Relationship Manager-IBG-Gift City

Business Function

Institutional Banking Group provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans and foreign exchange. The Relationship Manager will be responsible for selling these products and services to existing and new customers.

Job Purpose

To manage and sustain a portfolio of Corporate customers, building long term

relationships founded on efficient and reliable support for their business. To work with product groups and other colleagues both in India and overseas to build our Local

large corporate client base, and enhance wallet share from both new and existing

customers.

Risk assessment of facility clients in the form of continuous monitoring (writing

memos, working through the approval process and working with RMG, Operations,

product groups etc to ensure seamless delivery to the client).

Perform KYC for NTB clients and support CIF creation/account opening. Perform Re-KYC/periodic reviews for existing clients.

Key Requirements

Key Accountabilities

Relationship Manager responsible for a portfolio of corporate clients. Manage

relationships through constant interaction & account mapping at varied levels in client organizations, while ensuring a risk-adjusted portfolio contribution

Determine the products that are most effective in meeting customer’s needs and be

able to sell these both reactively and proactively. Customize, adapt & develop new

products to increase profitability, reduce costs & ease operational bottlenecks.

Implement & execute IBG business strategy to increase market share & to achieve

targets consistent with IBG’s revenue, ROE & Cost / Income ratio targets. Cross sell

other products of the bank including cash, treasury, trade & others.

Ensure the highest customer retention & increase in wallet share by constantly

monitoring customer satisfaction levels through detailed MIS & tracking of operations & complaints. Ensure all regulatory reporting & compliances are enforced. Also ensure assistance to external & internal audits

Develop the DBS brand in the region. Research different identified & appropriate

market segments including analysis of 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 and initiative. Ensure coaching and feedback in order to achieve their

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 list & 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 researches competitive threats/opportunities within the team’s market and geographical area.

Ensure that quality proposals are submitted to the credit chain

Communicates 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.

Monitors and ensures 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.

Manages 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

Overall 5-7 years of experience in corporate banking experience managing corporates.

Proven track record in the corporate & commercial banking

Sound understanding of products

Sound 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 preferable.

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

Sound financial counseling skills

Strong credit risk analysis skills

Strong formal presentation skills to gain acceptance to solutions, both internally and

externally

Team creation and co-ordination skills to mobilize and manage product specialists

Proven leadership experience in leading & managing sales.

Ability to think creatively and identify innovative solutions.

Technical Competencies

Sound understanding 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 Relationship

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 (eg 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.

Location:

Gandhi Nagar - GIFT City

Job:

Relationship Management

Schedule:

Regular

Employee Status:

Full time