RM is primarily responsible for acquiring New to Bank Relationships and enhancing the profitability of the
relationship by increasing the relationship size, cross selling the right products, acquiring family accounts,
retaining and enhancing the relationship.
To be a One Point Contact for all the Financial and Banking needs and services, thus enhancing the Relationship
value and wallet share which will further increase profitability from these Relationships. Acquiring below identified customers and managing their banking relationship as part of the portfolio of the MI- RM
Education Segment: Including Companies in Education
Healthcare Segment: Including Companies in Healthcare
Entertainment & Hospitality Segment: Including Companies in Entertainment & Hospitality
Localized Industry Segment: Including Companies in Branch Catchment
Merchant & Traders Segment
Rural Segment
Government Segment
Start Up Segment
Trusts, Associations, Societies and Clubs
Prominent Individual Competition Customers
Catchment Scoping:
Scoping the entire Branch Catchment and classifying the customers across the Segments Sub-Segments of Master Initiative
Updating the Customer Profiler and the Overall Business Potential which can be expected from these Customers on regular basis in CRM Next.
Following up with every customer on a regular basis and ensuring that the Lead is converted and the Relationship is shifted to our Bank.
Closely coordinate with Other Departments within the Bank - Product Teams, Assets Team, CPU, Operations, IT Team etc. for any specific request like Customization,
Special Pricing, Additional Special Facilities etc.
Take assistance from their Seniors and other Departments for the conversion of the Lead.
Replicate the Best Practices for One Converted Customer in a Segment for all other Customers in that Segment
Updating all the details which have been discussed during the Meeting with these Customers in CRM Next.
Joint calls being done along with Supervisor as per defined process and timely update the same.
Regular Follow Up with all these prospective MI Customers for conversion of Leads and extracting additional Business Opportunities.
Seeking Reference of Relatives and Friends from these MI Customers who have been acquired through this Program
Understand what the Competition Bank is offering to the Customer and give a better Proposal and showcase the entire Wide Range of Products and Services that we offer as a Bank.
Portfolio Management
(Acquiring, Enhancing, Deepening and Retention) Acquiring NTB Customers for our HNW Managed Program Imperia / Preferred (Preferred & above)
Upgrading existing Non-Managed Customers (Low Penetrated Customers) who have the Potential to meet the Managed Program Criteria
Regular interaction with the customer to build rapport to understand and update the profile.
Enhance the Overall value/book size of the portfolio.
Maintain the overall quality / hygiene parameters of the Internal Classification -Internal portfolio
Cross selling products of the bank based on the customer needs
Joint calls being done along with Supervisor as per defined process
Advisory services to be offered based on the requirement in coordination with Wealth Team.
Attrition control of customers
Achieving MTD and YTD Revenue Targets
Increase in wallet share
Look for opportunities to cross sell any other product of the Bank, to ensure that HDFC Bank is a one stop shop & solution for all banking needs of these HNW Customers
Acquire Corporate Relationship (Business Accounts + Salary Accounts) of these Customers who are identified in Master Initiative Program
Sales to family members and associates (all network)
Ensure that optimal level of Liability Relationship (Values) against the Customer's Potential is reached.
Ensure that optimal levels of Income generating Product Group Holding (IPGH) is reached
Product Penetration & contribution towards focused product
Ensure that an optimal level of Income generating Product Group Holding (IPGH) is reached.
Enhance clients Customer To Group (CTG) level
Customer Service
Ensure quality customer service is delivered. All customer queries and complaints are being resolved within TAT.
Customer is informed about any regulatory or process change. Keep the customer updated on program features.
Ensure timely customer communication on requests and concerns raised.
Proactive complaint management through feedback from customers.
Promoting all direct banking channels and ensuring that the customer is utilizing the same
Ensuring that customers are introduced to the RBH / BM and PSO (PBA in case of a non PSO branch) so that there is
back up when the customer visits the branch and the RM is out
Ensure smooth transition of handover/takeover of the portfolio
Requirements Educational Qualifications and experience:
Graduation
Post-Graduation
Minimum experience in years 2 to 6 (Preferable Banking Experience)
Exposure to Portfolio Management Segment
Certifications:
AMFI Certification
IRDA Certification
NCFM Certification (Optional)
Skills:
NRI Product and Regulatory Knowledge
Planning and Organizing Skills
Good Communication skills
Knowledge of Competition & Current trends in financial Industry.
Benefits opportunity to earn around 10 Lac of Performance Linked Incentive.
Benefits like Gratuity, Subsidized loan for Home, Vehicle and Personal are additional benefits apart from Salary
