JOB PURPOSE: To enhance business development as per the set objectives of the Bank and ensure quality service to customers through Wealth Management platform, tools and techniques. Is responsible for offering HNI Customers a superior customer experience to enhance the profitability of the relationship by increasing the relationship size, cross selling the Private Banking/ Wealth Management services and deepening the relationship. Sr. RM is responsible to drive and supervise PBG Relationship Managers to enhance the profitability of Bank's Wealth portfolios. So that.. All Relationship Managers - manage the most profitable customers, exceed the set targets for income and portfolio quality and therefore, help the branch achieve its business objectives. The Team as a whole can work together by to fulfill their targets an help the Department to increase profitability from these relationships. Key Result / Responsibility Areas: - Acquiring new clients in the targeted HNI segment from outside the bank. Referrals generated from existing customers Leads generated by branch staff &amp; personal leads Databases - Regularly interact with the customer to build rapport and understand the profile. The profile should be captured and updated in the system (wherever applicable). This profiling should be used to set customer level objectives. - Basis the profile, a contact plan should be drawn and customer contacted. Contact report should be updated in system on timely basis. Incase there is an update in the profile of the customer, then the same should be updated. - Enhancing customer wallet size Ensuring that customers make us their primary bank - By managing his / her wealth - Knowing about where all the customer is currently banking and moving him to our Bank - Ensuring that customer scope is done and products targeted accordingly - Sales to family members and associates (all network) - Ensure that the Customer Group profitability is achieved Cross selling appropriate products to the customers and activating usage. - Retain the customer via the experience offered. - Identify existing branch customers who meet PBG criteria and flag them on the system to upgrade these customers under the PBG. Through eligible lists provided by Product from time to time Liaising with Preferred RM/ Imperia RM to flag eligible customers form Preferred portfolio/ Imperia Portfolio Other databases available with the RM Sales: (Acquiring, Enhancing, Deepening and Retention) - Offer Private Banking/ wealth management services through products like mutual funds, advice on direct equity, structured products, insurance, asset allocation, bonds and derivatives. - Managing relationships of super HNI clients, retaining &amp; enhancing advisory relationships. - Achieve sales targets in terms of income generated across all advisory products in slabs of 2crs, 1 cr and 0.5 cr. - Execute cross sell efforts as per focus of the bank at any given point in time. Increase size of relationship via: - Service the banking requirements of the super HNI clients. - Use profile sheet to track accounts and products with other bank and transfer the same - Know the customer's business to proactively provide financial solutions - Tracking customer transaction to identify where funds move to and acquire those a/cs also - Attrition control of customers - Deepen by cross selling - sticky products- . - Ensure quality of relationship while flagging. Should be capable of maintaining eligibility - To execute cross sell efforts as per focus of the bank at any given point in time. - Monitor large amount movements and account closure from the deposit accounts and ensure that customer does not attrite - Sales of various products like Investments, Credit Cards, Assets. - Disseminating product information Tracking and Monitoring Monitor the calls made by the RM to ensure : - The calls are as per the call plan agreed on at the beginning of the month - The RM is making sufficient number of calls in a day - The call covers the actionable that was decided in the group level planning - Agree on the future actionable for the group and document the same - The RM should update the profile of the customer in case any relevant information has been received during the call Joint Calls: - RBH should make at least 1 joint calls per week with the RMs to: - Demonstrate how to interact / cross sell to customers correctly - Gauge degree of customer interaction / quality - Develop rapport with customers managed by the RM - RBH to also contact High attrition customers as per the High Attrition calling model - Monitor RM performance on sales of various products Daily track RM Sales against plan set (monthly plan). Revise plan to incorporate shortfalls &amp; further planning with dead line. Supervise the RM on products to sell and do joint calls if required to help the RM achieve plans Staffing - Ensure that all RM portfolios are manned and recruitment of RMs with help of HR. - Ensure all joining formalities are completed by RMs. - Ensure that in case of handover, the process is followed correctly - Training Ensure all RMs have undergone basic training modules such as Swagat, RM Module, and Trade Finance Module. Ensure RMs go through the Branch Sales Portal frequently. Ensure RMs read the HNW Knowledge articles daily. This can be discussed at the daily meeting with the RM. - Certifications or ID Generations Ensure that all RMs have relevant RM code, CAMS code, Insurance LG code, Web approval ids generated. All RMs need to be AMFI certified. - Rewards and Recognition Ensure that the RMs understand the incentive structures &amp; highlight good performers in the weekly reviews. Share outstanding performance with the product teams so that the same can be shared with other RMs in the bank. - Managing Non Performers Identify the non performers &amp; the root cause for the non-performance. Identify the action points for correcting the root cause of the non-performance. Agree on the deadlines for the corrective actions at the end of each milestone. Provide close support to the person so that the non-performing person can complete the actions successfully. Do joint calls to demonstrate the right behaviour If the employee is not in a position to complete the actions in spite of all the support, discuss the same with the BM / CH / HR for further action. Customer Services - Offer Private Banking/ wealth management services through products like mutual funds, structured products, insurance, asset allocation, bonds and derivatives. - Managing relationships of super HNI clients &amp; retaining the relationships - To keep one self-updated on the financial markets and in advisory products / services in particular. - Service the banking requirements of the super HNI clients - Ensure quality customer service is delivered - Recording complaints as per the specified process - Resolving all complaints received from Private banking customers within the stipulated TAT- s - Ensure appropriate customer communication on closures &amp; copy of that to be filed. - Preventive complaint management - Asking for feedback from customers, who may not be complaining - Ensure proper handover of customers in case of transfer of portfolios Operations - Ensure certification of documentation required for opening and maintaining customer accounts - Error free documentation for all customer transactions. - Ensuring call documentation on the system. Supervision Received: Regional Head. Competencies: - Sales and Influencing Skills - Banking Product &amp; Process Knowledge - Planning and Organizing Skills - Communication - Knowledge of Competition &amp; Current trends in financial Industry. Certification: - AMFI Certification - NCFM Certification (Optional) - CAIIB - Internal Certification

Chennai

Coimbatore

Pune

Vijayawada

Relationship Manager/Senior Relationship Manager - Private Banking - Bank 

Job Description for Relationship Manager/Senior Relationship Manager - Private Banking - Bank  in SERCHE ASSURE PRIVATE LIMITED in  Chennai Coimbatore Goa Pune Vijayawada for (6-12) years of experience. Apply Now!