Arm-cps

**Position Title**:Relationship Manager**

**Department**:SME, India, IBG4**

**Reports To: Regional Sales Head - Assets**

**Job Purpose** (In a brief, specific one or two-sentence statement, answer the questions: "Why does this position exist?" and "What is it expected to accomplish?")
- To acquire and build a well-diversified portfolio within the IBG 4 segment. The portfolio should provide revenue from diversified sources such as assets, trade, cash, treasury, fees etc. and the portfolio should lead to healthy income with an acceptable risk to the bank.
- Relationship Manager is expected to deliver these results in accordance with the lending guidelines prescribed by the bank.

**Key Accountabilities** (List the expected end results or KPIs that the job holder is expected to achieve for this job. Do not list more than 5)
- Source New to Bank Asset relationships within IBG 4 Segment ie. Companies ranging from a Turnover of INR 25 crores to 200 crores, aligned to Bank Lending Policy
- Ensure a good Net Interest Income as well as fee across the portfolio and ensure regular revenue streams through Cross Sell of Trade, Liabilities, Cash, Treasury, Fee, etc.
- Play an instrumental role in increasing the Profitability of the business
- Ensure proper monitoring of Portfolio and maintaining the delinquencies at NIL.
- Implement & execute IBG4 business strategy to increase market share & to achieve targets consistent with IBG4 -Topline and Bottom-line targets with focus on a diversified portfolio and reduce concentration risk in the portfolio.
- Build DBS Brand Value and enhance network in the location by various marketing activities, collaborations, and events.
- To comply with the Bank’s process & policies and ensure positive ratings during all Country / Group audits

**Job Duties & responsibilities** (List the principal duties. Use concise statements that provide a clear understanding of the level of responsibility, complexity, creativity, and analysis performed in this position.)
- Source New to Bank Asset relationships within IBG 4 Segment ie. Companies ranging from a Turnover of INR 25 crores to 200 crores, aligned to Bank Lending Policy and also ensure sanction and disbursement of the same, in liaison with Customer, Risk and Operations team.
- Cross Sell of Liability, Trade, Cash and Treasury Product actively.
- To achieve the individual Budgeted revenues through all product parameters
- Conduct Proper Due diligence while on-boarding New Asset Relationships.
- On board clients with a clear account plan highlighting the revenue potential, risks and mitigants.
- Adherence to strict KYC/AML requirements.
- MIS to be provided to the central team for further reporting, within the stipulated guidelines.
- Timely Completion of Learning Programs as assigned by DBS for time to time
- To comply with the Bank’s process & policies.
- To be in touch with local business stakeholders including existing, prospective clients, market leaders, CA’s, Influencer’s and Industry association to be updated on the current market practice and local intelligence.
- To be responsible for submitting any material information around business Opportunities and Industry/Customer Risk, same shall be reported to the senior functional management at regular interval.

**Required Experience**
- Overall 3- 7 years of experience in sales.
- 2-3 years of sales experience in SME/Business Banking Lending.
- Proven sales track record in asset business in the SME/Business Banking segment.
- Knowledge of competitors and market place
- Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred.

**Education / Preferred Qualifications**
- Overall 3- 7 years of experience in sales.
- 2-3 years of sales experience in SME/Business Banking Lending.
- Proven sales track record in asset business in the SME/Business Banking segment.
- Knowledge of competitors and market place

Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred.

**Core Competencies**
- Excellent Communication & Listening Skills, Good Sales & Negotiation Skills.

**Technical Competencies**
- Working Capital Finance Knowledge

**Work Relationship**

Manager /Direct Report

**DBS India - Culture & Behaviors**

DBS is committed to building a culture where all employees are valued, respected and their opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working, and opportunities to grow within an inclusive and diverse environment. Expected value driven behaviors are:

- Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions
- Ensure Customer Focus by Delighting Customers & Reduce Complaints
- Build Pride and Passion to Protect, Maintain and Enhance DBS’ Reputation
- Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
- Maintain the Highest Standa