Business Function
Institutional Banking Group provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans and foreign exchange. The Relationship Manager will be responsible for selling these products and services to existing and new customers.
Job Purpose
To manage and sustain a portfolio of Corporate customers, building long term
relationships founded on efficient and reliable support for their business. To work with product groups and other colleagues both in India and overseas to build our Local
large corporate client base, and enhance wallet share from both new and existing
customers.
Risk assessment of facility clients in the form of continuous monitoring (writing
memos, working through the approval process and working with RMG, Operations,
product groups etc to ensure seamless delivery to the client).
Perform KYC for NTB clients and support CIF creation/account opening. Perform Re-KYC/periodic reviews for existing clients.
Key Requirements
Key Accountabilities
Relationship Manager responsible for a portfolio of corporate clients. Manage
relationships through constant interaction & account mapping at varied levels in client organizations, while ensuring a risk-adjusted portfolio contribution
Determine the products that are most effective in meeting customer’s needs and be
able to sell these both reactively and proactively. Customize, adapt & develop new
products to increase profitability, reduce costs & ease operational bottlenecks.
Implement & execute IBG business strategy to increase market share & to achieve
targets consistent with IBG’s revenue, ROE & Cost / Income ratio targets. Cross sell
other products of the bank including cash, treasury, trade & others.
Ensure the highest customer retention & increase in wallet share by constantly
monitoring customer satisfaction levels through detailed MIS & tracking of operations & complaints. Ensure all regulatory reporting & compliances are enforced. Also ensure assistance to external & internal audits
Develop the DBS brand in the region. Research different identified & appropriate
market segments including analysis of key requirements for each segment. Build and
develop a high performing team through embedding performance development and
coaching. Create an empowering environment for the team, encouraging individual
ownership and initiative. Ensure coaching and feedback in order to achieve their
maximum potential. Make reward decisions within set guidelines.
Job Duties & Responsibilities
Primary contact at CEO, Finance Director, and Treasurer level in Corporates
controlling offices, discussing inter alia customer needs, service reviews, and credit
risk issues.
Advises and debates how business finances could be structured in the short-term and
medium/long term.
Grow the team’s portfolio profitability by identifying new and existing customer
potential including sales opportunities and new product promotion initiatives.
Control and quality of the portfolio, using available triggers and adherence to Risk
management guidelines and policies.
Formulate business development strategies and objectives to meet changing market
needs.
Develop prioritized target list & structured client calling plans in place and formulate
client action plans.
Monitor conformance of team using new relationship development procedures.
Monitor results of customer surveys against target service quality standards.
Monitor levels of complaints and quality of handling.
Proactively researches competitive threats/opportunities within the team’s market and geographical area.
Ensure that quality proposals are submitted to the credit chain
Communicates all key messages to customers including agreed service standards,
negotiated pricing, relationship team contact points (including introductions to new
personnel) and new product changes.
Keep customers advised on the expected ‘delivery date’ for product/credit applications.
Monitors and ensures adherence to risk service standards
Develops and maintains a detailed knowledge of industry sectors within the customer
portfolio.
Control and manage the risk profile for the overall Team portfolio.
Manages performance of the team against key financial (risk-adjusted contribution)
sales, service and operational targets.
Manage segmentation of the portfolio.
Develop Customer Relationship Plans for customers in portfolio.
Required Experience
Overall 5-7 years of experience in corporate banking experience managing corporates.
Proven track record in the corporate & commercial banking
Sound understanding of products
Sound Understanding of credit proposals
Knowledge of competitors and market place
Education / Preferred Qualifications
An MBA or CA with relevant number of years of experience in banking is preferable.
Core Competencies
Strong selling and negotiation skills
Excellent diagnostic skills and rigorous approach to problem solving
Excellent communication skills at all levels
Excellent comprehension skills to understand and interpret industry data and
economic trends
Sound financial counseling skills
Strong credit risk analysis skills
Strong formal presentation skills to gain acceptance to solutions, both internally and
externally
Team creation and co-ordination skills to mobilize and manage product specialists
Proven leadership experience in leading & managing sales.
Ability to think creatively and identify innovative solutions.
Technical Competencies
Sound understanding corporate & commercial banking, products, credit proposals &
approval processes, internal guidelines & policies.
Understanding of regulatory guidelines on banking policies issued by RBI (local
regulations in India) and local laws and regulations that impact businesses in general.
Understanding of KYC requirements & Anti-money Laundering Policies are critical.
Knowledge of financial markets and products to assist in meaningful dialogue with
clients
Financial Analysis and research capabilities. Evaluation of credit risks involved in
credit proposals.
Work Relationship
Working relationship with RM’s / Sales in CBG / CMS/ GTS to maximize opportunities
and cross sell of products.
Important and constant relationship with credit both in developing new products for
IBG1 customers and maintaining the quality of the accounts portfolio.
Close working relationship with internal support/ product functions such as
Operations, Product Owners (eg T&M, Custody, GTS); Credit Risk & CCU for
approval of credit lines, legal & compliance for regulatory & compliance issues etc.
Working relationship with operations to ensure smooth delivery to the customer.
Location:
Gandhi Nagar - GIFT City
Job:
Relationship Management
Schedule:
Regular
Employee Status:
Full time
