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Head of Sales Individuals

hace 3 meses

Ciudad de México HSBC Mexico A tiempo completo

Job description

Role purpose

The head of Asset Management Mexico Sales (AMMX) for Wealth Personal Banking (WPB) is a key position responsible for business development with different segments of Wealth Personal Banking and Private Banking, identifying opportunities for new products and defining the support model to maximize sales and product penetration through the AMMX Sales Spport Team and leveraging on the different WPB specialized teams of each segment to achieve the investment goals.

The candidate must be an experienced professional with in depth knowledge of investments, product and a broad understanding of different segments to be able to target the needs and deliver results.

Principal Accountabilities and Responsibilities

This role is key to achieve the business objectives through the adequate management of the investment specialist team, able to provide on the ground support and high level networking and stakeholder management to achieve the correct presence on investment products in the different segments through the following actions:

  • Define and execute Sales support model
  • Define and agree the training programs and certifications for the different segments. Himself, through his direct team and WPB specialized teams manage:
    • Relationship Managers (RMs’) Trainer on technical & practical skills through programed trainings and improve RMs’ product specific technical knowledge by effective on-job coaching and training.
    • Strengthen HSBC’s image as a leading investment provider by enhancing RMs to advanced technical product expertise
  • Agree with heads of each segment the sales strategy, which involves incentive framework definitions, product alignment & proposition and how the interaction will be to target AOP through balance increases & revenue management.
  • Define the Investment Specialist agenda on 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
  • Provide advice to Investment Specialists & RMs based on technical knowledge on investments.
  • Assist RMs in deepening and growing client relationships through identifying and uncovering client's needs, identifying relevant investment solutions and technical analysis, and assisting RMs in presenting and explaining solution(s) to client.
  • Support RMs to gain more clients’ confidence and trust in HSBC capabilities and increase the effectiveness and quality of needs fulfilled
  • Work with AMMX CEO & heads of different segments to provide front line perspective and input on the planning and development of products, associated processes, and tools where relevant
  • Assist in the launch of complex products where appropriate, working with strong synergy with the AMMX product team.
  • Initiate and conduct educational events with clients to improve clients’ financial literacy and knowledge of financial markets and solutions
  • Identify and provide feedback from RMs and clients to product & central teams in order to continuously improve our products and services