Yes Bank - Relationship Manager - Large Corporate

ROLE SUMMARY

The role holder is responsible for assisting Senior Relationship Manager in increasing sales and revenue through management of new and existing clients by selling /cross-selling wholesale banking products and services to large corporate clients.

KEY RESPONSIBILITIES/ ACCOUNTABILITIES:

Responsibilities:

- Market Assessment and Business Development

- Conducts market research to understand consumers, competition and current market conditions to help identify new business opportunities.

- Participates as and when required in meetings with key customers, promoters, prospective customers to understand customer needs and use that information to propose possible solutions.

- Works towards maintaining and enhancing relationships with key customer accounts and prospective customers to ensure business continuity and growth.

- Leverages opportunities to manage complex relationships independently, under the overall supervision of Senior Relationship Managers/Team Leaders.

- Revenue Generation

- Identifies new sales opportunities and leveraging a knowledge sector driven relationship approach to enhance sales and revenue generation through new and existing customers for achievement of established targets and objectives.

- Targets product/ industry specific business opportunities leading to achievement of the budget and ensures seamless coordination between customer & relationship manager.

- Portfolio Management and Deal Structuring

- Works independently and under the supervision of Senior Relationship Managers/Team leaders in structuring and restructuring of deals to ensure they effectively address the clients financial requirement.

- Conducts research and collates necessary data for preparing credit proposals in line with customer requirements.

- Coordinates with CAD and other relevant stakeholders to ensure proposals/ approvals are approved and followed up in an efficient and timely manner.

- Credit Appraisal

- Credit Assessment and CAM preparation through detailed analysis

- Works in close coordination with key stakeholders from Risk Management to ensure adherence to established credit guidelines.

- Documentation and Compliance

- Completes all documentation and CRM updation to ensure adherence to established guidelines and maintenance of highest quality standards of documentation, client communication, process compliance.

- Works in close coordination with relevant BUs to ensure smooth and quick turnaround of transactions as and when required.

Self- Management:

Responsibilities:

- Defines performance goals at the start of the year in discussion with the reporting manager and ensures that the goals are monitored and achieved during the course of the year.

- Takes ownership of his/her own learning agenda by identifying development needs in consultation with the reporting manager and working towards bridging the gaps through various means which go beyond just training.

- Understands the competencies relevant to his/her role and works towards displaying as well as developing these effectively.

- Keeps abreast of relevant professional/industry developments, new techniques and current issues through continued education and professional networks.

Risk and Internal Control:

Responsibilities:

- Follows risk policy and processes to mitigate the operational, regulatory, financial, informational, reputational and audit risks as instructed by departmental manager.

- Executes the established internal control systems and compiles the relevant information for departmental audits, as necessary.

KEY INTERACTIONS

Key Internal:

Interactions : Purpose of Interaction

Risk Management : For coordinating on aspects related to risk management in various deals on a monthly basis to ensure adherence to risk and regulatory framework/ guidelines

CMS : For coordinating on all technology related aspects related to client interface

CAD : For coordinating the issue of FL and understanding the changes needed in CAM

TBG :For ensuring that customer have smooth transaction experience

Key External:

Interactions :Purpose of Interaction

Customers :For building and maintaining relationships, seek out new business opportunities and understanding the financial needs of the customer to provide suitable solutions

KNOWLEDGE & EXPERIENCE

KNOWLEDGE:

- Minimum Qualifications Masters degree: CA/MBA/PGDM

Language Skills : Written and spoken English is essential

- Knowledge of local language in regional markets is beneficial

EXPERIENCE:

- Years of Experience : A minimum of 2-8 years of relevant experience with at least 0-3 years in a similar role

- Nature of Experience : Prior experience in BFSI sector/General industry in Relationship managers role or prior experience as Credit Analyst in financial services industry with a zeal for relationship management

COMPETENCIES & KEY PERFORMANCE INDICATORS

BEHAVIORAL COMPETENCIES

Competencies Competency Name Behaviors:

- Customer Focus

- Listens to and demonstrates an understanding of customers stated and unstated needs

- Delivers customer value through timely and quality execution of tailored customer solutions

- Develops an understanding of problems and employs existing or new methods to find solutions

- Professional Entrepreneurship

- Takes proactive and constructive action at work with little or no direction from others

- Displays responsibilities for problems, initiatives and tasks that lie within the domain of own role

- Drive for Results

- Seeks to understand the rationale for key decisions and understands implication for own role / action

- Displays a sense of urgency to deliver outcomes as per stated timelines

- Reacts to challenges by displaying optimistic demeanor

- Influence and Impact

- Uses simple persuasion techniques to achieve the desired result / action / commitment from others

- Responds to stated requirements of internal / external stakeholders by keeping a solution oriented mindset

- Quality Focus

- Ensures adherence to quality standards in work / service delivery, identifies opportunity for improvement in routine course of work

- Adherence to laid down system and procedures and identifies opportunities to enhance efficiency in own sphere of work through incremental improvement

TECHNICAL COMPETENCIES:

Technical Competencies:

- Strong communication skills (Written and verbal)

- Ability to penetrate markets, generate new to bank customers and enhance existing relationships

- Knowledge of designated products such as Asset Business, Savings Account, Current Account, Term Deposit etc.

- Ability to understand customer behavior