Rm Infrastructure Finance

**5 - 12 years**:
**Any Graduate**:
**Working Capital**:
**10 ~ 17 LPA**:
**Job Name: Relationship Manager - IFG**

**Job Title **:(Job Name) -Relationship Manager

**Business Unit (PA) : Infrastructure Finance group**

**Team **:(Sub team in the PA)** - IFG**

**Reports to (job)**: Unit Head - IFG

**Location of role **:Pan India

**Job Fn **:Sales

**Role Type**:Individual Contributor

**No of direct reportees**:Nil

**Travel Required**:Moderate

**Job Band Range**:
**JD Created date**:NA

**JD Updated date **:24-12-2018

**JD approved by (business)**:
**Version No **:2.0

**Job Purpose**
- To achieve over all business targets on volumes and profitability for the specific and NTB customers for Infrastructure Finance Group.
- Ensure Portfolio Growth and Management in line with business segment’s objectives

**Job Responsibilities(JR)**:
**Actionable**

Asset Growth
- Identifying potential and scoping the clients for Asset growth (Budgeting)
- Ensure YoY Asset growth in line with verticals targets
- Responsible for managing the accounts/ clients for desired asset growth as per plan for the year
- Increasing Asset Product Mix for the client - CC/OD/WCDL/TL/DRUL etc
- Increasing the asset book by acquiring new customers (NTB)
- Portfolio monitoring and review (ALM/ Tableau/ Business MIS)

Core Income
- Planning the income targets at start of the financial year
- Ensure YoY Income growth in line with verticals targets
- Portfolio monitoring to meet the MoM revenue plans. Tracking of performance at regular intervals to monitor income variance with budgets; formulating and implementation of plans to meet income targets for the portfolio
- Monitor and deliver on Incremental/ Portfolio Yield as per Plan
- Revenue maximization through offering of right mix of Products as per customer’s needs.
- To ensure Fee and other income growth including NFB income lines mix and growth (BG/ LC)

Liability
- To meet Liability growth in line with Assets growth to meet the Self-Funding Plan for the year
- To be the face of the Bank for all products and services that a customer needs viz CA/ SA/ FD/ Customers Salary Account etc
- To engage continuously with Bank Branch Channel to ensure delivery of product/ services

Key Objectives
- To plan and meet Key Objectives set for the year by senior management which need special focus by team.
- To promote KOs like Cross sell of Bank products, driving branch business etc
- To ensure PSL/Agri targets of the portfolio is achieved
- Engaging customers for Promotion of digital drives of the Bank like Enet/NetBanking, TON, SME digital, Mobile Banking, PayZapp, Insta Alert, Smart Buy, etc from time to time.

Qualitative objectives
- Relationship building with both internal and external customers
- Ensuring and tracking required client calls for both existing and prospective clients on CRM.
- Preparation of CAM, engaging with Credit for approval, and engaging with Operations for disbursement and ensuring defined TAT’s
- Initiatives, process innovation beyond normal work
- Geography/ Area handling to ensure coverage including the Rural initiatives, along with Branch/ OEM’s.
- To mentor, manage and motivate the SOs/HBLs reporting to the RM and guide them to achieve targets through active hand holding
- To track Market and Competition
- Product Holding per client

Housekeeping
- To keep proper track on Housekeeping for the Healthy portfolio
- PDD, Deferrals, to be ensured within defined levels
- ORMC deferrals to be nil
- Management of stress and critical accounts, timely exits and resolving the NPA/ Write-off cases
- Managing Call Memo, CAM renewals, minimum SRM
- Ensure that business is conducted as per Banks and RBI guidelines

**Educational Qualifications**

**Key Skills**

CA or PGDM/MBA or Engineers from reputed institute.

Certifications:

- AMFI Certification (Optional)
- NCFM Certification (Optional)
- CAIIB (Optional)
- Internal Certification
- Insurance certification (optional)
- Excellent communication skills with the ability to acquire and manage a wide and varied portfolio of clients
- Excellent knowledge of Banking Products & EMI loans (Infra/ commercial equipment market understanding is desirable)
- Sound business acumen and a high degree of financial management capability
- Good selling skills to deal with B2B and B2C clients
- Effective time management skills
- Highly self-motivated and dynamic, enthusiastic and passionate with a desire to succeed
- Assertive approach and good in convincing different stakeholders
- Problem solving approach, learning attitude, innovative in structuring the deals

**Experience Required**
- Minimum experience - 2 years as RM
- Exposure to banking preferable
- Exposure to commercial/ capital equipment market, SME preferred

**Major Stakeholders **(intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)
- Customers
- Credit and policy
- Operations
- Product Team
- Retail Branch Banking
- Trade/