Relationship Manager

SECTION II: ROLE SUMMARY The role holder is responsible for assisting Senior Relationship Manager in increasing sales and revenue through management of new and existing clients by selling /cross-selling wholesale banking products and services to large corporate clients.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Core Responsibilities

Market Assessment and Business Development

• Conducts market research to understand consumers, competition and current market conditions to help identify new business opportunities in target segments, viz, Domestic Banks, DFIs, MF, Insurance, Co-operative Banks, International Banking business for GCC, Africa, APAC Market, NBFCs & Capital Market.
• Participates as and when required in meetings with key customers, promoters, prospective customers to understand customer needs and use that information to propose possible solutions.
• Works towards maintaining and enhancing relationships with key customer accounts and prospective customers to ensure business continuity and growth.
• Leverages opportunities to manage complex relationships independently, under the overall supervision of Senior Relationship Managers/Team Leaders.

Revenue Generation

• Assist in Identifying new sales opportunities and leveraging a knowledge sector driven relationship approach to enhance sales and revenue generation through new and existing customers for achievement of established targets and objectives.
• Targets product/ industry specific business opportunities leading to achievement of the budget and ensures seamless coordination between customer & relationship manager.

Portfolio Management

• Works independently and under the supervision of Senior Relationship Managers/Team leaders to ensure clients financial requirement is addressed effectively.
• Conducts research and collates necessary data for preparing credit proposals in line with customer requirements.
• Coordinates with CAD and other relevant stakeholders to ensure proposals/ approvals are approved and followed up in an efficient and timely manner.

Credit Appraisal

• Credit Assessment and CAM preparation through detailed analysis
• Works in close coordination with key stakeholders from Risk Management to ensure adherence to established credit guidelines.

Documentation and Compliance

• Completes all documentation and CRM updation to ensure adherence to established guidelines and maintenance of highest quality standards of documentation, client communication, process compliance.
• Works in close coordination with relevant BUs to ensure smooth and quick turnaround of transactions as and when required.

Self-Management Responsibilities

• Defines performance goals at the start of the year in discussion with the reporting manager and ensures that the goals are monitored and achieved during the course of the year.
• Takes ownership of his/her own learning agenda by identifying development needs in consultation with the reporting manager and working towards bridging the gaps through various means which go beyond just training.
• Understands the competencies relevant to his/her role and works towards displaying as well as developing these effectively.
• Keeps abreast of relevant professional/industry developments, new techniques and current issues through continued education and professional networks.

Risk and Internal Control Responsibilities

• Follows risk policy and processes to mitigate the operational, regulatory, financial, informational, reputational and audit risks as instructed by departmental manager.
• Executes the established internal control systems and compiles the relevant information for departmental audits, as necessary.

SECTION IV: KEY INTERACTIONSKey Internal InteractionsPurpose of InteractionRisk Management

• For coordinating on aspects related to risk management in various deals on a monthly basis to ensure adherence to risk and regulatory framework/ guidelines

CMS

• For coordinating on all technology related aspects related to client interface

CAD

• For coordinating the issue of FL and understanding the changes needed in CAM

TBG

• For ensuring that customer have smooth transaction experience

Key External InteractionsPurpose of InteractionCustomers

• For building and maintaining relationships, seek out new business opportunities and understanding the financial needs of the customer to provide suitable solutions

SECTION V: KNOWLEDGE & EXPERIENCEKNOWLEDGEMinimum Qualifications

• Masters degree: CA/MBA/PGDM

Professional Certifications

• N/A

Language Skills

• Written and spoken English is essential
• Knowledge of local language in regional markets is beneficial

EXPERIENCEYears of Experience

• A minimum of 0-5 years of relevant experience with at least 0-3 years in a similar role

Nature of

Experience

• Prior experience in BFSI sector/General industry in Relationship managers role or prior experience as Credit Analyst in financial services industry with a zeal for relationship management

SECTION VI: COMPETENCIES & KEY PERFORMANCE INDICATORSBEHAVIORAL COMPETENCIESCore CompetenciesCompetency NameBehaviors

• Customer Focus
• Listens to and demonstrates an understanding of customers stated and unstated needs
• Delivers customer value through timely and quality execution of tailored customer solutions
• Develops an understanding of problems and employs existing or new methods to find solutions
• Professional Entrepreneurship
• Takes proactive and constructive action at work with little or no direction from others
• Displays responsibilities for problems, initiatives and tasks that lie within the domain of own role
• Drive for Results
• Seeks to understand the rationale for key decisions and understands implication for own role / action
• Displays a sense of urgency to deliver outcomes as per stated timelines
• Reacts to challenges by displaying optimistic demeanor
• Influence and Impact
• Uses simple persuasion techniques to achieve the desired result / action / commitment from others
• Responds to stated requirements of internal / external stakeholders by keeping a solution-oriented mindset
• Quality Focus
• Ensures adherence to quality standards in work / service delivery, identifies opportunity for improvement in routine course of work
• Adherence to laid down system and procedures and identifies opportunities to enhance efficiency in own sphere of work through incremental improvement

Leadership CompetenciesCompetency NameOn Behaviors

• N/A
• N/A
• N/A
• N/A
• N/A
• N/A

TECHNICAL COMPETENCIES Technical Competencies

• Strong communication skills (Written and verbal)
• Ability to penetrate markets, generate new to bank customers and enhance existing relationships
• Knowledge of designated products such as Asset Business, Savings Account, Current Account, Term Deposit etc.
• Ability to understand customer behavior

Section VII: AUTHORIZATIONDocumented byAbhishek KumarDate Reviewer Date Approver Date