Area Manager


11 - 15 years experience  • 

Salary depends on experience
Posted on 03/08/18
11 - 15 years experience
Salary depends on experience
Posted on 03/08/18



  • Leads the branch network team in assigned area and ensures the effective implementation of a Wealth Management-led Premium Bank strategy to drive and grow profitable Premier, Plus/Advance and Business Banking relationships while continuing to support and enhance our retail client base. This will be achieved through the consistent sale and servicing of financial service products within the Area
  • This role, operating in a highly competitive, complex, regulatory, global environment, will lead the Area through this transformational journey in the US
  • Leads, drives and manages the sales culture through all levels within the Area to meet and exceed established sales and revenue goals (ultimate supervision for the consistent sale and servicing of investment and certain insurance products lies within HSBC Securities (USA) Inc.).
  • Delivers the Network strategy within the Area, being accountable for the implementation of face-to-face delivery of the RBWM plan including overall structure, sales goals, profitability, performance and leads/sales prospect management

Impact on the Business


  • Lead assigned team and oversee the Area's activities to achieve the Area's operating plan and transform the Company to a Wealth Management-led Premium Bank focused for growth where we have a right to win. Maximize the effectiveness of the Area's distributionnetwork
  • Drive and lead sales and service activities across face-to-face channel to ensure the customer experience and sales opportunities are optimized within the respective global customer propositions and that the customer experience is consistent regardless of the channel through which they interact with us whether human or digital
  • Ensure close connection between market trends/client needs and ultimate product/channel delivery and business strategy, driving projects in response to local market changes and opportunities and in line with HSBC Group strategy
  • Participate in and support development of a sales and service culture including establishment and pro-active management of the sales funnel. Champion and drive Area sales and service initiatives to increase the Company's market share and relationships across current and potential delivery channels, with a focus for growth on Premier, Plus/Advance, Wealth Management and Business Banking. Articulate customer needs to senior and functional management to ensure marketplace needs are met
  • Originate and support initiatives to generate income, contain costs and mitigate/reduce operational losses. Eliminate "non-value add" activities to ensure focus on business priorities is not deflected or diluted. Direct the migration of low value, high volume activities to Direct Channels
  • Manage Area profitability and ensure clients are working with appropriate sales professionals across business lines

Customers / Stakeholders


  • Be a champion for the HSBC Brand in the US
  • Promote the Group's global brand; promote the bank's profile in the community and drive others to do the same. Drive the HSBC customer recommendation
  • Develop and maintain an expert knowledge of customer base, market trends and competitor activities to influence or adjust Area strategic direction accordingly. Seek continuous improvement in people and process
  • Maintain strong communication links with key partners and stakeholders to support the effective implementation of multi-channel strategic plans
  • Resource all areas of the business appropriately by recruiting and retaining the highest quality, customer-centric people. Foster a customer-centric ethos and use customer insight to continually enhance the customer experience
  • Establish a community presence through the implementation of call programs and active participation in industry associations and community organizations. Ensure we meet all CRA requirements associated with the Area
  • Accompany sales personnel on calls for larger and/or more complex accounts and/or clients

Role as a broker-dealer Registered Representative as applicable


  • Assist in coaching and mentoring of other Series 6 and Insurance qualified sales representatives, including encouraging customer meetings, performance of needs assessment and othersales activities consistent with the level of licensing
  • Identify cross-sell opportunities, including opportunities to refer customers to othersales representatives of HSBC Securities (USA) Inc. through proper customer profiling and needs-based selling
  • Conduct needs assessment with current and potential Company customers and recommend appropriate investment and insurance products to meet individual needs, based on objectives, risk tolerance and proper asset allocations
  • Sell appropriate core financial service products, including investment and insurance products, to meet customer needs while developing and expanding account relationships
  • Ensure adherence to established investment and insurance product set and selling limitations
  • Ensure compliance with Company Nondeposit Investment Product policies and procedures, including the requirements of the Interagency Statement on Retailsales of Nondeposit Investment Products

Leadership & Teamwork


  • Ensure activities are consistent across branches and with the provision of superior customer service with a customer-driven approach
  • Create an environment that engenders HSBC's desired culture and facilitates ongoing investment in its' people
  • Maintain close relationships across segments to generate cross-sell opportunities. Exhibit leadership within assigned Area to develop and implement new marketing concepts and plan ideas
  • Manage and guide staff in the sales process model, personal financial review, product knowledge and proper sales techniques of traditional and non-traditional products to current and potential clients to expand customer relationships, meet established sales objectives and contribute to maximized economic profit

Operational Effectiveness & Control

  • Oversee all face-to-face activities and related operational and support activities to achieve operating plan
  • Execute a strategy that migrates routine and lower value activity to direct/assisted channels to allow branches to focus on high value sales and transactions
  • Ensure credit policies, audit and regulatory requirements are followed across the Area. Ensure development and strengthening of team skills to ensure the right people are in the right position
  • Provide strong oversight over all regulatory and compliance matters, including the management of operational risk for assigned area. Ensure Anti-Money Laundering (AML)/Know Your Customer (KYC) meet all regulatory and Group standards. Foster ethics that make adherence the way we do business
  • Continually re-assess operational risks associated with the role and inherent risk in the business, taking account of changing economic and market conditions, legal and regulatory requirements, operating procedures and practices, management structuring and impact of new technology

Major Challenges


  • Transforming to RBWM and a segmented offering-giving of customers with more complex needs a higher value in return
  • Focusing on most efficient and effective channel to deliver reductions in cost and increase in sales efficiency
  • Ensuring the sales plan is delivered with the integrity and reputational objectives of the Company
  • Challenging and complex regulatory environment

Role Context


  • Implement the strategy to leverage multiple delivery channels, create value and competitive advantage within the Area and in partnership with colleagues within RBWM to offer a truly differentiated service proposition

Management of Risk


  • Ensure employees apply 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 supportsdiversity and reflects the HSBC brand
  • Ensure fair treatment of our customers is at the heart of everything that we do, both personally and as an organization through consistently displaying the behaviors required to support HSBC principles and values

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
  • To implement the Group compliance policy locally by containing compliance risk in liaison with the Global Head of Compliance, Global Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators




  • Minimum of twelve years proven and progressive branch banking and/or business bankingexperience or equivalent, including a minimum of six years proven and progressive management experience or equivalent
  • Bachelor's degree in business, finance, related field or equivalent experience
  • Series 6, 26, 63 and Life and Health Insurance licenses required. On an exception basis, a ninety day contingency may be granted at management's discretion. Licenses are required to approve trades related to licensed sales professionals in discussing, selling insurance and investment products with potential and existing customers
  • Strong people management, sales management, planning, financial, leadership, motivational and communication skills
  • Strong ability to use numerical data to develop tactical plans within the context of defined strategic plans and change them as warranted by results
  • Thorough knowledge of the lending and credit approval process, pertinent regulations impacting retailbanking activities and delivery systems and channels, including market potential
  • Strong understanding of the nature of the markets serviced
  • Thorough understanding of the customer service concept and its importance in maintaining and expanding account relationships
  • Ability to provide robust activity management principles, through strong coaching, leadership and sales management skills to drive daily sales activities


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