Head of Advisory and Sales Management

  • NA
  • Geneva, Geneve, Switzerland Geneva Geneve CH
  • Permanent, Full time
  • HSBC Private Bank (Suisse) SA
  • 11 Jul 18 2018-07-11

Job reference number: 00008WU2

Job Purpose:

Advisory Proposition

  • Contribute to the definition and governance of GPB end to end Advisory Process
  • Define, own and implement the End to End Advisory process for Switzerland and Luxembourg within the GPB suitability framework, embedding respective country regulatory requirements and working with all client-facing representatives
  • Drive the definition of the business requirements supporting Infrastructure and Digital developments (GPR, Global ISA, Global Portal)
  • Support deployment of the Global Advisory training by developing relevant content and skills-set learning outcomes working closely with the Global Learning Team

Growth & Strategic alignment

  • Identify, sponsor and drive growth initiatives with quantifiable impact on targets (ie NNM and/or Rev and/or Mandates)
  • Ensure liquidity and funding capital/alternatives in place to sustainably support (Credit) Growth requirements
  • Drive execution of Strategic repositioning including Non Priority Market Reviews, Small Client Reviews, Funding new Rels etc with clear actions and outcomes

Sales Management

  • Ensure with IC heads consistency in IC/client loadings and segmentation to improve penetration
  • Hosting the Weekly Investment Sales Meeting and Regional Investment Committees
  • Own the Regional Investment Narrative and the Product Marketing supporting the Investment Narrative
  • Ensure content be fit for purpose, coherent, ready to use

Activity Monitoring

  • Monitor discretionary and advisory pipeline activity
  • Measure IC sales activity in term of brokerage and track migration from non-contractual advice to fee-based advisory/discretionary
  • Bottom-up analysis of clients’holdings to share potential arbitrage opportunities with Product Teams
  • Develop and deliver to ICs screening tools to facilitate the identification of switch opportunities within the product inventory to increase House View penetration  and drive a sound brokerage activity
  • Performance monitoring of Investment Themes
  • Analyze sales competency and behavioural pattern of client facing staff and develop sales training content to improve sales effectiveness


  • Develop and formalize the Sales and Suitability Risk Management approach, working closely with first and second line of defense (respectively ISPS Business Management, SQA team, Risk and Compliance)
  • Engage with IT and external vendors to enhance the client investment suitability framework, tools and processes.
  • Ensure that the Suitability Framework persistently mitigates suitability risk where ISPS products and services are promoted
  • Enhance the Portfolio-Based Approach by implementing a more robust investment risk measurement methodology 
  • Partner with ISPS stakeholders to ensure sales processes and product narrative are compliant with suitability requirements of FIM and local regulations and consistent with client service requirements.
  • Review any issue which may impact the robustness of the Suitability Framework and propose any amendment to it
  • Analyze outputs from the Sales Quality units to identify potential trends which might reveal weaknesses with the Suitability Framework

Pricing Governance

  • Work with Business Area Heads and PBRS CEO to support pricing and discount management process through ensuring enforcement of agreed pricing tariffs and agreed discount approval processes including:
  • Working with Business Area Heads and RM/ICs on proposals for new clients as well as existing clients looking to restructure relationships with PBRS
  • Proactively assisting with GAP pricing pre-client pitch
  • Manage and advise on deposit rate overbids
  • Manage and coordinate Negative Interest Rate grace periods
  • Support Annual Pricing Reviews

Quantitative Analysis Support

  • Support the provision of quantitative portfolio analysis as required for large clients or the discretionary management team
  • Lead efforts within the Aladdin Project to support risk methodology transition and to agree and implement standardized portfolio analytics for use aligned to GAP mandates

Required Qualifications

  • 15 years + in a Sales Management, Investment Advisory or Portfolio Management capacity within the Pri‎vate Banking Wealth industry.
  • A solid understanding of the end to end Advisory Process and Content Management process within a Wealth Context, which includes a strong know-how of regulatory and suitability matters.
  • A solid understanding of Wealth Services and Wealth Products across the spectrum, as well as portfolio construction and Asset Allocation.
  • Ability to drive a Sales Process within a multi-market environment, working closely with regional and global stakeholders.
  • Ability to manage multiple priorities and influence at every level of Seniority (including EXCO level)
  • Strong leadership skills required for a role requiring tight coordination at Booking Centre level and with the global team based in London‎.
  • Proven people management skills required

Within HSBC certain roles are designated as Enhanced Vetting Roles. For these roles, all internal and external applicants are required (subject to local laws), to pass satisfactorily a series of additional checks both as part of the application process and, if successfully recruited into the Enhanced Vetting role, on an on-going basis. The Group reserves its position with regard to any steps which it may take in relation to any material adverse findings which arise either when the checks are first carried out as part of this recruitment exercise, and/or if relevant, on an ongoing basis. This role has been designated as an Enhanced Vetting Role.

We are an equal opportunity employer and are committed to creating a diverse environment.

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Job reference number: 00008WU2