Business Banking Relationship Manager

JobPurpose

Acquisition of new asset relationships through various channels and managing a portfolio of 30-40 BBG relationships depending on the geography covered and the branches mapped to the RM and maintain HNW

relationship management of the BBG customers in order to provide quality service to the customers.

JobResponsibilities(JR):68Actionable(4-6) Areas

BusinessDevelopment 1. To achieve overall business targets on volumes and

profitability for BBG customers.

2. To regularly interact with the branches for lead generation for BBG,

updates on the leads in CRM, ensuring conversions and following

complete lead conversion process.

3. Market scoping and identifying the potential customers with wallet

share for all BBG customers and product penetration and strategy

for achievement under various initiatives jointly with branch banking

team.

4. RMs have to follow the laid down sales process which

involves updation of the regular client calls for both existing

and prospective clients. These calls should be done in a

structured manner either individually or with support

groups, branches or supervisors.

5. These calls should be updated in the CRM systems for future

guidance and monitoring of accounts and also to assign

tasks & leads to other departments.

6. Monthly review to be done with various product groups and

supervisors who support the RMs portfolio (plan Vs

achievement) and other cross function teams to ensure

better product penetration.

7. Improvement on yield for the Bank so that the Portfolio has

a strong Return on capital at RM portfolio level.

8.

9. Documentation pre-disbursement (Doc collection, legal & TSR,

Valuation etc.) and post disbursement sign off from customers,

including deferral closure

10. Ensuring cross selling of complete liabilities, corporate salary

accounts, other asset products, TPP to the existing Relationships

and its raised group accounts.

11. Increasing the IPH and CTG to ensure revenue maximization.

Customerrelationship

management 1. Relationship building with both internal and external

customer of the RM. Client satisfaction and taking care of

all banking needs of the customer.

2. Preparation of customer profiling sheet and identifying cross sell

and revenue increasing opportunities

3. CAM Preparation & query resolutionClassification - Internal

Classification - Internal

4. Customer negotiation on rates and other issues relating to charges.

5. Daily servicing of customer w.r.t. Cheque referrals, customer

queries related to Banking, Issuance of Cheque books, managing

cash deposition withdrawal issues, solvency certificates, trade &

Fx transaction, etc.

6. To make sure high level of client satisfaction.

7.

Coordinatingwithinternaland 1. Co-ordination with credit for CAM approval, deferral waiver

externalstakeholders extension & other customer requirements like Buyers credit, TODs

2. Co-ordination with local Ops for disbursements, TOD limit setting,

submission of Stock Statement.

EnsuringComplianceand

Healthcheckofportfolio 3. Coordinating with trade desk and customer for smooth LC/BG

issuance, and for import export payment, BG invocation, LC

payment

4. E-Net, CMS and cross sell of other such products.

1. Portfolio review and remedial management which includes

managing exits, line reductions, recovery and restructuring

of exposures. Management of stress and critical accounts.

2. Also ensuring completion of Housekeeping pendencies including

CAM renewals, deferral closure, Call memos, stock statements,

insurance renewals, Plant visit, Site visit etc.

3. Follow-up and regularization of TODs

4. High value transaction reporting and tracking.EducationalQualificationsKeySkills

Post Graduate in Finance or Chartered

Accountant Strong understanding of Financials and Balance

sheets

Strong Relationship Management skills

Sales and Influencing Skills

Strong Analytical ability

Good Interpersonal and Negotiation skills

Understanding of the Banking Industry

Understanding of the SME sectorMajorStakeholders (intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)

Customers

Credit underwriting team

Branch Banking Team

Operations

Treasury

Salary Team

Private Banking Group

Legal & Audit