Senior Manager/Manager, HNW Business

FWD Insurance; Hong Kong; On-site; HKD 1,000,000 - 1,400,000; Full time

Benefits offered by this job

5-day workweek

20-22 days annual leaves

Learning & development opportunities

Attractive package

Job summary

FWD Group is seeking a Senior Manager/Manager, HNW Business to drive sustainable growth through targeted distribution strategies, strong partner management, and new business initiatives across HNW segments. You will lead strategic partnerships with bank-based brokers and Family Offices, focusing on APE, VNB and profitability while coordinating cross-functional teams.

The role emphasizes leadership of senior stakeholders, performance tracking, and the delivery of complex client solutions with a

Qualifications

• Bachelor’s degree in Business, Finance, Insurance, or related discipline.

Responsibilities

• Develop and execute HNW distribution strategies targeting bank-based brokers and Family Offices.
• Build and maintain relationships with senior partners and key stakeholders.
• Lead business development for estate planning and wealth solutions for HNW clients.
• Drive campaigns, product positioning, and client engagement with measurable outcomes.
• Monitor performance, budgets, forecasts and ensure disciplined growth with quality business.
• Collaborate with underwriting, product, pricing, marketing and finance teams to optimize propositions.
• Ensure regulatory compliance and strong governance in distribution activities.

Skills

Relationship management

Negotiation

Analytical thinking

Presentation skills

Coaching

Education

Bachelor’s degree in Business/Finance/Insurance

Job description

About FWD Group

FWD Group (1828.HK) is a pan-Asian life and health insurance business that serves approximately 40 million customers across 10 markets, including BRI Life in Indonesia. FWD’s customer-led and tech-enabled approach aims to deliver innovative propositions, easy-to-understand products and a simpler insurance experience. Established in 2013, the company operates in some of the fastest-growing insurance markets in the world with a vision of changing the way people feel about insurance. FWD Group is listed on the main board of the Hong Kong Stock Exchange under the stock code 1828. For more information, please visit www.fwd.com

Summary

The Senior Manager/Manager, HNW Business is responsible for driving sustainable business growth through effective distribution strategies, partner management and new business initiatives. The role focuses on expanding market presence, strengthening distributor relationships and leading teams to achieve sales and profitability targets in line with the company’s strategic objectives.

The Job

1. HNW Distribution Strategy & Growth

• Develop and execute distribution strategies targeting HNW bank-based brokers and Family Offices
• Drive sustainable growth in key HNW metrics including APE, FYP, VNB, case count, and product mix quality
• Identify priority partners and Family Offices with strong long-term potential
• Drive new business acquisition, penetration of existing partners, and reactivation of underperforming channels
• Monitor market trends, competitor activities, and customer needs to refine distribution strategies

2. Strategic Partner & Senior Stakeholder Management

• Build and maintain strong relationships with PB/Section Heads, RO and Family Office partners
• Act as the key strategic contact for HNW bank-based brokers and top-tier bank partners
• Own sales and business KPIs, including APE, VNB, CSM, case count and productivity metrics
• Track performance against targets, budgets and forecasts; analyze variances and implement corrective actions
• Drive profitability through balanced product mix, pricing discipline and campaign effectiveness
• Prepare regular business reviews and performance reports for senior management

3. Business Development & Complex Case Support

• Lead business development efforts for estate planning, succession planning and financial legacy solutions
• Work closely with HNW brokers and NBUW on complex client profile or multi-layer company structure
• Provide technical and strategic guidance during pitching the brokers
• Establish and strengthen strategic relationships with key distribution partners and senior stakeholders
• Work closely with partners to develop sales initiatives and campaigns
• Support onboarding of new distribution partners and expansion into new segments or markets

4. Campaigns, Product Positioning & Client Engagement

• Design and drive HNW-focused sales initiatives, exclusive client events, and thematic campaigns (e.g. succession, wealth preservation, retirement, legacy planning)
• Provide distribution insights and feedback to influence product enhancements and new product launches for HNW clients
• Ensure effective execution and follow-up of campaigns with clear performance measurement
• Collaborate with product, pricing, marketing and underwriting teams to design competitive product propositions
• Lead client events to drive business momentum

5. Financial & Performance Management

• Monitor HNW business performance across partners, segments and products
• Analyze trends in conversion rates and productivity to optimize strategy
• Prepare business reviews, forecasts and management reports for senior management
• Ensure disciplined growth with focus on quality business and persistency
• Identify training needs and support capability development across distribution teams

6. Cross-Functional Collaboration & Execution

• Work closely with underwriting, policy services, compliance, IT, product, pricing, and finance teams
• Drive smoother end-to-end experience for HNW brokers and Family Offices, including turnaround time and service quality
• Support digital and process enhancement initiatives

7. Governance, Risk & Conduct

• Ensure HNW distribution activities comply with regulatory requirements, internal policies, and conduct standards

The Person

• Bachelor’s degree in Business, Finance, Insurance, or related discipline
• 8–12+ years of experience in insurance distribution or HNW wealth management segment
• Proven track record in managing HNW bank-based brokers
• Strong experience handling complex, high-value insurance cases
• Deep understanding of HNW client needs and wealth structures
• Strong relationship management and negotiation skills
• Excellent analytical and business planning capabilities
• Strong coaching and presentation skills
• High professionalism and integrity
• Candidate with less experience will be considered as Assistant Manager

We offer 5-day work, 20-22 days annual leaves, excellent learning & development opportunities and an attractive package to the right candidate. Information collected will be treated in strict confidence and used solely for recruitment purpose. The company will retain all applications no longer than 24 months of which will be destroyed thereafter. When there are vacancies in any of our subsidiaries, holding companies, associated or affiliated companies of, or companies controlled by, or under common control with the Company during that period, we may transfer your application to them for consideration of employment. We are an equal opportunity employer. We do not discriminate on the basis of race, gender, disability or family status in employment process.