Vice President and Branch Sales Manager

Role Purpose

1.Branch Sales Manager (BSM) is a pivotal role in a branch . Being a customer facing role The BSM has a central role to play in effectively leading and implementing changes introduced as an integral part of delivering the business strategy. Which requires good understanding the local branch customers and its surrounding demography

2. This has to be achieved by  leading and mentoring a team of Premier and Advance relationship mangers (PRMs ,AWM, & SAWMs). The Role’s success will be achieved by creating and maintaining an environment where the Wealth Sales Manager and  his  team achieve the  business objectives (KPI) and deliver the branch performance measures  in line with the defined business plan

3. BSM needs to ensure that the above mentioned needs to be achieved by maintaining the highest standards of risk management, sales quality,control and compliance as required by the Group, WSM also needs to ensure that RWBM operating model is implemented by adhering to the Group standards in customer contact strategy and delivery of those standards in accordance with any specific local requirements

There needs to be a overall emphasis to direct and mentor the team to operate and display with highest levels of values and desired behaviors

Principal Accountabilities:  Key activities and decision making areas

Impact on the Business / Function

·      Lead PRMs, AWMs and SAWMs in line with the processes and activities in the RBWM Operating Model and other operational guidelines to achieve consistency of management of our people and delivery of service and sales to HSBC customers

·      Monitor and act on sales activity management information and other internal information tools, using them to coach your team and achieve the business goals.

·      Leading the team to make them effective relationship managers.

·      Identify and act on factors that would increase local competitiveness

·      Lead your team to deliver the  key performance indicators (KPIs) and plan  and ensure growth of  RBWM business for branch in line with INM strategic Plan / AOP projections

·      Grow the share of wallet of customers being managed through effective and proactive customer contact management

·      Increase the Wealth Management Services within the database by driving the concept of Financial Review & Need Based Sales

Customers / Stakeholders

·      Use the principles and guidelines in the operating model to ensure customer needs are identified and where appropriate PRMs, AWMs and SAWMs use the support provided by specialists

·      Personally manage the application of EDRAS, client funnel management and sales quality standards

·      Implement customer relationship and proposition strategies

·      In conjunction with your team build a prominent profile in the community in which you are based in a way that builds HSBC’s reputation and brand

·      Support the WMs to resolve customer complaints in partnership with the Branch Service stream.

·      Mobilize Branch activities to generate leads and create increasing awareness for the FPS

·      Enhance clients trust in the banks capability of meeting their needs.

·      Ensure awareness of TCF principles and observe the same in spirit.

Leadership & Teamwork

·      Lead and manage the PRM and AWM and SAWM team

·      Drive a high performance culture through robust objective setting,       performance reviews and action to address poor performance

·      Evaluate performance against KPIs and make discretionary incentive recommendations in line with the Group incentive plans

·      Train, maintain and develop your team to a level appropriate for the business and in line with country training plans

·      Recruit and onboard high caliber individuals in line with headcount and resourcing plans.

·      Maintain and enhance personal and team knowledge and skills through sharing best practice for creating an exceptional customer experience

·      Hold regular team and one-to-one meetings with team members to share priorities, establish focus, coach and address risks & issues

·      Role-model HSBC values and create an inclusive work environment which embraces diversity and fosters engagement

·      Demonstrate connectivity to other teams and actions which benefit the Group above local interests

·      Use technical expertise and business understanding to improve customer satisfaction and RM performance

Operational Effectiveness & Control

·      Ensuring that sales & operations are undertaken in accordance with RBWM FIM, BIMs and Credit Policy Manual appropriate lending guidelines

·      The principal regulations under which the job holder operates include the RBWM FIM, BIM and local regulations issued from time to time by SEBI / RBI / AMFI / IRDA. The jobholder needs to operate independently within the overall policy framework laid down by RBWM INM.

·      Ensure all processes for sales & operations are in place and manage within any agreed Authorities