Key Account Manager - BFSI

Key Account Manager

Job Purpose :

To manage an allocated portfolio of profitable corporate salary relationships and their key decision makers so as to build, deepen and enhance the overall relationship and to grow the business in terms of increasing our wallet share, enhancing the relationship value and increasing cross-sell penetration of other products in the corporate base both in number and value.

Job Responsibilities(JR) : Actionable

New Acquisition

- KCMs can acquire new salary relationships

Relationship Management :

- KCM to be the single point of contact for all the corporate key decision makers

- KCM to visit all portfolio corporates atleast once every month by mode of Personal Visit

- KCM to identify key contact points / senior management across HR, Finance, Admin and draw out an action plan to source their accounts under managed program and details of eligible accounts sourced to be shared with RM/BMs for racing

- KCM to do business scoping by identifying the corporates vicinity and the universe of the corporate like total number of employees and accordingly make joint action plan with other stakeholders to increase Bank's wallet share

- KCM needs to understand & analyze the corporate needs and provide customized solutions to fulfill their requirements

- KCM to identify key decision makers from corporates in the portfolio who need to be raced as Managed Customers and If the customer is interested, a joint call needs to done with RMs (in case of Preferred) or ICRM (in case of Imperia) or PB (in case of Classic) for racing them to their portfolio

- KCM to review our offer v/s competition banks and draw out the best offer with Salary product team, communicate the revised offer to all corporate locations and ensure that the communication reaches all employees of the corporate

- KCM to create strong visibility for the bank in the corporate premises by ensuring that our brand and product suite is displayed at key areas within the corporate premises

- KCM to check for feasibility of captive ATMs, ATMs in nearby locations, phone banking kiosks, helpdesks, service desks within the corporate, microsite, display areas for posters / standees etc. and ensure latest and updated product information is available at the corporate Review other business opportunities and draw out joint action plans with other business group RMs

- KCM to visit corporates with important branch banking team members - BBH, RH, ZH, Circle Head, CH, Service Branch BM for business development and to review service delivery at branches and with WB RM and Asset RM

Business Objectives : KCM to ensure achievement of business targets allocated across all

KRAs :

- Every month KCM to draw out an action plan along with the team to meet the business targets and review the performance at month end with the supervisor

- KCM to maximize the banks wallet share in terms of employee accounts and track conversions by team v/s competition banks

- KCM to review sourcing at corporate level and draw out action plan for corporates with Zero sourcing

- KCM to strategize & implement various cross sell initiatives to improve product penetration in the portfolio

- KCM to draw monthly activity plan to meet cross sell business targets, review special pricing, display requirement and discuss with Asset SMs for help

- KCM to share the monthly activity planner for the month with respective local Sales team by 5 th of the month.

- KCM to review leads generated per activity, identify reasons for poor lead generation if any and monitor lead conversion

- KCM to promote ENet facility for salary uploads amongst the corporates and seek help from the local ENet RM for initial hand holding of the corporate so as to ensure smooth transition from floppy uploads to the ENet process and help the corporate to realize the benefits

- KCM will be responsible for sourcing Senior Management, KCM to Identify and target senior level employees at a corporate who are not banking with us and can be pitched a Managed program. .

- Under Farming & Hunting Initiatives , KCM will have primary focus on be acquiring new accounts of existing corporates and also acquisition of new company codes .

Service Delivery :

- KCM to ensure customer queries are responded within the timelines

- Ensure all employee / corporate complaints are resolved and recorded in CRMNext within timelines

- KCM to provide escalation matrix to the corporate for any support required

- Identify areas of concern and highlight to the relevant support team or supervisor for intervention

Portfolio Review & Analysis :

- KCM to review and analyze - account sourcing nos, quality of sourcing, salary credit activation & portfolio salary credit %, salary upload value & upload dates, Portfolio AMB

- Growth - NAV & CIB, Portfolio PHR, Cross sell ach and penetration, DBC usage, corporates not using Enet, CNR, portfolio movement, scorecard performance every month

- KCM to identify actionable corporates / specific gaps and draw out an action plan with team members to ensure improvement in portfolio delivery & portfolio health parameters

- Identify areas of improvement as per scorecard and discuss action plans with agreed timelines with supervisor

- KCM to do Corporate Reviews Jointly with BM / WB RM and other stakeholders

- KCM to seek specific help from Products Teams / other support groups where required

Resource Management & Productivity :

- KCM to review and ensure actual Team staffing v/s plan

- KCM must verify of the corporate salary AOFs sourced per month by SO/O, for all the mandatory documentation, prescribed by Audit circulars, required for account opening of corporate salary accounts.

- This checking cannot be delegated. It needs to be carried out by the KCM himself or herself. In their absence, AOF checking should be carried out by the Nominated counterpart of KCM or CSZH/Cluster head or Circle head/Zonal head.

- KCM needs to ensure that reportees - KCSO, sales officers & officers have clarity on their Job Roles & key result areas and are fulfilling their objectives and contributing to the growth & effective management of the allocated portfolio

- Guide, supervise and drive the team to achieve business objectives

- Ensure respective team members are trained to face corporates and employees

- Monitoring performance and ensuring productivity of the team

Educational Qualifications :

- Graduation

- Post-Graduation

Certifications :

- Sales and Influencing Skills

- Banking Product & Process Knowledge

- Communication

- Knowledge of Competition & Current trends in financial Industry.

Experience Required :

- Minimum experience in years - 1 yr

- Exposure to banking preferable

Major Stakeholders :

- Customers

- Branch Banking Team

- Third party Product Teams

- Asset Team

- Salary Team