Wealth Advisor

Job description / Role

Role Purpose (overall high level summary of the role)

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 is required to fulfil wealth needs of clients directly based on referrals, through wealth products and services directly to client. To provide financial planning service to both new and existing customers by identifying customer's needs, and where appropriate, proposing solutions and services to fulfill those needs through "regulated" products available through the Group and third parties. It will also entail reviewing the portfolio regularly to ensure the solutions are still suitable to meet clients’ needs and embed client loyalty by meeting their needs either directly or through other internal business partners.

In delivering the business objectives the job holder must also maintain the levels of operational integrity required by HSBC Group, closely managing your individual and the collective performance of your wider team. Creating and maintaining an environment and relationships where you and the wider Branch team maximize performance in achieving the RBWM business objectives.

The identification of opportunities for wealth reviews and delivering wealth solutions as an adviser are amongst the key activities to achieve your goals in-line with GWIF and as complied with local regulatory requirement.


Principal Accountabilities:

Typical KPIs and Targets
• Achieve Sales Performance Standards & Key Performance Indicators in a compliant manner
• Support and work closely in partnership with PRMs in the achievement of the plan, both country AOP and their own Key Performance Indicator's.
• Recommend and sell regulated wealth products directly to clients based on PRM's referral and/or clients needs.
• Meeting new & existing Premier banking customers, identifying needs for financial services and solutions offering ‘best advice’ and, where appropriate, selling products to meet those needs.
• Achieving recurring revenue expectations for the needs supported while adhering to the sales quality manual and activity standards. Support the achievement of Country AOP
• 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
• Monitor and act on daily sales activity management information and other internal information tools, using them to coach the wider Branch team in support of business goals
• Establish and agree client contact strategies in line with Group operating models
• Fully utilise and input to Client Relationship Management data, ensuring all client information is complete and kept up to date
• Assist Area Heads / Premier Wealth Sales Managers in lead generation and co-ordinate branch sales planning and development of branch sales force
• Providing advice & expertise on wealth sales planning & activity processes.
• Holding regular meetings with lead generators and Sales Managers to monitor performance.
• Training needs being identified & lead generation skills developed. Measured by personal sales activity target achievement.
• Proactively complete Continuous Professional Development in order to meet and maintain Compliance & Training Competence Standards • By use of MI feedback from trainers, feedback, coaching and monitoring of continuous development by Sales Manager. Measured by standards being met or exceeded and quality of records kept.
• To implement Group Compliance Policy
• Complying with the requirements of the Group Requirements. By containing risk in conjunction with the relevant Compliance department. Measured by satisfactory audits.
• To discharge the Money Laundering Control Officer accountability set out in the Compliance Officer Handbook by pro-actively assisting management in identifying and containing compliance risk; monitoring, reporting and certification; fostering a compliance culture and optimizing relations with Regulators"

Client Focus / Stakeholders
• Own the client relationship with HSBC
• 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 Global Wealth 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
• Provide clients with an outstanding service proposition based on professional relationship management and outstanding service, adhering to global service standards.
• Handle client’s needs in a positive, timely and appropriate manner .
• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets

Leadership & Teamwork
• To 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
• Work closely with Area Heads and PWSMs to identify areas of opportunities.
• Interact and provide feedback to the relevant teams on lead generation and quality of leads.
• Meaningful client appointments
• Financial reviews
• Needs fulfilled
• Client recommendation score
• 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 delivering differentiated products and services to the client
• Deepen client relationships through the development of ongoing interactions with the PRM’s client portfolio.
• Deliver fair outcomes for our customers and ensure own conduct maintains the orderly and transparent operation of financial markets
• Following HSBC Values and Behaviors
• Feedback from Colleagues
• Establish and maintain strong working relationships with colleagues in the wider RBWM businesses and others as appropriate to service client needs
• Individuals are responsible for their own effectiveness, development and results. Specialist or Subject Matter Experts, where matrix management and understanding of Group strategy is expected. Their contribution is often as a technical/professional specialist in their field.
• Collaborate with the wider team to deliver the Branch RBWM Performance measures and plan to support the multi-channel client journey
• Support achievement of the HSBC vision, Values, goals and culture in personal behaviour, actions and decision making.

Business Processes
• Ensuring that sales & operations are undertaken in accordance with HSBC Bank plc FIM, BIM and Credit Policy Manual appropriate lending guidelines
• Agree and manage lending facilities within any agreed Approval Authority (RAA)
• Manage operational risk, by using relevant MI to identify risk situations and take any appropriate action to minimise loss
• Adhere to selling process and sales quality requirements

Operational Effectiveness & Control
• Ensuring that sales & operations are undertaken in accordance with HSBC Bank plc. FIM, BIM and Credit Policy lending guidelines.
• Comply with local regulatory requirements.
• Management of Information Risk including adherence to ISR policy and completion of ISR mandatory trainings.
• Be alert to operational risk losses during the execution of the day to day responsibilities, Identify an operational risk loss and report this to manager ensuring that it is reported to their local risk coordinator.
• Adherence to sanction guidance contained in the Legal and compliance FIM B2.17.7
• Take personal responsibility for understanding and agreeing performance expectations, completing the necessary mandatory training and developing the levels of capability and competence needed to be effective in the role.
• Contribute to team development, effectiveness and success by sharing knowledge and good practice, working collaboratively with others to create a productive, diverse and supportive working environment.

For wealth and banking:
• Sales Quality
• HSBC Values and Behaviors
• Audit Report where relevant
• Full compliance with internal policies, procedures and compliance requirements
• Audit and Operational sampling of work
• Discrepancy/error reports
• No breaches of clear desk policy and information risk policy
• No breaches of KYC or SCC policies
• Proactively assisting management in identifying and containing Money Laundering compliance risk through reporting of suspicious customers to MLCO/ACO.
• Strictly following and implementing with accuracy KYC and SCC due diligence information for individuals from Sanction & sensitive countries.
• Immediate reporting of any operational risk loss and ensuring operational risks and losses are considered when executing day to day responsibilities.
• Quality responses provided for CAMP, SCDM and WOLF alerts and raise and investigate Suspicious Activity Reports and Sanctions related compliance referrals.
• Complete all mandatory Compliance training on time and attend the BMLCO trainings.
• Individuals are responsible for their own effectiveness, development and results. Specialist or Subject Matter Experts, where matrix management and understanding of Group strategy is expected. Their contribution is often as a technical/professional specialist in their field.
• Suggest ideas and contribute to implementing actions that will improve customer service, quality or the way teams and individuals work together.
• Adhere to HSBC policy, procedures and control requirements applicable to day-to-day working, exceptional and project activities, and raise any concerns about actual or potential issues promptly, in line with reporting and escalation procedures.

Requirements

Knowledge & Experience

• Bachelor's degree or equivalent experience
• Minimum of three years proven and progressive financial services and/or retail sales experience or equivalent
• Evidence of strong sales results in insurance and investment products
• Relationship management experience with high net worth clients
• Strong technical skills in wealth management
• Strong sales orientation, networking and portfolio management skills
• Sound knowledge of financial services products and services and the client relationship management system
• Professional outlook and impact.
• Excellent interpersonal skills and communication skills both verbal and written.
• Highly business and target focused.
• Goal orientated.
• High customer focused – service driven.
• Excellent technical skills in, Investment areas.
• Ability to build strong relationships.
• Strong listening and questioning skills.
• High ability to persuade and influence.
• Ability to plan and organize.
• Excellent sales skills.
• Analytical ability.
• Local regulatory & license requirements - job holder should possess valid licenses with accreditation on wealth management and qualification as required by country
• Clear view on how to work with Compliance, Credit & Risk and Internal Control to ensure a balanced risk operating environment
• Able to communicate well in English and local languages

Accreditations

• Attain appropriate professional and regulatory qualifications as required by market
• Attain any internal standards as required by country

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
• Sales orientation
• Portfolio management
• 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

About the Company

Founded in 1865 to finance trade between Asia and the West, today HSBC is one of the world's largest banking and financial services organisations serving around 38 million customers worldwide. Our aim is to be acknowledged as the world's leading and most respected international bank.

HSBC is one of the world's largest banking and financial services organisations. We serve around 37 million customers through four global businesses:

• Commercial Banking
• Retail Banking and Wealth Management
• Global Banking and Markets
• Global Private Banking

Our network covers 67 countries and territories in Europe, Asia, the Middle East and North Africa, North America and Latin America.