Corporate Account Manager

Institutional Banking Group delivers comprehensive commercial banking services to corporate clients, encompassing cash management solutions, current accounts, time deposits, trade finance, working capital loans, term credits, and foreign exchange.

The Corporate Account Manager will be responsible for offering these products and services to existing and new customers, fostering long-term relationships based on efficient and reliable support for their business. The manager will collaborate with product groups and colleagues in India and overseas to expand the local large corporate client base and enhance wallet share from both new and existing customers.

Key Responsibilities

• Corporate Account Manager for a portfolio of corporate clients, responsible for managing relationships through constant interaction & account mapping at various levels within client organizations, ensuring a risk-adjusted portfolio contribution
• Determine the most effective products to meet customer needs and sell them proactively and reactively, customizing, adapting & developing new products to increase profitability, reduce costs & ease operational bottlenecks
• Implement & execute Institutional Banking Group's business strategy to increase market share & achieve targets consistent with IBG's revenue, return on equity (ROE) & cost/income ratio targets. Cross-sell other bank products including cash, treasury, trade & others.
• Maintain high customer retention & increase wallet share by continuously monitoring customer satisfaction levels through detailed management information systems (MIS) & tracking operations & complaints. Ensure all regulatory reporting & compliance are enforced. Also, ensure assistance to external & internal audits.
• Develop the DBS brand in the region. Research identified & appropriate market segments, analyze 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 & initiative. Ensure coaching and feedback to achieve 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 lists & 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 research competitive threats/opportunities within the team's market and geographical area.
• Ensure that quality proposals are submitted to the credit chain
• Communicate 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.
• Monitor and ensure 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.
• Manage 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

• Total 7-12 years of experience in corporate banking experience managing large corporates.
• Proven track record in corporate & commercial banking
• Solid understanding of products
• Solid 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 desirable.

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
• Solid financial counseling skills
• Strong credit risk analysis skills
• Strong formal presentation skills to gain acceptance to solutions, both internally and externally
• Team creation and coordination skills to mobilize and manage product specialists
• Proven leadership experience in leading & managing sales.
• Ability to think creatively and identify innovative solutions.

Technical Competencies

• Solid understanding of 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 Relationships

• 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 (e.g., 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.