Senior Manager/Manager, HNW Business

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

For more information about FWD Hong Kong, please visit www.fwd.com.hk/

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.