Job Description

Some careers open more doors than others.

If you’re looking for a career that will unlock new opportunities, join HSBC and experience the possibilities. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.

Business Descriptor

Within International Wealth and Premier Banking (IWPB), we serve 41 million customers globally, including 6.7 million who are international, from retail customers to ultra high net worth individuals and their families. We help our customers to take care of their day-to-day finances and to manage, protect and grow their wealth. Our international network and breadth of expertise enable us to 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 key areas of operations include Retail Banking and Wealth Management, Asset Management, Global Private Banking and Insurance.

Job Purpose

Deliver clients’ protection and wealth needs by driving life insurance sales to unmapped clients across the region. The jobholder will execute the HSBC Sales Process end-to-end—prospecting, needs analysis, solution recommendation, application-to-issuance follow-through and post-sale servicing—while maintaining high standards of suitability, conduct and customer outcomes.

This role is a specialist insurance sales role within International Wealth & Premier Banking (IWPB). Success is measured on personal sales performance and quality outcomes.

Principal Accountabilities

1) Impact on the Business / Function

• Own and deliver individual life insurance sales targets through effective sourcing and conversion of unmapped client opportunities.
• Build and manage a disciplined pipeline: lead qualification, appointments, fact-finds, proposals, submissions, underwriting requirements and issuance.
• Perform protection gap analysis and recommend suitable solutions aligned to client needs, affordability and risk considerations.
• Execute sales activities strictly in line with the HSBC Sales Process and required documentation standards.
• Maintain accurate case tracking and provide timely MI on sales funnel progress, conversion, issued business and persistency/quality indicators.

Typical measures (individual):

• Policies issued / premium / APE (as applicable locally)
• Product mix: Maintain a desired and healthy mix of ULIP and Traditional life insurance sales (balanced mix in line with proposition, customer needs and suitability standards)
• Conversion rates (lead→meeting, meeting→submission, submission→issuance)
• Activity metrics (calls, appointments, follow-ups)
• Quality outcomes (file checks, suitability pass rate, complaint rate, cancellation/free-look rate, persistency)

2) Customers / Stakeholders

• Proactively contact unmapped clients via approved lead sources/campaigns and conduct professional protection reviews.
• Explain recommendations clearly, including key product features, risks, exclusions, charges and commitments, enabling informed client decisions.
• Work closely with internal stakeholders (operations, underwriting, product partners/manufacturers and relevant IWPB stakeholders) to progress cases efficiently and deliver a smooth client experience.
• Capture and share market/client insights (objections, competitor positioning, process pain points) with relevant stakeholders to improve proposition and execution.
• Deliver fair outcomes and maintain conduct that supports orderly and transparent financial markets.

3) Leadership & Teamwork (Individual Contributor)

• Act as a strong collaborator within IWPB, partnering with stakeholders to unblock cases and improve turnaround time and client outcomes.
• Be accountable for personal performance and continuous improvement—bring solutions, not problems, and share practical learnings informally with peers when helpful.
• Act as an ambassador for HSBC with high professional standards, inclusive behaviours and a client-first mindset.

(Removed/avoided people-management wording such as “coach PRMs”, “deliver training sessions”, “manage team needs”.)

4) Operational Effectiveness & Control

• Ensure all sales activity complies with IWPB policy standards, local regulations and regulatory expectations covering:
• needs-based selling and suitability
• financial promotions/client communications
• application accuracy and disclosure
• complaint handling and record keeping
• Maintain required Training & Competency status and complete Continuous Professional Development (CPD)
• Maintain strong controls discipline: accurate documentation, timely escalation of risks/issues, and proactive management of underwriting/medical requirements to avoid delays or mis-selling risk.
• Contribute to MI accuracy by keeping case systems updated and ensuring data quality.

Management of Risk (Operational Risk / FIM)

The jobholder will ensure fair treatment of customers is central to all actions, managing and mitigating operational risks in day-to-day activity in line with HSBC’s Three Lines of Defense. The jobholder will follow Global AML, Sanctions and ABC policies and escalate concerns promptly, ensuring audit/regulatory actions are implemented in a timely manner.

Observation of Internal Controls (Compliance Policy / FIM)

Adhere to internal controls and demonstrate compliance by following relevant procedures, keeping appropriate records, and implementing internal/external audit actions promptly. Engage Compliance early where required.

Local Job Requirements (Job Context & Challenges) updated for Individual Role

• Individual contributor, no direct reports, client-facing.
• Primary focus is new insurance sales to unmapped clients; strong prospecting discipline and resilience are essential.
• Role is regulated (local regulator placeholders remain as per the original JD: XXXX). The jobholder must maintain “fit and proper” status and comply with relevant rules and principles at all times.
• Inappropriate sales or failure to meet regulatory standards may result in complaints/compensation, regulatory sanctions and reputational risk—quality and suitability are mandatory outcomes.

Certifications, Qualifications & Experience (Minimum)

• Mandatory Certification: IRDAI Composite License (as applicable for distribution/advisory activities), with ongoing compliance to local regulatory requirements, internal Training
• Minimum 5 years’ experience in life insurance sales and/or financial advisory, with evidence of personal sales delivery and conversion.
• Strong consultative selling capability (fact-find, needs analysis, recommendation, objection handling, closing, follow-through).
• Solid understanding of AML standards and local/group compliance requirements relevant to insurance sales.
• Ability to work independently with strong organisation, pipeline discipline and attention to documentation quality.

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

• Mandatory to successfully complete Anti-Money Laundering and Sanctions training and post-course assessment, as required.

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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