Manager - Credit Card Usage (Usage & Rewards)- Hang Seng Bank (HK)

Summary 

• Assist the Team Head to own end-to-end growth for the retail credit card business, with accountability for retail card sales, interchange revenue, platform pass through revenue, revolving balance and portfolio profitability delivery by merchant usage programs. 

• Lead performance analytics and assist to derive the merchant/partner strategy to identify growth drivers, build investable business cases, and deliver executive-level business reviews that steer commercial actions across customers segments, marketing, sales, merchant acquiring, and risk.  

• Cross-functional leadership to facilitate the growth of card retail sales by the merchant usage programs, e.g. coordinate Product, Marketing, Sales, Acquiring, Finance, Risk, Collections, Data/Tech.  

• Governance & controls: ensure compliance with relevant policies, fair marketing practices, and partnership controls.  

• Strategic planning: support long-range portfolio strategy (segment focus, product roadmap, partner ecosystem strategy)

Key Responsibilities 

Own retail credit card sales growth (P&L-minded) 

• Assist Team Head to deliver credit card portfolio growth targets delivered by merchant usage programs to achieve activation, spend, revolving balance, NIl, interchange/fee revenue.   

• Define annual/quarterly growth plan and translate into channel-specific execution by merchant categories. 

• Monitor pipeline, conversion, and unit economics; adjust tactics to maximize ROI and profitability. 

Diagnose usage and spend dynamics through advanced performance analytics:  

• Assist Team Head to build a structured view of usage trends by product, card type, customer segment, merchant category (MCC), geography, and payment rail/platform pass-through. 

• Identify seasonality, cohort behaviors (e.g., month-on-book, vintage), and early indicators for spend and revolve outcomes. 

• Create clear performance dashboards and automated reporting for stakeholder consumption. 

Translate drivers into commercial actions to improve revenue and interest income 

• Decompose key drivers (acquisition, activation, frequency, ticket size, retention, revolve rate, delinquency impact) to the retail card sales and quantify contribution to P&L.  

• Assist Team Head to design initiatives to grow spend, interchange, fees, and net interest income while maintaining prudent risk outcomes.  

• Partner with Product/Risk to optimize offers, pricing, credit line management, and campaign rules to drive sustainable profitability. 

Identify priority merchant categories and partners to accelerate growth 

• Prioritize MCCs and strategic merchants to drive targeted outcomes (e.g., daily spend, high-frequency categories, big-ticket categories, balance builders).  

• Shape and negotiate joint value propositions with merchants and platforms (offers, co-marketing, loyalty, installment/BNPL adjacencies where applicable).  

• Establish partner performance scorecards and manage the ongoing optimization of merchant programs.  

Build, validate, and track business cases with disciplined governance  

• Develop investment-ready business cases for merchant/marketing initiatives: expected uplift, cost-to-serve, funding structure, and payback.  

• Set KPls, testing methodology (A/B, holdouts), and post-launch measurement framework to validate incremental impact. 

• Run continuous test-and-learn cycles; recommend scaling, redesign, or stop decisions based on evidence. 

Prepare and lead executive business reviews  

• Own monthly/quarterly business reviews covering performance vs. targets, driver analysis, issues/risks, and forward actions. 

• Provide succinct executive narratives supported by data (insights, decisions needed, and implications to P&L). 

• Align cross-functional stakeholders on priorities, timelines, and accountabilities.