Relationship Manager - Corporate Relation - Investment Banking Group

RM Corporate Relation Investment Banking Group

- To manage and sustain a portfolio of Multinational Corporate customers (MNC), 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 MNC 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).

- Relationship Manager responsible for a portfolio of MNC 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 an IBG1 business strategy to increase market share & to achieve targets consistent with IBG1'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.

- Primary contact at CEO, Finance Director, and Treasurer level in MNC 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 the portfolio.

- Overall 7-12 years of experience in corporate banking, MNC RM experience preferable.

Proven track record in the corporate & commercial banking

- Sound understanding of products

- Sound Understanding of credit proposals

- Knowledge of competitors and market place