Business Relationship Leader - Bank

Position - YES FIRST Business Relationship Leader

BU/Function - Branch Banking (Current Account Acquisition & Relationship Management)

Preferred Grade Sr. Manager/ Manager

Reporting to - Branch Business Leader (BBL)

Responsibilities/ Job Description

Job Description:

Attract, deepen, acquire and manage business banking relationships with high value clients in identified segments through self & team. Provide holistic solutions to complex financial needs ensuring ensure increment in portfolio value & cross sell revenue

Job Responsibilities:

- To ensure acquisition & value build of new to Bank YES FIRST BUSINESS Product/Program & Trade/Fx led CA customers in the branch in the identified segments

- To Identify, build, acquire and deepen relationships to gain incremental wallet share of the high value segment through a superior customer experience

- To ensure high value enhancement through acquisition & deepening in the mapped portfolio

- To Provide a differentiated customer experience that supports our YFB value proposition. Execute integrated sales, service and relationship strategies to support growth and retention of business customers.

- To recognize and understand a client's global banking needs in order to provide holistic financial solutions in collaboration with the PSM

- To focus on profile based cross sell of value added products such as Trade Forex, CMS, POS, Payment gateway solutions, doorstep banking, working capital / loan needs & OPDT and family SA

- To ensure on boarding, M+1 activation, Value build up & AQB maintenance of accounts acquired

- To Master referral opportunities to grow portfolio. Proactively source, acquire and expand high value customer relationship by maximizing sale and service opportunities.

- To ensure Sales process adherence & desired value productivity of BRPs

- To ensure that team of BRPs meets Yes Performance standards (YPS)

- To manage, mentor and motivate the BRP team and evaluate and recommend the appropriate programs for differential training needs

- To ensure catchment mapping & scoping for the CA business with the help of BRPs along with BBL & prepare a wish list of potential high value customers from each identified segment in the catchment

- To monitor customer profile, understand customer’s business needs & provide appropriate product / pricing solution.

- To Anticipate the complex financial needs of the client and offer solutions through a wide range of products, services and tools

- To ensure proactive migration of portfolio customers to direct banking channels esp. Net Banking

- To maintain continuous customer engagement with all customers sourced by self & team through customer visits & proactively resolve customer issues/queries

- To provide regular inputs to product team on opportunities & segmentation, product features & quality of portfolio acquired along with competition benchmarking

- To develop and continuously upgrade new innovative sales channels & techniques to maximize productivity

- To implement the sales monitoring mechanism to measure the productivity of the team

- To monitor the quality of sourcing of products to evaluate developmental needs of the sales teams and drive the sales system towards quality standards where risks are well controlled

- To derive insights to Competitor Sales activities and effectively counter the efforts

- To Adhere to sales process & KYC Norms of the bank

Qualifications, Experience, Competencies Skills:

Qualifications:

- MBA/CA from a recognized university/business schools

Experience:

- Minimum 5 years of banking experience in CA acquisition and/or relationship management (Having similar experience in dealing with SME customers)

- Experience in handling Trade & FOREX products (mandatory)

- Relationship handling for high value CA/Trade Fx customers

Essential Competencies & Skills

- Excellent presentation skills

- Demonstrated track record of acquiring and managing portfolio of high value customers

- Demonstrated Ability in sales planning and conceptualize promotions and marketing initiatives

- Strong strategic, analytical, communication and negotiation skills

- High impact communication skills to effectively engage affluent consumers

- Ability to manage and implement change initiatives by taking ownership and working with all stakeholders

- Strong inter-personal skills and leadership ability which encourages and promotes enthusiasm and team spirit

- Superior service skills/"client first" approach resulting in strong customer loyalty