control and compliance.

Knowledge & Experience

• Graduate with 5 to 10 years of experince

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