Head of Premier & Wealth Distribution - IWPB

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International Wealth and Premier Banking (IWPB) helps deliver on HSBC’s purpose of opening up a world of opportunity by providing our customers with borderless banking and world-class wealth management through best-in-class, mobile-first capabilities, and exceptional people. Our international network and breadth of expertise enable us to support individuals, families, business owners, investors, and entrepreneurs.  International Wealth and Premier Banking provides a leading premium proposition through Premier Banking and, together with our Private Bank, are present across the world’s most important markets, booking centres, and corridors most valued by our clients. Our wealth offering is further enhanced through our best-in-class manufacturing capabilities in Asset Management and Insurance.

We are currently seeking an experienced individual to join our team as an Head of Premier & Wealth Distribution.

Role purpose  

With the Bank’s strategic shift in its focus towards Wealth, the Premier Wealth Solutions team and the Customer Channel & Commercialization team has been brought together to form an integrated team, to deliver our end-to-end One Wealth vision, with greater integration and by transforming distribution into a Wealth-focused model.  

The integrated team enables the Bank to provide world-class product solutions informed by customer and business insights, deliver exceptional customer experiences with seamless omni-channel sales and service journeys, and develop a world-class frontline to transform our distribution to focus on wealth. This will be achieved by transforming our RMs, delivering industry-leading wealth platforms, while ensuring sustainable growth with robust risk controls and oversight.

The Head of Premier & Wealth Distribution plays a key role within the newly combined team, responsible to lead and oversee the global distribution strategy for Premier & Wealth with the following remit:

• Commercialize on our Wealth investments across markets;
• Develop and execute with markets on the commercialization plan to deliver FRP targets;
• Execute against capacity planning;
• Lead market engagement and best practice sharing;
• Partner with HR on Frontline Employee Proposition, covering Recruitment, Training, Progression and Retention;
• Implement our Incentive & Recognition (including COE) schemes;
• Design our coverage model, role tiers;
• Structure and optimize resources  

Principal Accountabilities and Responsibilities  

• Define and champion the global vision and strategy for Premier and Wealth distribution, ensuring alignment with the overall organizational goals
• Develop and implement sales strategies leveraging our Wealth investments, including expanded RM footprint, revamped training programme, as well as existing and newly deployed wealth capabilities 
• Identify and analyze emerging industry trends, competitive landscape, and client needs to inform strategic direction
• Develop and implement sales framework to enhance client acquisition, retention, and drive profitability within the Premier and Premier Wealth segment.
• Grow our wealth business with focus on wealth penetration and wealth relationship deepening with close collaboration with markets, facilitating best practice sharing
• Oversee sales enablement initiatives, including wealth CLCM commercialization, wealth employee proposition (covering recruitment, progression, training programs, retention), and performance management tools
• Lead our design of our Incentive framework & Recognition schemes, including the execution of the annual Circle of Excellence (COE) event
• Design our client coverage model and define role tiers to optimize customer engagement and servicing by RMs
• Establish key performance indicators (KPIs) and metrics to measure the effectiveness of distribution strategies and overall business performance.

Leadership & Teamwork  

• Lead and inspire a high-performing global team, fostering a collaborative work environment and promoting knowledge sharing.
• Work with key stakeholders across global, regional, and market teams to enhance business and client outcomes.
• Cultivate an engaging working environment that emphasizes personal development and champions Diversity and Inclusion.

Qualifications

Functional Knowledge

• Deep understanding of sales and service strategies within the financial services industry, including channel management, sales process optimization, and our wealth systems.
• Strong knowledge of premier and wealth management products and services, with a broad understanding of Wealth and Premier banking.
• Ability to set clear strategic direction aligned with Markets, Propositions, Functions, and experience working across Group, Region, and Market teams.
• Familiarity with culture, supervision, and conduct frameworks, and knowledge of the global external environment, including regulatory, political, competitors, and market factors.

Others

• Strong leadership, interpersonal, and communication skills with the ability to influence senior teams and interact at all levels of the organization.
• Deep understanding and experience in driving culture positively, familiarity with culture, supervision, and conduct frameworks, and strong numerical and analytical skills.
• Ability to work independently, multi-task, filter information, prioritize multiple demands, and effectively plan and manage projects.

Opening up a world of opportunity
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