Bilingual Assistant Vice President, Premier Relationship Manager (Mandarin and English) - HSBC - United States, North America - EXPIRED
Posted on: 06-20-2020 in United States, North America
This is an archive of an expired job.
Job Information:
Company: HSBC
North America-United States-Virginia-RESTON
The
role is a client facing role managing our highest value clients where professionalism,
client focus and a broad understanding of the fundamentals of financial
planning are critical to the success of the business. The role holder has a
responsibility to acquire, advise, and retain a portfolio of Premier clients, working
with the broader branch and direct teams to ensure achievement of the business
performance measures and plan (as defined by RBWM).
This
will be achieved by active management of a portfolio of Premier clients,
acquiring new HSBC clients and upgrading existing clients through becoming the
trusted advisor to them. It will also entail regularly updating and analyzing
client financial information and advising the client on a variety of potential
banking solutions, and embedding client loyalty by meeting their needs either
directly or through other internal business partners.
The
Premier Relationship Manager (PRM) will identify and refer wealth solutions to
Premier Relationship Advisors and Premier Wealth Advisors to best meet the
client’s needs. The identification and referral of opportunities for wealth
reviews and solutions are amongst the key activities to achieve goals and in
compliance with local regulatory requirements.
In
order to deliver the business objectives, PRM will need to refer non qualified business
to appropriate parties following proposition protocol and attract business with
new clients by understanding their financial needs and delivering high
standards of service quality.
In
delivering the business objectives, PRM must also maintain the levels of operational
integrity required by HSBC Group, closely managing individual and collective
performance of the wider team. Creating and maintaining an environment and
relationships where the wider Branch team maximizes performance in achieving RBWM
business objectives.
Accountable
for the performance of portfolio of clients - need to ensure it is effectively
managed in adherence to the Target Operating Model (TOM) as defined by HSBC
Group.
Refer
investment opportunities to Premier Relationship Advisors and Premier Wealth
Advisors pursuant to
appropriate
FINRA registrations under HSBC Securities (USA) Inc. ("HSI").
Refer
insurance opportunities to Premier Relationship Advisors and Premier Wealth
Advisors pursuant to contracted insurance carriers appointed by HSBC Insurance
Agency (USA) Inc. ("HIA").
Refer mortgage
products to other specialized product areas, such as Consumer Mortgage, as
required.
Impact on the Business
- Maximize
profit and achievement of the growth of Premier client’s portfolio.
- Develop
existing and new relationships and build effective relationships with clients
to retain and develop sustainable relationships.
- Demonstrate
excellent analysis and understanding of client needs, recommend appropriate
products and services, and achieve closure of sales - this excludes the sales
of investment and insurance products; refer to Premier Relationship Advisors
and Premier Wealth Advisors.
- Excludes
the sales of Consumer Mortgage Products; refer to other specialized product
areas, such as Consumer Mortgage, as required.
- Through
disciplined portfolio management, develop strategies to increase wallet share
of existing clients and actively manage a prospect pipeline.
- Regularly
meet with clients to understand and analyze their current and long term needs
and help them achieve their goals.
- Effective
use of tools and information to drive client service delivery and RBWM
performance.
- Maintain
a minimum standard of qualifying Premier clients within portfolio as stated by
Group.
- 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.
- Represent
the Company on community organizations and activities to enhance the Company's
image and promote and develop additional business through the development and
expansion of referral sources. Refer to the HNAH Code of Ethics policy and Wealth
Management Staff Dealing policy including Outside Business Activity (OBAs) to
ensure that above community and outside activities do not present an actual or
potential conflict of interest and do not have an adverse impact with respect
to job responsibilities at HSBC. HSI Supervisor and Compliance should be
consulted in addition to review of Code of Ethics policy and Wealth Management
policy for Outside Business Activity.
- Monitor
and act on daily information, using it to coach the wider Branch team in
support of business goals.
- Establish
client contact strategies in line with Group operating models.
- Fully
utilize and input to Client Relationship Management system, ensuring all client
information is complete and kept up to date.
Customers / Stakeholders
- Maintain
a deep understanding and technical knowledge of relevant products and services
available from Group sources and elsewhere in order to provide the best solutions
for clients and maximize revenues for RBWM and the Group.
- Maintain
highest standard of excellence in client service across the team and with
individual portfolio - Ongoing analysis of client portfolios through marketing
of ideas and researching clients.
- Monitor
client satisfaction data implementing portfolio level improvements.
- Work
with the broader branch, support and direct teams to ensure achievement of the
business performance measures by recommending differentiated products and
services to the client.
- Role
as a broker-dealer Registered Representative:
- Identify
cross-sell opportunities, including referral of customers to other sales
representatives of HSBC Securities (USA) Inc. through proper customer
profiling.
- Conducts
needs assessment with current and potential Company customers and refer to
Premier Relationship Advisors and Premier Wealth Advisors for appropriate investment
and insurance products to meet individual needs, based on objectives, risk
tolerance and proper asset allocations.
- Sell
appropriate core financial service products to meet customer needs while
developing and expanding account relationships (excludes sales of Consumer Mortgage
Products, investment and insurance products). Sales of Consumer Mortgage
Products; refer to other specialized product areas such as Consumer Mortgage,
as required.
- Ensure
adherence to established referral structure on investment and insurance
products.
- Comply
with Company Nondeposit Investment Product policies and procedures, including
the requirements of the Interagency Statement on Retail Sales of Nondeposit
Investment Products. Unless otherwise assigned on an individual basis in
writing, role does not include management and supervision of investment and insurance
activities and sales, which lies within the brokerage business and supervisory
structure of HSBC Securities (USA) Inc. as determined by its senior management.
- Incumbent
will be measured on the activity of identifying and referring investment and
insurance customers to Premier Relationship Advisors and Premier Wealth
Advisors. Expected referral activity will be tracked as part of the role Key
Performance Indicators (KPIs).
Leadership & Teamwork
- Work
as part of an integrated branch management team to ensure standards and are met
and operating models delivered.
- Proactively
support others through direct and indirect actions beyond activities particular
to this role.
- Collaborate
with the wider team to deliver the Branch RBWM Performance measures and plan to
support the multi channel client journey.
- Establish
and maintain strong working relationships with colleagues in the wider RBWM
businesses and others as appropriate to service client needs.
- The
jobholder forms an integral part of the wider HSBC relationship management
team. As part of this wider team the jobholder is expected to identify opportunities
in their day to day activities that directly or indirectly contribute to the
success of colleagues with differing responsibilities, particularly in other
areas of HSBC such as Commercial and Private Bank.
Operational Effectiveness & Control
- Ensuring
that HSBC Bank plc FIM, BIM and Credit Policy Manual appropriate lending
guidelines are followed.
- Compliance
to KYC requirements, credit, service standards and reducing operational losses.
- Agree
and manage lending facilities within any agreed Approval Authority (RAA).
- Manage
operational risk, by using relevant Management Information (MI) to identify
risk situations and take any appropriate action to minimize loss.
- Adhere
to selling process and sales quality requirements.
- To
implement the Group compliance policy locally by containing compliance risk in
liaison with the Head of Group Compliance, Global Business Compliance Officer,
Area Compliance Officer or Local Compliance Officer, ensuring adequate
compliance resources and training, fostering a compliance culture and
optimizing relations with regulators.
- Complete
other responsibilities, as assigned.
Major Challenges
- The
Company seeks to grow its RBWM business through an efficient operation and the
pursuit of providing clients with globally consistent experiences, excellent
service, and advice on products and services appropriate to client needs to
enhance that value.
- Increasing
net premier clients
- Increasing
Total Client Relationship balances during tough economic times
- The
range of competitors and products has established an increased financial
awareness in clients, creating demand for increased experience and skill at PRM
level.
Role Context
- Own
and manage a portfolio of clients working with the wider RBWM team.
- Maximizing
growth in their portfolio and achieving the RBWM plan/metrics.
- Leading
Premier activities to ensure opportunities are identified and client needs are
met effectively, maximizing all available resources.
- Compliance
with the relevant Group standards including GHQ and the Regulatory organization
as applied to the implementation of the RBWM strategy in their country
- Hold
Lending Approval authorities appropriate to their role.
- Operates
within the approved operating and strategic plan process to develop the RBWM
business.
- Recognize
responsibility to the community in which he/she operates and improve the bank’s
profile within those communities building economic value for the bank and its
shareholders.
Management of Risk
- Ensure
compliance, operational risk controls in accordance with HSBC or regulatory
standards and policies; and optimize relations with regulators by addressing
any issues.
- Physical
Demands/Work Environment: Very good working conditions. Little or no physical
demands. Minimal handling of light materials. The physical demands/work environment
described above are representative of those that must be met by an employee to
successfully perform the essential duties of the job.
- Reasonable
accommodations may be made to enable individuals with disabilities to perform
essential duties.
- Ensure
the fair treatment of our clients is at the heart of everything we do, both
personally and as an organization.
- Continually
reassess the operational risks associated with the role and inherent in the
business, taking account of changing economic or market conditions, legal and
regulatory requirements, operating procedures and practices, management
restructuring, and the impact of new technology.
- This
will be achieved by ensuring all actions take account of the likelihood of
operational risk occurring.
- Address
any areas of concern in conjunction with line management and/or the appropriate
department.
Observation of Internal Controls
- Maintains
HSBC internal control standards, including timely implementation of internal
and external audit points together with any issues raised by external
regulators.
- Adhere
to and be able to demonstrate adherence to internal controls and credit policies.
This will be achieved by adherence to all relevant procedures, keeping
appropriate records and, where appropriate, by the timely implementation of
internal and external audit points, including issues raised by external
regulators.
- Implement
the Group compliance policy by containing compliance risk in liaison with
Global Head of Compliance, Global Compliance Officer, Area Compliance Officer
or Local Compliance Officer. The term ‘compliance’ embraces all relevant
financial services laws, rules and codes with which the business has to comply.
- This
will be achieved by adhering to all relevant processes/procedures and by
communication with Compliance department about new business initiatives at the
earliest opportunity. Also and when applicable, by ensuring adequate resources
are in place and training is provided, fostering a compliance culture and optimizing
relations with regulators.
- The
incumbent will ensure 100% adherence to completion of HSBC mandatory training
and any required compliance and risk-related training courses.
- Minimum of five years proven and progressive
financial services and/or retail sales experience or equivalent, including
evidence of strong sales results and knowledge of insurance and investment
products for referral purposes.
- Relationship management experience with high
net worth customers or equivalent.
- Bachelor’s degree or equivalent experience.
- Series 6, 63, Life and Health Insurance licenses
required. On an exception basis, a 75 day contingency may be granted solely at
management's discretion (this period is for self-study, with no client
contact). Licenses are required to discover and refer investment and insurance
opportunities with potential and existing customers.
- Strong sales, communication, cross-selling,
sales planning, mathematical, decision-making and analytical skills.
- Strong relationship management/building,
customer service, time management and prioritization skills.
- Broad knowledge of financial services
products and services.
- Ability to use customer relationship
management systems.
- Understanding of business banking customer
segment and products and services appropriate to compliment Premier offerings.
- A strong sense of ownership, responsibility
and accountability.
- An excellent understanding of financial
planning, wealth management and understanding client needs.
Leadership Capabilities
- Have an understanding of the immediate regional
Global Wealth strategy and the ability to plan own activities accordingly
- Be ambitious about providing the highest
standards of delivery to colleagues and clients
- Show ability to set stretch goals for self and
the ability to deliver these with courage and tenacity
- Be authentic and show ability to engage with
colleagues and clients to deliver at pace
- Make considered decisions that protect HSBC
& Global Wealth values, reputation and businesses
- Global Wealth Management - Relationship
Manager Technical Capabilities (refer to PRM Capability Framework for more
details)
Technical Capabilities
- Client Skills
- Client focus
- Portfolio management
- Analysis and Advice
- Communicating & influencing
- Business Acumen
- Marketplace knowledge
- Business understanding
- Solutions
- Premier products and services
- HSBC services and propositions
- Processes
- Risk and compliance
- Business processes
- Tools and systems
Note:
Capability Requirements (for the role holder, to be assessed through the
selection process)
- Excellent understanding of financial
planning, wealth management and understanding client need
- Excellent relationship management and people
management skills
- Client driven with a strong focus on quality
of service
- Strong interpersonal communication skills
EEO/AA/Minorities/Women/Disability/Veterans
If you would like to notify the Diversity Recruitment team of your application or if you are simply interested in learning about opportunities at HSBC, please email
[email protected]