Graduate Trainee Sales –Retail Banking & Wealth Management-NYC/San Francisco

Job description

The Retail Banking and Wealth Management Graduate Development Program (GDP) is an intensive entry level program designed to accelerate experience, develop leadership capabilities, and provide broad exposure to the banking industry. Through rotational assignments in various roles throughout the RBWM Retail Network & Wealth businesses, as well as coursework, teamwork, and training, graduate trainees are expected to acquire a diverse set of skills, understanding of the business, and leverage developing capabilities into practical and strategic results.
Trainees will be expected to develop the core banking, wealth management and leadership knowledge and skills necessary to move into a full-time sales role with RBWM within a 12-24 month period. Graduate trainees are challenged throughtout the program and will have the guidance and encouragement of rotation managers, colleagues, buddies, mentors, HSBC leadership, and the Program Manager. During the program, incumbents will be required to successfully pass a series of FINRA licensing exams (Series 7, Series 63, Life, Accident, and Health).
During the Program, utilizes customer lead generation system to provide targeted sales opportunities to current and potential customers. Proactively discovers opportunities with current and potential customers – refers investment and insurance opportunities to Financial Advisors. If Premier eligible, refers investment and insurance opportunities to Premier Relationship Advisors and Premier Wealth Advisors. Develops, manages and expands personal and business customer relationships, which may include managing a portfolio that comprises small or less complex customer relationships at service levels that meet or exceed customer expectations.
Refer investment opportunities to Financial Advisors pursuant to appropriate FINRA registrations under HSBC Securities (USA) Inc. ("HSI").
Refer insurance opportunities to Financial Advisors pursuant to contracted insurance carriers appointed by HSBC Insurance Agency (USA) Inc. ("HIA").
Refer mortgage products to other specialized product areas, such as Consumer Mortgage, as required.

Impact on the Business

· GDP Trainees will be educated on how to build effective relationships with HSBC clients in order to maximize profit and achievement of the growth of HSBC client portfolio. In addition the program will foster the development of the skills needed to identify opportunities to cross-sell and provide additional financial tools and services to support client needs in pursuit of efforts to establish and/or broaden client relationship with HSBC.
· Initiate contact with current and potential customers to discuss their financial requirements. Sell appropriate HSBC Bank core financial services products to meet their needs while developing and expanding account relationships; this excludes the sales of investment and insurance products; refer to Financial Advisors.
· Excludes the sales of Consumer Mortgage Products; refer to other specialized product areas, such as Consumer Mortgage, as required.
· Provide high quality support to PRA/PWA by keeping up to date on/and attending Bank and Wealth training.
· Ensure understanding of role specific Bank and Wealth policies and procedures as outlined in the Bank Reference Guide and Front Office Reference guide.
· Support PRA/PWA through complex customer service issue resolution focusing on the external customer experience and journey.
· Utilize full knowledge of NetX360 service and account opening functions, inclusive of running reports, analyzing Registered Representative's book of business and following up with Registered Representatives on Items for Attention.
· Adhere to all customer service standards and service level agreement.

Customers / Stakeholders

· GDP Trainees will gain understanding and technical knowledge of relevant products and services available from Group sources and elsewhere in order to provide the best solutions and direction for clients and maximize revenue for HSBC.
· Role as a broker-dealer Registered Representative
· Identify cross-sell opportunities, including opportunities to refer customers to sales representatives of HSBC Securities (USA) through proper customer profiling/assessments in an effort to support sales representatives Ensure adherence to established customer interaction standards for every transaction, including meeting or exceeding standard mystery shop scores.
· Enhance Company image by delivering superior customer service.
· Conducts needs assessment with current and potential Company
· customers and refers to Financial Advisors for appropriate investment and insurance products to meet individual needs, based on objectives, risk tolerance and proper asset allocations.
· Sell appropriate core financial services products to meet customer needs while developing and expanding account relationship; excludes sales of Consumer Mortgage Products, investment and insurance products.
· Ensure adherence to established referral structure on investment and insurance products.
· Comply with Company Nondeposit Investment Product policies and procedures, including the requirements of the Interagency Statement on Retail Sales of Nondeposit Investment Products.
· Handle customer inquiries in a positive, timely, and appropriate manner. Leverage RBWM Solutions Center, Branch Helpline and Middle Office teams for assistance when applicable.Meet customer expectations in terms of efficiency, accuracy, timeliness and professionalism.
· Maintain heightened understanding and technical knowledge of relevant products and services

Leadership & Teamwork

· The program enables GDP Trainees to establish and maintain strong working relationships with colleagues in both the branches and the wider RBWM businesses to service client needs. Through strategic collaboration, the GDP Trainees will work to deliver the RBWM performance measures and support the multi-channel client journey.
· Work with an integrated branch management team to ensure standards are met and operating models delivered.
· Proactively support others through direct and indirect actions beyond and including activities particular to this role, program team initiatives,and the associated position rotations within the Program and RBWM.
· Establish and maintain strong working relationships with colleagues in the wider Graduate Development Program, RBWM businesses and others as appropriate to service client needs.
· Work closely with Financial Advisors and Mortgage partners to further develop the client relationship.
· Understand and adhere to both the letter and the spirit of all laws, regulations and regulatory guidance that apply to role, promptly reporting any breaches in accordance with local procedures
· Maintain sufficient and effective processes and controls identifying and mitigating risks and ensure timely escalation and resolution of all control issues and reputation risks
· Ensure adherence to applicable Global, regional and country standards and policies (including GSM, FIMs, and BIMs).
· Ensure 100% completion of mandatory training,
· Treat customers fairly and with integrity.

Operational Effectiveness & Control

· Help meet established branch sales and promotional goals; utilize customer relationship management system to provide targeted sales opportunities and support pro-active selling to current and potential customers, including via telephone (excludes Consumer Mortgage Products, investment and insurance products). Complete CCOs and set appropriate appointments as required. Complete all sales activity documentation to provide a record for performance tracking and assist in targeting future sales efforts.
· Live and represent the brand; exemplify the five brand attributes of being perceptive, progressive, responsive, respectful and fair, both internally and externally.
· Educate, encourage and sell customers on use of alternative delivery channels, including ATMs and telephone and internet banking.
· Participate in training programs to enhance product knowledge.
· Understand and adhere to Group and Company policies and procedures, and meet all required mandatory training requirements. Understanding and adhering to local and global compliance requirements is critical. In delivering the business objectives the role holder must also maintain the levels of operational integrity required by HSBC and adhere to the Business Principles and Values of HSBC.
· Ensure that sales & operations are undertaken in accordance with HSBC FIM and BIM and comply with pertinent internal standards and external regulations.
· To implement the Group compliance policy locally by containing compliance risk in liaison with the Head of Group Compliance, Global Business Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources and training, fostering a compliance culture and optimizing relations with regulators.
· Complete other responsibilities, as assigned.

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.
· Build extensive knowledge of HSBC Bank and Wealth systems, products and procedures in order to handle customer needs.
· Increasing net new Top Tier clients, supporting PRAs/PWAs to increase total client relationship balances during all economic times.
· Ensure our customers consistently receive a professional Premium service which exceeds their expectations.
· Maintain high standards of control and operational practices in line with HSBC's expectations.
· Identify opportunities in day to day activities that directly or indirectly contribute to the success of colleagues/team members with differing responsibilities, particularly in other areas of HSBC such as GMP, Global Private Bank, Insurance and Asset Management as appropriate.

Role Context

· Driving 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.
· Build extensive knowledge of HSBC Bank and Wealth systems, products and procedures in order to handle customer needs
· Increasing net new Top Tier clients, supporting PRAs/PWAs to increase total client relationship balances during all economic times
· Ensure our customers consistently receive a professional Premium service which exceeds their expectations
· Maintain high standards of control and operational practices in line with HSBC's expectations
· Identify opportunities in day to day activities that directly or indirectly contribute to the success of colleagues/team members with differing responsibilities, particularly in other areas of HSBC such as GMP, GPB, Insurance and Asset Management as appropriate
· Wealth and Premier is a key proposition in RBWM's strategy. Over recent years, our business and organization has made considerable progress both in our performance versus peer group and in our strategic transformation. Over the medium term we have been improving both our profitability and our ability to meet the needs of our target clients.
· There are four overriding principles that must be applied to the delivery of all propositions,
· products and services through all channels to all internal customers at all times:
· We will treat all internal customers fairly.
· We will apply the HSBC Group values and business principles in all of our dealings.
· We will meet, or exceed, all local and international laws, regulations, and codes of practice.
· We will deliver services to internal customers in a manner that provides speed, ease, certainty and empathy

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. The physical demands/work environment described above are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties.
· Physical Demands/Work Environment: Very good working conditions. Little or no physical demands. Minimal handling of light materials. The physical demands/work environment described above are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties.
· 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 restructuring, 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 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. The incumbent will ensure 100% adherence to completion of HSBC mandatory training and any required compliance and risk-related training courses

Desired profile

Qualifications :

·  Bachelor's degree with a GPA of 3.0 or higher (graduation no later than June of the next calendar year)
·  Obtain the Series 7, 63 and appropriate state licenses (life and health insurance) are required. Licenses are required to discover and refer investment and insurance opportunities with potential and existing customers.
·  Excellent verbal and written communication skills.
·  Sales aptitude and/or experience in customer service.
·  Strong leadership skills demonstrated through active participation in volunteer, community, and/or extra-curricular activities.
·  Proficiency with personal computers as well as pertinent software packages.
·  Mobility/flexibility across North America and abroad.
·  Appropriate authorization to work in the United States.
·  Preferred Qualifications
·  Language skills
·  Retail experience

EEO/AA/Minorities/Women/Disability/Veterans