VP - Lead - Insurance Specialist - Western India

Some careers open more doors than others. 

If you’re looking for a career that will unlock new opportunities, join HSBC and experience the possibilities. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further. 

Job Purpose

International Wealth & Premier Banking (IWPB) is a strategic priority for HSBC and the role of Lead – Regional Insurance Specialist is a key contributor in achieving the proposition objectives. This is a specialist leadership role within the Premier and Wealth sales force.

The jobholder is expected to be a technical expert in Insurance solutions (including protection, estate planning and retirement-related insurance needs, subject to local product scope and regulation). The Lead – Regional Insurance Specialist leads a team of Insurance Specialists who support Branches and their Premier Relationship Managers (PRMs) and Service colleagues to identify, assess and fulfil clients’ insurance needs through a needs-based approach.

While PRMs own the end-to-end advisory and sales process with clients, the Insurance Specialist team supports by:

• helping colleagues understand client needs more deeply,
• joining client meetings where required,
• making suitable recommendations within the agreed sales process,
• helping clients understand the value and risks of solutions available.

The jobholder may also lead product training, support new product launches, and run client education events to improve clients’ understanding of insurance solutions and financial planning. The role supports colleagues to build client trust and deepen relationships with HSBC, ultimately delivering an outstanding client experience and fair customer outcomes.

Principal Accountabilities: key activities and decision-making areas

Impact on the Business/Function

• Strengthen HSBC’s image as a leading wealth provider by providing clients with access to advanced technical insurance expertise.
• Lead and coach a team of Insurance Specialists to increase the effectiveness and quality of insurance needs fulfilled for target clients.
• Support Branches, PRMs and Service colleagues in deepening and growing client relationships by identifying and uncovering clients’ insurance needs, providing technical analysis, and supporting presentation and explanation of solutions.
• Conduct reviews (as appropriate) with colleagues to assess suitability and the impact of market and regulatory changes on insurance solutions held by clients; identify opportunities and manage risks.
• Join colleagues in meeting clients and provide advice/input based on technical knowledge, acting as a specialist point of support for insurance solutions.
• Improve colleagues’ product-specific technical knowledge through effective on-the-job coaching and training.

Typical Targets and Measures

• % of aligned PRMs/teams meeting agreed Key Performance Indicators (as applicable locally)
• Coaching sessions delivered to PRMs/Service colleagues
• Joint client appointments supported
• Reviews completed (where applicable)

Customers / Stakeholders

• Communicate effectively with clients on complex technical subjects, helping them understand the value and risks of insurance solutions through educational events.
• Initiate and conduct educational events with clients to improve financial literacy and understanding of insurance solutions.
• Continue to develop and sharpen technical expertise, working closely with Wealth Development and product manufacturers/partners (e.g., HSBC Insurance and approved third-party partners) to improve client satisfaction and outcomes.
• Identify and provide feedback from Branches, PRMs and clients to product teams to continuously improve products and services.
• Collect and apply market and channel intelligence to identify and share competitive gaps, service issues, business opportunities and challenges with stakeholders.
• Work with colleagues to follow through execution of the product contract presented to clients where technical expertise is required.
• Deliver fair outcomes for customers and ensure own conduct maintains the orderly and transparent operation of financial markets.

Measures (examples):

• PRM/Branch satisfaction
• Sales Manager satisfaction
• Joint appointments supported
• Educational events hosted
• Demonstration of HSBC Values and Behaviours

Leadership & Teamwork

• Lead, develop and performance-manage (as applicable locally) a team of Insurance Specialists to provide client-centric services and solutions.
• Deploy team capacity strategically and commercially to support Branches and aligned Premier teams.
• Work with Head of Wealth Sales to provide frontline perspective and input to Country CVM, Wealth Development, HSBC Insurance, AMG and Global Markets on planning and development of products, processes and tools where relevant.
• Assist in the launch of complex products where appropriate.
• Act as an ambassador for HSBC and exhibit high professional standards.
• Partner with Sales Managers to identify and manage product-specific needs and risks in portfolios supported.
• Put the client at the heart of our business and deliver joined-up services aligned to client needs.
• Support achievement of HSBC vision, Values, goals and culture in personal behaviour, actions and decision making, consistent with diversity policy and the best interests of the business and its customers.

Operational Effectiveness & Control

• Support colleagues to offer clients solutions that meet their needs and risk profile.
• Maintain a high level of technical expertise by working closely with product teams and product providers.
• Ensure all processes and procedures are accurate and in accordance with IWPB policy standards and regulatory requirements.
• Comply with local regulations in all aspects of strategy, sales processes, product suitability, client correspondence, financial promotions, administration and complaint handling.
• Adhere to all relevant processes and procedures of the Group compliance policy and internal controls.
• Proactively complete Continuous Professional Development (CPD) and ensure coaching and development action plans are developed and agreed with line manager to meet and maintain compliance and T&C standards.
• Contribute to HSBC by creating and retaining market-leading standards and controls.
• Communicate and adhere to HSBC policy and procedures to ensure good operational, financial and project management, policy/procedural compliance, and early identification and effective resolution or escalation of issues.
• Contribute to MI, analysis and reporting that supports timely and effective business management and decision making.
• Contribute to implementation and monitoring of governance frameworks, procedures, practices and standards to ensure quality, effective risk management and regulatory compliance.

Management of Risk (Operational Risk / FIM requirements)

The jobholder will ensure the fair treatment of our customers is at the heart of everything we do, both personally and as an organisation. This will be achieved by consistently displaying the behaviours that form part of the HSBC Values and culture and adhering to HSBC risk policies and procedures, including notification and escalation of any concerns and taking required action in relation to points raised by audit and/or external regulators.

The jobholder is responsible for managing and mitigating operational risks in their day-to-day operations in line with the ‘Three Lines of Defence’ model, escalating in a timely manner where unsure of actions required.

Through the implementation of the Global AML, Sanctions and AB&C Policies, supporting Guidance, and Line of Business Procedures the jobholder will make informed decisions in accordance with the core principles of HSBC's Financial Crime Risk Appetite.

Observation of Internal Controls (Compliance Policy / FIM requirements)

The jobholder will adhere to, and be able to demonstrate adherence to, internal controls and will implement the Group compliance policy by adhering to all relevant processes/procedures

Local Job Requirements (Job Dimensions, Job Context & Major Challenges)

A Regional Insurance Specialist Lead will specialise in insurance solutions; their scope is reflected in the overall portfolio growth and insurance needs fulfilment of the group(s) of Branch/Premier teams to which they are aligned. Regulatory and product structure complexity should be considered when the role is evaluated locally.

This role leads a team of Insurance Specialists and is client-facing (directly and/or through joint appointments with Branch colleagues and PRMs).

Certifications, Qualifications & Experience (minimum requirements of the job)

• Minimum 5 to 7 years of Experience in Banking & Insurance Sales
• Team Leading experience preferred
• Attain appropriate professional and regulatory qualifications as required by market eg. IRDA Certificate
• Attain any internal standards as required by country

Pro-tip : Familiarity with AI-enabled tools is an advantage.  

You’ll achieve more at HSBC.

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.