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Wealth and Personal Bankingis our new global business combining Retail Banking and Wealth Management; and Global Private Banking, to become one of the world’s largest global wealth managers. Across Asia, where wealth pools are growing faster than in any other region. Our dedicated colleagues serve millions of customers worldwide across the entire spectrum of private wealth, ranging from personal banking individuals and families, through to business owners, investors and ultra-high-net-worth individuals. We provide products and services such as bank accounts, credit cards, personal loans and mortgages, as well as asset management, insurance, wealth management and private banking that best suit our customers’ needs.

Role Purpose

• The Regional Head role is a strategic leadership role responsible for driving the growth, profitability and operational excellence of Retail and Wealth Banking services within the specific region. This position ensures the alignment of business strategies within organizational goals, fosters a customer-centric values based culture and builds sustainable revenue streams.

• Formulate and implement a Premier/Personal banking strategy for the region, with the objective of ensuring that all individual staff meets their KPIs.

• Work with the Branch Leadership team to deepen and develop long term client relationships and enhance the clients trust in HSBC to meet their needs.

• Lead by example and create a vibrant sales and service culture within the region where frontline people are bound by a sense of excitement and pride of achievement. Ensure that the Branch and Wealth Management channel epitomizes the ethos of “HSBC Values” and “TCF Principles in line with the goal set by the Senior Management Team.

Principal Accountabilities: Key activities and decision-making areas

Impact on the Business

• Ensure the growth of WPB business in line with India Strategic Plan / AOP

• Contributes to area of profitability

• Work closely with INM on the WPB strategy

• Deliver maximum sustainable contribution by deploying product, service channel propositions.

• Articulate customer needs, behaviour and preferences to proposition and product teams to ensure identified customer needs are reflected in marketing and product development.

Customers / Stakeholders

• Ensure a consistently high level of product and service delivery in line with customer needs across the region.

• Develop and maintain good customer relations

• Contributes to enhancing the banks image and visibility in the market place

• Direct the implementation in Region / Area of strategies to drive and expand customer relationships through consistent sales and service.

• Oversee the customer journey and ensure the customer experience and sales opportunities are optimized and the customer experience is consistent.

• Partner effectively with direct channels to ensure a seamless customer experience.

Strategic Leadership Teamwork

• Develop and execute the regional wealth and retail banking strategy in line with the Corporate objectives.

• To provide effective leadership and create an environment that continues to improve on staff engagement in the branch/area/region working with WPB colleagues and supporting a high performance culture

• Identify growth opportunities and market trends to expand market share and customer base.

• Drive the performance in achieving sales targets, profitability goals and revenue objectives.

• Deliver the Face to Face part of WPB plan including overall structure, sales goals, PL performance and leads/sales prospect management.

• Develop the organizations change management capabilities, to ensure that the full benefits of change initiatives are realized

• Drive projects in response to market changes and opportunities in line with WPB strategy.

• Direct the migration of low value, high volume activities to direct channels Lead a team and accountable for the performance management, development and coaching of Branch Managers and their teams.

• Implement digital adoption across the network.

• Recruit, develop and retain the highest quality customer centric people across the business.

• Ensure development of acquisition skills is in place.

• Ensure effective succession plan is in place.

Operational Effectiveness Control

• Maintain HSBC internal control standards, implement and observe Group Compliance Policy and maintain awareness of operational risk and minimize the likelihood of it occurring

• Maintenance of highest standards of risk management, control and compliance.

• Continually reassessing the operational risks associated with the role and inherent in the business.

• Taking into account the changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructuring and the impact of new technology.

• Comply with the applicable laws, regulations, Group and local guidelines related to Sanctions and AML policy of HSBC while undertaking various day to day operations

• Remain alert and promptly report to the Sanctions Officer/ INM FCC office/ Line manager ( As applicable and required by the AML and sanction Policy) if a customer is found to be engaging in sanction evasion activities or violations of AML policy or any other related procedures.

• Understand the legal responsibility to be vigilant for unusual activity and reporting of the unusual activities

• Support the Country or Regional FCC AML Office/ AML Investigations by providing additional information when required

• Responsible for attending and successfully completing the AML and Sanctions related assigned training in the mandated timeframe

• Understanding the consequences of failing to attend or successfully complete the training as mandated by the AML Education Lead FCC;

• Requesting additional AML training that you deem necessary or appropriate to perform your jobs through your entity manager

• Demonstrate an understanding of PEP acceptance, prohibition, CDD EDD guidelines in order to ensure that the INM WPB is fully compliant with the PEP LoBP.

• Understand the relatively high reputational risk that arises from any perceived weaknesses in controls in respect of substantial cash deposits or withdrawals activity, wire transfer, monetary instruments and pouch and mail

• Responsible for ensuring that mandatory education / training and other compliance objectives are included in the performance objectives and are completed in a timely manner.

• To be aware and Identify high risk indicators for various products and Services offered by INM WPB example Cash, insurance, credit cards products etc

• Ensure that all records are obtained in respect of INM WPB customers or New to bank customer for any products and services provided by HSBC are as per the process laid down.

• Must ensure that the prescribed process is being followed while dealing with non HSBC customers request for monetary instruments and wire transfers. Ensure Adherence to the regulatory guidelines and internal AML Sanction Policy of HSBC, which includes pouch and mail, monetary instruments, cash services and payment transparency Line of Business Procedures

• To be aware of AML risk posed by pouch and mail, Monetary instruments, cash services and wire transfer services and should undergo the mandatory training for the same

• Necessary remediation steps needs to be undertaken in case if there is any breach or non-adherence to the policy laid down in the LoBP

• Must undertake necessary due diligence to ensure that the nature of the transaction is in sync with the customer profile , else raise it to line manager for further clarification

• The staff must be aware of the scope of services of various products and services that are offered and those which are prohibited because of the guidelines laid down in the line of Business procedures and must ensure the same is communicated to customer in a effective and polite manner

• Ensure adequate due diligence is undertaken by the Individual/team to ensure that the nature of the various transactions of wire transfer, cash services, monetary instruments are in sync with customer profile

Major Challenges

• The job holders challenge is to grow the WPB business in his / her region in line with the strategic plan targets.

• The “Regional Head (RH)” needs to exercise strict control over branch “operations teams/sales teams” and costs without compromising on service standards and quality of portfolio acquired.

• Given the fiercely competitive environment and a scenario of falling interest rates, the RH is required to continuously review service, sales and distribution strategy and if necessary re-organize resources to achieve the desired growth in his region.

• To protect bottom line in a scenario of narrowing spreads, the RH also has to ensure quality of portfolio being acquired is as per the sales quality norms and guidelines.

• Additionally location of branches across geographies within the region creates a new set of sales management challenges. This brings to fore the need for unique skills with the right balance of delegation and control as well as management by objective skills.

• Additionally branches located in areas that have varied languages, demographics, markets and people dynamics, tastes and preferences and thus required the job holder to have thorough knowledge of different markets.

• The job holder is also responsible for bringing about a strong change orientation in the organization in its relentless drive to enhance its sales and service culture.

• This requires him/her to work closely with HR in slotting the “right fit for the right job” keeping in mind the diverse market / sensitivities in which the branch in his /her region operate in.

Role Context

• Given the diminishing spreads and challenging competition, most banks and financial institutions in India have recognized the potential of Emerging affluent, Mass affluent and affluent customers along with personal banking as a major contributor to their growth and profits.

• Increasingly as Digital and AI become the norm for customers and gives faster access to information, branches will need to be nimble in meeting and exceeding customer needs/demands.

• Recognizing the importance of WPB as a driver of the India growth story and the unique position in which the bank finds itself, the position of the “Regional Head” was created in April 05 to consolidate and grow WPB business in the diverse markets by breaking the branch network in the country into regions. Currently markets are split into 3 regions.

• The job holder is thus uniquely paced to spearhead the rapid WPB growth in the region which is the corner stone of our strategic plan and thereby increase contribution from the region.

• Also the personal banking environment has witnessed a sea of change with aggressive marketing strategies adopted by competition both in retail liability and assets segments. Apart from competition from foreign banks like Citibank, Standard Chartered, etc private banks like HDFC and ICICI have set up modern branches with state of art technology and widespread distribution network bringing convenience to the customers doorstep.

• This seconded by increased customer awareness has also resulted in demands for superior service and greater product differentiation.

• In the face of such aggressive competition, increasing market share requires a sharply focused approach to personal banking, coupled with skills to sustain high topline growth in failing interest rate regime whilst maintaining a high quality customer base with with simultaneous efforts for cost control.

• The job holder has the authority to plan, direct and control the activities for the region within the strategic plan and INM WPB policy guidelines with a view to develop and grow the business.

• The incumbent is expected to consult and obtain inputs form his/her line manager for major new initiatives across branches in his region.

• needs to control and direct the functioning of all branches in his region along with the branch managers, the DBM, the SM Wealth Management and BDM with a view a view to establish a highly motivated sales and service team.

• Needs to ensure that all staff under him function with the boundaries of rules, regulations and policies determined by the Group, Audit, INM, Compliance, RBI and other regulatory bodies.

• The job holder has to manage the personal development of subordinates to ensure business growth and also resolves various operational /personal issues raised with officers, staff and union from time to time.

The job holder interacts frequently with Product / Proposition/ Risk / Marketing /Wholesale banking and other related functions to translate business goals into area specific targets and on implementation of new products, promotions, systems, branches and other initiatives.

The job holders also obtains inputs from area compliance officer, area financial controller and Tax/ Legal advisor on compliance and regulatory matters.

Management of Risk

• Adheres to processes and controls to identify and mitigate risks and ensures timely escalation of control issues and reputation risks.

• Demonstrates leadership on regulatory and compliance matters. Maintains awareness of risk and minimizes the likelihood of it occurring through its identification, assessment, mitigation and control.

Observation of Internal Controls

• Maintains HSBC internal control standards and addresses audit points and/or any issues raised by regulators in a timely manner.

• Maintains HSBC internal control standards and addresses audit points and/or any issues raised by regulators in a timely manner. Fosters a compliance culture within the team, managing compliance risk and ensuring that the necessary training is completed. Optimizes relations with regulators.

Role Dimensions

• Coverage and management of all the branches across the region.

• Impact of sales processes and tools on productivity for all the staff within the region.

• Delivery of KPI targets for all the staff in the region.

• Sales capacity planning, staffing, career progression and development plans for the region.

Knowledge Experience

Proven ability in team leadership and management

Proven ability in Retail distribution

Demonstrate behaviours consistent with HSBC Values

Proven adherence to controls and compliance with no significant breaches.

Expertise in financial planning and related systems and processes Branch banking and / or commercial lending experience.

Proven and progressive management experience.

Strong marketing, sales, management planning, financial, leadership, project management and communication skills.

Strong ability to use numerical data to develop tactical plans within the broad context of strategic plans.

Excellent understanding of the unique markets serviced.

Sound understanding of the Company's customer segments, products offered and competitive market.