Regional Sales Head, SI MSF

HSBC · Bengaluru

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Business Description: 

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 professional to join the WPB team.

Role Purpose

The Regional Sales Head, is a senior sales leadership role accountable for driving the region’s EWS growth agenda and delivering the strategic aspiration of 20K for IWPB INM. The role provides direct leadership to EWS Sales Managers, strengthens governance and execution discipline, and enables the Regional Head to maintain effective oversight across multiple business lines by reducing an otherwise unwieldy span of control

Principal Accountabilities:  Key activities and decision making areas :

Impact on the Business

• Own and deliver the region’s EWS sales outcomes aligned to IWPB priorities, with clear weekly/monthly run-rate management.
• Translate national strategy into a regional execution plan (territory, segment, channel, productivity, pipeline).

• Drive disciplined pipeline management, conversion, and productivity across teams to deliver sustainable growth.

Customers / Stakeholders

• Partner closely with the Regional Head, Area Heads, product teams, operations, risk, and service teams to remove delivery bottlenecks.
• Coordinate with Mortgage/Secured Lending and other relevant teams to ensure joined-up customer propositions and execution.
• Represent the region in relevant forums and contribute to national EWS sales initiatives.

Leadership & Teamwork

• Lead, coach and performance-manage 10–15 EWS Sales Managers (direct reports); indirectly lead the wider EWS RM population in the region.
• Set clear expectations on activity, quality, customer outcomes, and conduct; build a high-performance, inclusive culture.

Operational Effectiveness & Control [COMPLETE 3-4 AREAS]

• Ensure sales practices meet HSBC standards for suitability, fairness, and customer outcomes.
• Embed strong controls and supervision across the sales management layer; address issues promptly and transparently.
• Promote a culture of “doing the right thing” while delivering performance.

Major Challenges :

• Scaling with control: Managing rapid growth in EWS headcount and activity while maintaining strong supervision, suitability, and customer outcomes.
• Execution consistency across geographies: Driving uniform sales discipline (pipeline hygiene, conversion, productivity) across diverse markets/teams with varying maturity.
• Cross-functional dependency management: Removing bottlenecks that sit outside sales (operations, credit, service, product) without diluting accountability.
• Balancing pace and conduct: Delivering ambitious growth targets while reinforcing “doing the right thing” culture and avoiding mis-selling or process shortcuts.
• Talent depth at the leadership layer: Building capability of Sales Managers quickly (coaching, performance management, governance) and ensuring succession coverage.
• Data-driven management: Improving quality and timeliness of MIS to enable run-rate management and early intervention on slippages.

Role Context :

• Operating environment: Regional leadership role within IWPB INM EWS, responsible for translating national EWS strategy into regional execution and ensuring disciplined delivery.
• Scale and complexity: Role supports increased EWS scale following planned hiring (~150 additional EWS RMs and 15 Sales Managers), taking the organisation to ~500 EWS RMs and ~40 Sales Managers pan-India; the role reduces span of control for the Regional Head.
• Key interfaces: Works closely with Regional Head and Area Heads; partners with Product, Operations, Risk/Compliance, Service teams, and Mortgage/Secured Lending to deliver joined-up propositions and resolve execution constraints.
• Decision scope: Accountable for regional sales run-rate management, pipeline governance, performance management of Sales Managers, and embedding controls/supervision standards; escalates material risks and delivery issues through appropriate governance.
• Guidance and authority: Operates within HSBC policies and control frameworks; expected to exercise judgement to prioritise opportunities, allocate focus across territories/segments/channels, and intervene early to protect customer outcomes and performance.

Management of Risk :

• Adheres to processes and controls to identify and mitigate risks and ensures timely escalation of control issues and reputation risks
• Demonstrates leadership on regulatory and compliance matters. Maintains awareness of risk and minimizes the likelihood of it occurring through its identification, assessment, mitigation and control

Observation of Internal Controls :

• Maintains HSBC internal control standards and addresses audit points and/or any issues raised by regulators in a timely manner
• Maintains HSBC internal control standards and addresses audit points and/or any issues raised by regulators in a timely manner. Fosters a compliance culture within the team, managing compliance risk and ensuring that the necessary training is completed. Optimizes relations with regulators

Role Dimensions :

This role is critical to managing increased EWS scale at a regional level and complexity following the planned hiring of ~150 additional EWS RMs and 15 Sales Managers, taking the overall organisation to ~500 EWS RMs and ~40 Sales Managers pan India. - Direct: 10-15

Knowledge & Experience / Qualifications :

•         Proven senior sales leadership experience in retail/wealth banking (or equivalent), managing managers at scale.

•         Strong track record of delivering growth targets through structured execution and performance management.

•         Ability to operate in a complex, matrixed environment with multiple stakeholders and competing priorities.

•         Strong commercial judgement, data-driven decision-making, and disciplined sales governance.

•         Demonstrated commitment to customer outcomes, conduct, and risk management.

•         Graduate/ Post-graduate

•         Relevant experience of 10+ years

•         Experience leading through significant headcount growth and organisational change.

•         Exposure to affluent/wealth segments.

•         Experience building regional operating rhythms and standardising sales practices across territories.

Pro-tip : Familiarity with AI-enabled tools is an advantage. 

As an employee, you are required to perform your duties in a professional capacity exercising independent judgement, discretion and decision-making authority in planning, organising, directing work, supervising and appraising the work of team members, as applicable; and taking accountability for delivery outcomes. You will represent the organization with relevant internal and external stakeholders. You will allocate and prioritize work, provide direction and feedback, manage team capacity and leave in line with policy as applicable.

You’ll achieve more at HSBC.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment.

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India

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