Relationship Manager - Bank

Job Purpose:-

To manage and sustain and grow a portfolio of Non-Financial Corporate customers - both local and MNC's, building long term relationships founded on efficient and reliable support for their business. This is to be achieved particularly through quick risk decisions and managing consistency and quality of operational service. To drive and deliver exceptional business performance where primary objective is to maximize the risk-adjusted portfolio contribution from both new & existing customers while increasing wallet share.

Key Accountability :-

- To manage and grow a portfolio of non financial corporate. 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 at short notice both reactively and proactively. Customize, adapt & develop new products to increase profitability, reduce costs & ease operational bottlenecks.

- Implement & execute business strategy to increase market share & to achieve targets consistent with revenue, ROE & Cost / Income ratio targets. Cross sell other products of the bank including cash, treasury, trade & others. In addition manage the personal accounts of their key individuals.

- 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. Work with the legal team to ensure recoveries & minimize bad debts & NPA's. Also ensure assistance to external & internal audits

- 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.

Job Duties & Responsibilities

(List the principal duties. Use concise statements that provide a clear understanding of the level of responsibility, complexity, creativity and analysis performed in this position.)

- Advises and debates how business finances could be structured in the short-term and medium/long term.

- Grow the 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 portfolio.

Required Experience

- Overall 7-15 years of experience in corporate banking

- Proven track record in the corporate & commercial banking

- Sound Understanding of credit proposals

- Knowledge of competitors and market place

Education / Preferred Qualifications :

- An MBA or CA with relevant number of years of experience in banking and specifically in corporate banking is preferable.

Core Competencies :

- Strong selling and negotiation skills

- Excellent diagnostic skills and rigorous approach to problem solving

- Excellent communication skills at all levels

- Excellent comprehension skills to understand and interpret industry data and economic trends

- Sound financial counseling skills

- Strong credit risk analysis skills

- Strong formal presentation skills to gain acceptance to solutions, both internally and externally

- Team creation and co-ordination skills to mobilize and manage product specialists

- Proven leadership experience in leading & managing sales.

- Ability to think creatively and identify innovative solutions.

Technical Competencies

- Sound understanding corporate & commercial banking, products, credit proposals & approval processes, internal guidelines & policies.

- Understanding of regulatory guidelines on banking policies issued by RBI (local regulations in India) and local laws and regulations that impact businesses in general. Understanding of KYC requirements & Anti-money Laundering Policies are critical.

- Knowledge of financial markets and products to assist in meaningful dialogue with clients

- Financial Analysis and research capabilities. Evaluation of credit risks involved in credit proposals.