Senior Premier Wealth Sales Manager

Senior Sales Manager, Premier Wealth, IWPB

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If you’re looking for a career where you can make a real impression, join HSBC and discover how valued you’ll be. 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.

HSBC’s International Wealth and Premier Banking (IWPB) aims to be the international bank of choice for affluent customers, supporting their domestic and international banking, and holistic wealth management needs. We help 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 support individuals, families, business owners, investors and entrepreneurs around the world.

Our ambition is to establish UAE as a Wealth Hub for the region for HSBC with a multi-year investment over the next 5 years, serving the full client continuum. The incumbent is expected to support the Area Head in delivering on the team’s penetration of their portfolio, acquisition, activity and outcome KPIs, Net New Money (NNM), Wealth NNM and client recommendation scores.

• Lead the team to deliver the key performance indicators (KPIs) and plan by ensuring sales activity management and the sales process are used to effectively meet customer needs
• Lead Premier Wealth RMs (PWRMs) and Premier Service Managers (PSMs) in line with the processes and activities in the IWPB operating model and other operational guidelines to achieve consistency of management of our people and delivery of service and sales to HSBC customers
• Meet and exceed individual portfolio penetration benchmarks through proactively exploring and securing need fulfilment from Premier customers, including walk-ins, referrals, assigned customer leads, personal business contacts and new-to-bank customers
• Review one’s portfolio to identify cross selling opportunities and embedding loyalty by meeting customer needs; identifying non-qualifiers, attracting business to reinstate eligibility or transferring out of portfolio in a customer-driven manner
• Promote the global premier proposition
• Maximize profit and achievement of the growth of Premier client’s portfolio
• Achieve agreed KPI objectives by development of existing and new relationships
• Build effective relationships with clients to retain and develop sustainable relationships
• Complete regular reviews with clients to understand their current and long-term needs and advise them on the products and services that help them achieve their goals
• Effectively use tools and information to drive client service delivery and IWPB performance
• Build a high personal and corporate profile in the community in which you are based. Develop network of group and external professional contacts with the aim of introducing new business, enhancing technical knowledge and promoting the brand
• Monitor and act on daily sales activity management information and other internal information tools, using them to coach the wider team in support of business goals
• Establish and agree client contact strategies in line with group operating models
• Fully utilize and input to client relationship management data, ensuring all client information is complete and kept up to date
• Implement customer relationship and proposition strategies with the aim of helping PWRMs become a trusted / primary adviser to their portfolio of Premier customers
• Conduct Field Visit Observations (FVO)/ Live Observations on the job and coach PWRMs on sales skills based on these FVOs
• Strictly follow and implement with accuracy KYC and SCC due diligence information for individuals from Sanction & sensitive countries

• Experience managing a team of PWRMs in a regulated financial services environment.
• Experience managing a portfolio of High Net Worth (HNW) clients.
• Extensive and successful sales and relationship management track record
• Knowledge of sales management and financial planning sales process
• Excellent technical skills in Protection,…