VP Premier Relationship Advisor

Job description

The role is a client facing role managing our high value clients where professionalism, client focus and a broad understanding of the fundamentals of wealth planning are critical to the success of the business. The role holder has a responsibility to acquire, advise, and retain a portfolio of Premier clients, working with the broader branch teams to ensure achievement of the business performance measures and plan (as defined by Retail Banking & Wealth Management (RBWM)). The role holder will represent HSBC Securities (USA) Inc., HSBC Bank USA, N.A. and HSBC Insurance Agency (USA) Inc. This will be achieved by active management of a portfolio of Premier clients, acquiring new HSBC clients and upgrading existing clients through becoming a trusted advisor to them. It will also entail regularly updating and analyzing client financial information to identify wealth solutions that are suitable to meet the client's needs, advising the client on a variety of potential wealth solutions, and encouraging client loyalty by addressing their needs either directly or through other internal business partners.

This position provides financial solutions (appropriate with securities registration, insurance and state licenses) to current and potential Premier customers through the services and products of RBWM. The Advisors are assigned Premier Wealth clients and are expected to seek opportunities to attract, develop and retain these clients and expand the portfolio of clients.

The identification of opportunities for wealth reviews and delivering suitable wealth solutions as an advisor are amongst the key activities to achieve your goals as in compliance with local regulatory requirement.

You are accountable for the performance of your portfolio of clients and need to ensure it is effectively run managing to the Target Operating Model (TOM) as defined by HSBC Group.

Impact on the Business

· Build deep, long-lasting and mutually valuable relationships with Premier customers
· Address identified needs for banking clients
· Through the EDRAS process, recommend investment and insurance solutions designed to meet the customer's financial appropriate needs and objectives
· Regularly meet with clients to understand and analyze their current and long term needs and advise them on the products and services that help them achieve their goals
· Refer business to other areas within the Company as appropriate, in accordance with established guidelines
·  Complete all activity documentation to provide a record for performance tracking
· Assist in targeting future opportunities
· Establish client contact strategies in line with Group operating models
· Fully utilize and input Client Relationship Management data, ensuring all client information is complete and kept up to date

Customers / 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 to provide suitable recommended solutions from among an authorized firm product set for clients and maximize revenues for Global Wealth and the Group." OR "Maintain a deep understanding and technical knowledge of authorized relevant products and services available from the RBWM affiliates in the US for Premier clients to provide suitable recommended 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. Complete ongoing analysis of portfolios of client relationships through marketing of ideas and researching clients
· Provide quality service in meeting customer needs, inquires and problems of a complex nature; maintain contact with existing customers and referral sources on an on-going basis to identify new or additional needs
· Conduct full needs assessment with current and potential Premier customers and recommend appropriate Premier banking, investment and insurance products and services to meet individual needs, based on objectives, risk tolerance and proper asset allocations
· Manage assigned Premier Wealth client"s full relationship, including banking, lending (through referral to appropriate Mortgage staff) and investment/insurance components, seeking opportunities to attract new clients as well as retain and expand relationships with existing clients

Leadership & Teamwork

· Work as part of an integrated branch management team to ensure standards are met and operating models delivered
· Proactively support others through direct and indirect actions beyond activities particular to this role
· Establish and maintain strong working relationships with colleagues in the wider RBWM businesses and others as appropriate to service client needs
· Represent the Company in community organizations and activities to enhance the Company"s image and maintain and enhance a referral network for additional relationship opportunities
· Coach branch-based bankers in assigned branches

Operational Effectiveness & Control

· Maintain proper documentation following preset guidelines established by Compliance and Management
· Understand and adhere to Group and Company policies and procedures, and meet all required mandatory training requirements

Major Challenges

· The Company seeks to grow its RBWM business through an efficient operation and the pursuit of providing clients with globally consistent experiences, excellent service, and advice on products and services appropriate to client needs to enhance that value. In the face of fierce competition in this segment the bank and its affiliates are seeking to grow the significance of this group in their contribution to our business
· Increasing net new Premier clients
· Increasing Total Client Relationship balances during tough economic situations
· Recommending appropriate products and services to client base

Role Context

The jobholder has primary responsibility for:

· Maximizing growth in their portfolio of clients and achieving the RBWM plan/metrics
·  Leading Premier activities to ensure opportunities are identified and client needs are met effectively, maximizing all available resources
·  Compliance with the relevant Group standards including GHQ and the Regulatory organization as applied to the implementation of the RBWM strategy in the US

Management of Risk

·  Ensure compliance, operational risk controls in accordance with HSBC or regulatory standards and policies; and optimize relations with regulators by addressing any issues
· Promote an environment that supports diversity and reflects the HSBC brand
· Ensure the fair treatment of our clients is at the heart of everything we do, both personally and as an organization
· Continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology

Observation of Internal Controls

· Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators.
· Adhere to and be able to demonstrate adherence to internal controls and Firm policies. This will be achieved by adherence to all relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators
· Implement the Group compliance policy by containing compliance risk in liaison with Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer. The term ‘compliance' embraces all relevant financial services laws, rules and codes with which the business has to comply. This will be achieved by adhering to all relevant processes/procedures and by liaising with Compliance department about new business initiatives at the earliest opportunity and by ensuring adequate resources are in place and training is provided, fostering a compliance culture and optimizing relations with regulators

Desired profile

· Minimum of three years proven and progressive financial services and/or retail sales experience or equivalent
· Bachelor's degree in Business, Finance, related field or equivalent experience
· Series 7, 63, 65 or 66 (in lieu of 63 and 65) and appropriate state licenses (life and health insurance)
· Certified Financial Planner preferred
· Strong sales, analytical, decision-making, interpersonal, leadership and communications skills
· Relationship management experience with high net worth clients
· Strong technical skills in wealth management
· Proven client focus and influencing skills
· Proven networking and portfolio management skills
· Sound knowledge of financial services products and services and the client relationship management system
· Understanding of banking client segment and products and services
· Strong knowledge of investment products and services delivered, operations supporting them and pertinent regulations affecting their delivery
· Ability to work in a team-based environment

EEO/AA/Minorities/Women/Disability/Veterans