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Business Descriptor
Wealth and Personal Banking is 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 with USD1.4 trillion in assets. Across Asia, where wealth pools are growing faster than in any other region, HSBC’s wealth revenues grew 12% in 2019 (year-on-year) to USD5.7 billion. 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 bank primarily depends on the asset products (Mortgage) to build its assets business. Identifying new Product Opportunities.
- The assets business is extremely technical and with each region of India operating under different local regulations.
- The Asset specialist is a subject matter expert with hardcore domain experience in Mortgage, is needed for the fulfillment of asset product applications sourced from Global Private Banking customer, open market / DSA channel for customers who are Ultra High Net Worth Individual (UHNI) and Existing Premier Customers or New Premier Criteria Alike and ensure seamless processing of these applications within the system.
- It involves interaction with various stakeholders both within HSBC and outside of HSBC (Risk Team, Builders, Societies, Legal Team etc.)
- Identifying, structuring, negotiating and underwriting complex / high value new credit opportunities for UHNW / Global Priority Clients/Family Offices
Principal Accountabilities
Impact on the Business / Function
Impact on the Business / Function
- Responsible for new business acquisition and identifying sales opportunities through Existing Premier and Non-Premier clients of the Branch and Premier Alike clients through open market to achieve sales target
- Should have a strong Customer management and experience skills to help both Internal and External Clients.
- Sound knowledge about real estate market and title documents of the property, Mortgage product and policy.
- Effective co-ordination with internal & external stakeholders eg, Collateral Management, Credit Risk and Underwriting, Digital Business Solutions, Global Service Centres, Legal, Compliance, Fraud, etc.
- Identify cross-sell opportunities for other product lines and sell / refer these to the Relationship Managers (RM)
- 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.
- Understand the legal responsibility to be vigilant for unusual activity and reporting of the unusual activities.
- Demonstrate an understanding of Politically Exposed Person (PEP) acceptance, prohibition, Customer Due Diligence (CDD) & Enhanced Due Diligence (EDD) guidelines in order to ensure that the INM WPB is fully compliant with the PEP Line of Business Procedures (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.
- Back-end support to Branch RMs in the End-To-End process of sourcing to disbursal of any asset product applications. Regular monitoring of status of logged in applications.
Customers / Stakeholders
- Internal – Credit Risk and Underwriting, Digital Business Solution, Global Service Centre, Collateral Management Unit, Legal, Compliance, Fraud, & Branch staff
- External – Customers, Lead Generators (if applicable)
Leadership & Teamwork
- Developmental & coaching intervention for the branch RMs
- Effective co-ordination with all stakeholders
- Identify cross-sell opportunities for other product lines and sell / refer these to the RMs and Universal Bankers in the Branch.
Operational Effectiveness & Control
- Discrepancy rates in applications
- Fraud control
- 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
- 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 need 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 Asset Specialist will play a crucial & challenging role in increasing business & Staff Activation of the branches.
- With branch staff having limited expertise in handling complex Asset product applications, the incumbent will also play the role of a coach & mentor for the RMs.
- The role holder will need to display effective working capabilities in handling these challenges in a dynamic environment.
Role Context
- The assets business accounts for major share of INM’s retail lending portfolio. It has been identified as an area of focus and is expected to be a key contributor to profitability going forward.
- The branch sourced assets products are expected to contribute 50-70% of monthly disbursals.
- A strong and effective specialist role will need to be in place to ensure that this source of business is not at risk.
- By participating in all aspects of the sales process, the incumbent of this position will be a key contributor to the achievement of these targets.
Management of Risk
- Adheres to processes and controls to identify and mitigate risks and ensures timely escalation of control issues and reputation risks.
Observation of Internal Controls
- Maintains HSBC internal control standards and addresses audit points and/or any issues raised by regulators in a timely manner.
Role Dimensions
- Primary responsibility for them is to help Relationship Manager achieve KPI targets in mortgage and achieve their own mortgage targets by ensuring seamless asset product disbursals
- The incumbent would effectively carry the direct accountability for achieving assets disbursals of the Branch reporting directly into the Branch Manager or the Mortgage Sales Manager.
Qualifications - External
- Graduate with 3 + years of experience
Knowledge / Experience
- Demonstrate behaviours consistent with HSBC Values
- Proven adherence to controls and compliance with no significant breaches
- Market/Competition Product Knowledge
- In depth understanding of the bank’s assets sourcing and disbursal process
Skills
- Organising skills & Problem solving skills
Pro-tip : Familiarity with AI-enabled tools is an advantage.
As an employee, you are required to perform your duties in a professional capacity exercising independent judgement, discretion and decision-making authority in planning, organising, directing work, supervising and appraising the work of team members, as applicable; and taking accountability for delivery outcomes. You will represent the organization with relevant internal and external stakeholders. You will allocate and prioritize work, provide direction and feedback, manage team capacity and leave in line with policy as applicable.
You’ll achieve more at HSBC.
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