Business Development

Job description

Please note this job advertisement is only available in Spanish. To view the job, select ‘Español - ES’ from the language selector in the page menu.

At HSBC we are committed to building a culture where all employees and customers are valued regardless of their gender, age, sexual orientation, ethnicity, disability, religious belief, background or any other different personal aspect. HSBC employees act by showing integrity with courage, standing firm on what is right. We are trustworthy, open to different ideas and cultures, and connected with customers, the community, regulators, and each other.

HSBC invites you to participate in the selection process to:

Business Development Manager

Role Purpose:

The Premier & Advance (P&A) proposition is a strategic priority for HSBC and the role of Product Specialist (BDM) is a key contributor in exceeding the proposition objectives. The role is a specialist role and is part of the Premier and Wealth sales force. The incumbent is expected to be a technical expert in one or several product categories as relevant to market; such as Structured Products/FX/Investment/Financial Planning/Retirement/Protection/Mortgage etc.

BDM is usually deployed to add value to clients with more complex needs, e.g. P&A, W, PCS, PE clients and is assigned to a team of Premier Relationship Managers RMs.  Whilst RMs own the end-to-end advisory and sales process with clients, BDM assists RMs in understanding clients better, meeting clients together with RMs when required, making suitable recommendations and helping clients understand the value and risks of solutions available to them.

At times the BDM may also conduct product training to support and deliver new product launches and lead client education events to help client gain better knowledge of financial markets and financial solutions.  The BDM also needs to follow the needs-based sales process, giving clients a meaningful and consistent wealth experience and ultimately providing an outstanding client experience.

The jobholder is expected to support RMs to gain more client trust and commitment in broadening and deepening their relationship with HSBC.

Principal accountabilities: 

• Strengthen HSBC’s image as a leading wealth provider by providing clients with access to advanced technical product expertise;
• Support RMs to gain more clients’ confidence and trust in HSBC capabilities and increase the effectiveness and quality of needs fulfilled for target clients in need;
• Assist RMs and helps close sales in deepening and growing client relationships through identifying and uncovering client's needs, identifying relevant wealth solution and technical analysis, and assisting RMs in presenting and explaining solution(s) to client
• Conduct portfolio reviews with RMs, assess product suitability and market and regulatory change impact to products held by clients as appropriate, identify opportunities and manage risks,
• Join RMs for 3 to 5 meeting per day for accompaniments clients and provide advice, input based on technical knowledge while acting as a second point of contact to RMs for specific products and solutions;

Role Context:

Premier & Advance is a key proposition in the bank’s strategy. Over recent years, our business and organization has made considerable progress both in our performance versus peer group and in our strategic transformation. Over the medium term we have been improving both our profitability and our ability to meet the needs of our target clients.

The role of BDMs is currently regulated by INMX. Under their rules, the jobholder will perform an activity, which must be approved by INMX on being fit and proper to carry out their duties. All approved persons must at all times comply with the INMX rules and principles.

HSBC is required to maintain and operate a robust Training & Competency scheme and provide a framework through which each PRM is effectively supervised. The jobholder reports to INMX Commercial Subdirector for regulatory supervision, compliance and regulated sales performance. Direction in terms of regulated sales strategy will be provided by the INMX Sales Team. Inappropriate sales and failure to meet regulatory standards could result in loss of sales, client complaints (and compensation), regulatory fines and reputational risk to the Group.

We have four overriding principles that will apply to the delivery of all propositions,

products and services through all channels to all clients at all times:

• We will treat all clients fairly
• We will apply the HSBC Group values and business principles in all of our dealings with clients
• We will meet, or exceed, all local and international laws, regulations, and codes of practice
• We will deliver services to clients in a manner that provides speed, ease, certainty and empathy

Requirements

Knowledge and experience

• Minimum of one year of working experience as a product specialist or financial advisor
• Strong client skills with the ability to deliver a strong client experience and provide needs-based solutions
• Deep knowledge of specific complex financial solutions and products including the knowledge of financial markets, socia-economic dynamics, and regulatory requirement relevant to the products
• Extensive external market awareness of market conditions, new product solutions, and an understanding of current financial market activities
• Demonstrated ability and experience to correctly identify client needs
• Solid skills to manage consultative sales process
• A solid understanding of global anti money laundering standards
• Team player with collaborative skills

• Knowledge of local and Group compliance regulations
• Specialisation in one or more product categories e.g. Structured Products/FX/Investments/Financial Planning /Retirement/Protection/Mortage etc.

• 1. Accreditations
• Attain appropriate professional and regulatory qualifications as required by market and HSBC
• Attain any internal standards as required by country

2. Leadership capabilities

• Have or attain an understanding of the immediate local INMX and WPB MX Strategy and the ability to direct their activities accordingly
• Ambitious about providing the highest standards of delivery to colleagues and clients
• Demonstrates ability to set stretch goals for self and the ability to deliver these with courage and tenacity
• Authentic and shows ability to engage with colleagues and clients to deliver at pace
• Make considered decisions that protect HSBC and our clients

3. Training and coaching capabilities

• Ability to transfer skills and knowledge by demonstration, coaching and observation
• Disciplined professional who is able to follow commercial CRM campaigns for potential customers.
• Able to work independently to construct technical product analysis to support PRMs and aid PRM experience and client decisions
• Technical coaching skills in area of expertise
• Experienced group presenter
• Proven ability in customising presentations to meet individual client needs
• A mature individual able to instil confidence with colleagues and clients alike