Vice President-Strategic Channels

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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.

Vice President- Strategic Channels folds within the Central Team – Sales and Distribution Network.  The role holder will assume Pan India responsibilities for the network based out of the IWPB Central Office. While the incumbent will be an individual contributor, he/she will play a vital role in driving and delivering Performance Expectations of the entire distribution network for Mortgages, New To Bank Premier Customer Acquisition and other IWPB products & solutions.

The scope of the role includes all issues that affect the final customer and/or branch staff experience from operational issues, to streamlining the service channel to running campaigns across for the sales teams, to training and monitoring the frontline on initiatives run by the bank.

Principle Responsibilities

• Support the Distribution of Mortgages & New To Bank Premier Customer Acquisition through Third Party Partnerships (TPSAs/ LGs/ Introducer Models). Third Party Partnerships refers to entities that introduce potential customers to HSBC for banking products and services eg. Real estate Brokers, Builders & Developers, Aggregators, Lawyers , Chartered Accountants, Travel companies, etc.
• Role would involve the end-to-end process of identifying new potential partnerships, onboarding Partners as per governance process, ongoing governance management of Partnerships as per relevant FIM requirements, contract management and providing Patrnerships the required support to deliver the desired outcome.
• Manage the lead flow funnel from referral initiation till conversion
• Generating Management Information system reports, raising purchase order request, payout reconciliation, and cost amortization
• Manage Third Party engagements effectively to ensure all risk activities (including on-boarding, monitoring and exit) are undertaken accurately and in a timely manner
• Understand the importance of Third-Party Risk, and your role in ensuring all risk activities (including ongoing monitoring and KPIs / KRIs) are undertaken accurately and in a timely manner with any deficiencies escalated as appropriate. This includes
• Familiarize and adhere to policies and procedures which govern the Third Party Sales Agents(TPSA) / Lead Generator(LG) and Introducers model
• Understand and execute the roles and responsibilities of TPSA / LG/ Introducers Managers including risks associated with any third parties and engagement(s) across on-boarding, monitoring and exits of TPSAs / LGs/ Introducers
• Escalate, where required, via respective support channels i.e. Country / Group TOF and regional support functions
• Deploy the TPSA / LG/ Introducers model with appropriate controls in place
• Effectively monitor agencies. Identify and track any control deficiencies and performance issues with line of sight and follow up via the TPSA Oversight forum (TOF)
• Action plans should be in place to remediate including escalation to Country / Group TOF, Risk Owners and RMM where appropriate
• Timely and quality submission of information / data to the Central repository held by Group
• Manage and drive the collective performance of the Third Party Partnerships channel through coaching internal staff and providing improvement feedback to Third Parties
• Maintains HSBC internal control standards, including the timely implementation of internal and external audit  points together with any issues raised by external regulators
• Share all examples of best practise to drive overall customer experience
• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation in financial markets
• Lead and grow the IWPB Mortgage business and NTB Premier Acquisition in line with India Strategic Plan / AOP
• Ensure a consistently high level of product and service delivery in line with customer needs across the region
• Contribute to enhancing the banks image and visibility in the market place
• Maintain strong engagement with key stakeholders and support functions to deliver the expected outcomes seamlessly
• Adherence to processes and controls to identify and mitigate risks and ensures timely escalation of control
• issues and reputation risks
• Demonstrates leadership on regulatory and compliance matters. Maintains awareness of risk and minimizes the likelihood of it occurring through its identification, assessment, mitigation and control
• Fosters a compliance culture within the team through identification, assessment mitigation and control of risks, trainings

Education Qualifications / Certifications and Requirements

• Post Graduation with additional qualification in master’s would be preferable
• Minimum of 10-15 years of domain experience
• Prior Experience in leading and managing governance processes and audits related to onboarding and ongoing management of Third Parties
• Proven ability in Retail distribution of financial services
• Understanding of and experience in IWPB Products & Propositions
• Proven adherence to controls and compliance with no significant breaches
• Experience in Identifying potential new Third Party Partnerships and managing them for growth would be an advantage
• Excellent interpersonal skills, with a particular emphasis upon inspiring, influencing stakeholders and negotiating
• Managing external stakeholders, and engaging with senior management of Third Parties on both Business Growth and Control/ Governance issues
• Coaching sales techniques, best practice and sales management on a team and one to one basis Planning and organising skills
• Analytical skills
• Problem solving skills
• Attain appropriate professional and regulatory qualifications as required by the local market
• Attain any internal standards as required by market

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India