Head of Insurance Specialists, Sales Management

4 weeks ago

Shanghai, China HSBC Full time

Private Banking(PB)

HSBC Private banking provides personal relationship management including integrated banking, investment and wealth advisory services to high net worth clients and their families around the world. The business builds on the strength, heritage and prudent long-term strategy of the HSBC Group to search out and reveal new opportunities for our clients to manage and protect their wealth. As an international private banking, HSBC Private banking has the connections to provide the very best of what the HSBC Group has to offer.


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

In this role, you will:

Connectivity

·To maximize HSBC's universal banking business model and network in CMB, WPB and GBM to grow more dual-banked clients for PB.

·To lead and oversee all Group Collaboration activities between GPB China and other Global Businesses across markets including but not limited to Hong Kong, Singapore, United Kingdom, UAE and United States. 

·To implement and administer globally agreed referral programme and recognition framework with suitable local variations.

·The primary deliverables include driving referral activities and deepen existing client wallet of dual-banked clients in a group compliant manner. These can be achieved through running tactical initiatives and strategic data analytics. 

·To ensure support from the partners from other Global Businesses and GPB market teams, the job holder needs to proactively manage and strengthen the relationship with key stakeholders.To develop and execute sound business growth strategy

·To scope out new business opportunities leveraging on the group licenses and capabilities as well as external partners & organizations

·To support Market and Product in terms of client acquisition and new propositions by researching and creating networking opportunities

·To perform competitor landscape analysis towards obtaining an increased market share 

·To optimize marketing strategies, activities and communications agenda for PB China

·To establish attractive marketing programs and scheme to contribute prospecting and relationship building with clients.

Sales Management

•Collect effective business analytics to achieve frontline productivity of top themes and product ideas through systematic tracking and analysis

•Ensure the alignment of sales ideas to GIC / RIC view and relevant themes

•Ensure every sales initiative is very targeted by delineating IC client books according to product relevance/priority

•Support Market, Product and IC teams in driving sales campaigns and training programs

•Monitor trends of sales performance of Market and IC Teams and identify key gaps and opportunities for target achievement

•Lead the sales management to drive frontline effectiveness and productivity across all the GPB China footprints.

Insurance Specialists

•Ensure ICs and RMs are well equipped with best tools and training available to ensure effective solicitation of product

•Develop consistency with how product and sales initiatives are presented to clients; typically requires cross-departmental work with marketing teams and L&C

•Liaising with PS to help with their product distribution presentation and timing

•Ensure that product and sales repository is properly structured to support an efficient end to end sales process for ICs and RMs

Leadership & Teamwork 

•Support Market Head, China on strategic areas ensuring that the appropriate level of support is provided in response to needs relevant to sales and business management.

•Support Head of GPB China to drive performance targets and upskill team members through effective communication, performance management, development plans and reward and recognition practices.

•Encourage and enable constructive pan-region, cross-country and cross-business collaboration.

•Demonstrate Customer Centricity by thinking and acting beyond product sales.

•Adopt and champion the agile ways of working and participate in business value streams/ cross-functional teams.

•Demonstrate and champion a speak-up culture by challenging actions and behaviours that are not consistent with HSBC's policies and/or the best interests of the business and its customers.

Requirements

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

·Relevant qualifications and over 10 years of relevant experience in financial services

·Broad knowledge of wealth management service offerings, with experience in managing personal wealth preferred

·Proven ability in identifying and meeting customer needs through matching a broad range of products and services

·Ability to think innovatively, shaping and communicating new concepts.

·Excellent communication and interpersonal skills, in order to engage internal and external business stakeholders

·Proven ability to identify strategic needs based solutions both now and in the future.

·Experience in complex stakeholder management at senior levels of organization – influencing, negotiating and partnering

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