Product Specialist IWPB, GIFT City

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 opportunities 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, Private Banking and Insurance.

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Job Title: Product Specialist – IWPB, GIFT City

Location: GIFT City, Gandhinagar

Role purpose

The Product Specialist will support International Wealth and Personal Banking (IWPB) at GIFT City IBU by engaging with customers to deepen relationships, drive retention, and grow share of wallet through effective upsell and cross-sell of investment, insurance and liability products. The role requires strong consultative selling capability, a solid understanding of global markets, and the ability to deliver a high-quality customer experience in a regulated environment.

Key responsibilities

Customer engagement & relationship deepening

• Proactively engage existing and new-to-bank customers through inbound/outbound interactions (calls, video, in-person where applicable).
• Conduct needs-based conversations to identify customer goals (wealth creation, protection, liquidity, borrowing) and recommend suitable solutions.
• Own customer retention outcomes by addressing service issues, managing attrition triggers, and strengthening relationship stickiness.
• Sales, cross-sell & revenue delivery
• Drive upsell/cross-sell across:
• Investments: mutual funds/funds, structured products (where permitted), bonds, discretionary/advisory solutions, portfolio solutions.
• Insurance: life, health, protection and wealth-linked solutions (as applicable).
• Liabilities: deposits, lending/credit solutions, secured lending, overdraft/credit lines (as applicable within IBU scope).
• Deliver against agreed sales targets, activity metrics, and quality measures (e.g., suitability, persistency, complaint rates).
• Partner with Relationship Managers, product teams and service teams to convert leads and progress opportunities through the pipeline.

Markets & product advisory support

• Maintain strong awareness of global markets, macro trends, rates/FX, and their impact on customer portfolios.
• Support customer conversations with market updates, product positioning, and portfolio insights aligned to approved guidance.
• Contribute to campaigns, product launches, and customer education initiatives (webinars, market notes, thematic outreach).

Risk, controls & compliance

• Ensure all sales and servicing activities meet applicable regulatory requirements for GIFT City IBU and internal policies.
• Follow suitability/appropriateness processes, documentation standards, and complaint handling protocols.
• Maintain accurate CRM records, call notes, and sales documentation; support audits and control checks as required.

Collaboration & continuous improvement

• Work closely with internal stakeholders (RM teams, operations, compliance, product, marketing) to improve customer outcomes.
• Share feedback on customer needs, competitor insights, and product/process gaps to improve propositions and journeys.

Skills & competencies

• Strong consultative selling and relationship management skills with a customer-first mindset.
• Good understanding of global markets and ability to translate market movements into customer-relevant insights.
• Excellent communication and influencing skills (verbal, written, presentation); confident handling senior/affluent customers.
• Strong execution discipline: pipeline management, follow-through, and attention to detail.
• Comfortable working with targets and performance metrics while maintaining quality and conduct standards.

Experience & qualifications

• Prior experience in sales within wealth management, private banking, affluent banking, or investment/insurance distribution.
• Demonstrated track record in cross-sell/upsell and customer retention.
• Wealth management background with exposure to investment and insurance products; liabilities knowledge preferred.
• Relevant certifications/licences as required for the role (to be aligned with GIFT City IBU regulatory expectations).
• Graduate degree preferred; MBA/finance qualifications are an advantage.

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

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India