Head of Mortgage Sales

HSBC International Wealth and Premier Banking (IWPB)

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.

We are currently seeking an experienced professional to join our team.

In this role, you will:

As the Head of Mortgage Sales, the job holder will be responsible for leading and growing the mortgage sales business within IWPB Distribution. In a dynamic market characterized by competitive pressures, evolving regulatory landscapes, and shifting interest rates, he/she will define and execute the sales strategy to capture market share, drive revenue, and ensure sustainable growth. The job holder will build, mentor, and lead a high-performance sales team, fostering a culture of excellence and client-centricity.

• Develop and implement a comprehensive mortgage sales strategy aligned with the bank's overall objectives. Conduct ongoing market and competitor analysis to identify opportunities and risks, adapting strategies to navigate challenges such as interest rate fluctuations, regulatory changes, and intense competition within the property and banking sectors;
• Lead the sales teams in various cities in performance delivery including channel development, collaboration exploration, sales activity/quality management, customer service delivery, cross-referral opportunity exploration and people management.
• The job holder is expected to create favorable business environment and seek continuous improvements in business running by smooth communication and interaction with various stakeholders including mortgage sales team, branch network staff, acquisition team, EWS, Proposition, Operation partners, and Risk teams.
• Recruit, lead, and develop a team of mortgage sales professionals. Set clear performance targets, implement coaching and development programs, and create a high-performance culture that rewards results and innovation.
• Drive new acquisition and portfolio growth by leveraging existing networks and forging strategic partnerships with real estate agencies, developers, and other referral sources. Focus on developing relationships with both retail and high-net-worth clients.
• Oversee the entire sales pipeline and process, ensuring efficiency and customer experience. Collaborate closely with underwriting, risk, operations, and product teams to streamline processes and develop competitive mortgage products.
• Ensure all sales activities and team practices adhere strictly to internal and regulatory requirements, and sales quality requirements. Maintain a strong control environment and healthy sales culture.
• Be accountable for achieving sales targets, FRP requirements, and profitability metrics. Provide regular reporting and forecasts to senior management on sales performance, market trends, and strategic initiatives.

To be successful in the role, you should meet the following requirements:

• Bachelor’s degree in Finance, Business Administration, Economics, or a related field.
• Minimum of 10 years of progressive experience in mortgage sales or retail banking within an international or foreign bank environment, with at least 5 years in a senior leadership role. Must have a proven track record of building and leading successful sales teams and achieving significant business growth.
• Deep understanding of the local mortgage market, including products, pricing, competitor landscape, and regulatory frameworks. Awareness of broader challenges impacting the sector, such as macroeconomic conditions affecting consumer purchasing power, foreign exchange fluctuations, and property demand volatility.
• Exceptional communication, negotiation, and interpersonal skills, with the ability to engage effectively with different counterparties. And instill a growth mindset.
• Role model HSBC values and create an inclusive work environment which embraces diversity and fosters engagement.
• Strictly adheres to all applicable legal and compliance requirements and fulfils legal and governance responsibilities.  Ensures operational compliance and effectiveness with internal control mechanisms and operational risk controls in place.
• Customer centric. Strong understanding of customer behaviors and needs related to banking and wealth.
• Possesses high sensitivity to the changing market dynamics. Demonstrate a good understanding of key trends and areas of innovation.

You’ll achieve more when you join HSBC.

www.hsbc.com.cn/careers

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Issued by HSBC Bank (China) Company Limited