Job Title
Head Relationship Banking
Business Unit
Retail Branch Banking
Reporting To
Branch Manager
Job Function and Role Type
Sales, Supervisory, Heavy travel required
Version No
2.0
Job Purpose
Supervise and mentor the HNW channel by guiding Relationship Managers (RMs) to meet income targets. Ensure RMs engage meaningfully with customers and are equipped to handle queries effectively.
Key Responsibilities
Acquisition of High Net Worth Customers
Acquire new customers meeting product criteria through cross-referencing.
Ensure timely onboarding of quality accounts in the HNW channel.
Minimize depletion of newly acquired accounts.
Increase liabilities size via balances in existing customer accounts.
Managing High Net Worth Customers
Enhance and retain customer profitability by increasing wallet share.
Provide financial planning and investment advice tailored to customer needs.
Ensure the highest service levels and maintain updated relationship files.
Mentoring Relationship Managers
Lead a team of 4 to 9 Preferred Relationship Managers.
Recruit, train, and equip RMs with data and products to serve customers.
Conduct joint calls with RMs and ensure they meet the right customers.
Handle complaints and ensure team alignment with business objectives.
Meeting Business Objectives
Ensure clarity of business objectives among staff.
Monitor quality sales and processes in RM portfolios.
Drive cross-sell across Liabilities, Retail Assets, Forex, and other products.
Achieve branch targets across all product categories.
Education:
Graduation required; Post-graduation preferred.
Certifications:
AMFI Certification, IRDA Certification, NCFM Certification (Optional).
Key Competencies
Sales and influencing skills, banking product and process knowledge, planning and organizing skills, communication, knowledge of competition and financial industry trends.
Major Stakeholders
Customers, Branch Banking Team, Operations-WBO, NR Product Team, Treasury, Insurance CAM, MF Fund Houses, HSL Personnel, Corporate Banking, Corporate Salary, Wholesale Banking, TPP Team, Assets Team.
