Business Banking Relationship Manager Working Capital

Job Purpose:

Responsible for acquiring new asset relationships, managing a portfolio of 3040 BBG clients, ensuring high service quality, and driving cross-sell opportunities across the mapped geography. The role demands strong business development, relationship management, and internal coordination to meet business and profitability targets.

Key Responsibilities:

1. Business Development & Acquisition

• Acquire new business banking asset relationships through various sourcing channels including branches, leads, and market mapping.
• Achieve volume and profitability targets through customer acquisition and deepening existing relationships.
• Actively work with branch teams to generate and convert leads; update lead status in CRM and follow defined sales processes.
• Identify wallet share and cross-sell opportunities for liabilities, salary accounts, insurance, and investment products.
• Ensure strong return on capital and improved portfolio yield.

2. Relationship Management

• Maintain and strengthen long-term relationships with BBG customers and their associated entities.
• Resolve customer issues related to trade, foreign exchange, asset servicing, and daily banking transactions.
• Conduct regular client visits and maintain structured call memos in CRM for effective tracking.
• Enhance income per household (IPH) and customer-to-group (CTG) metrics.

3. Credit, Documentation & Disbursement

• Coordinate with credit teams for CAM preparation, approvals, and query resolutions.
• Oversee documentation and ensure timely deferral closure, legal and technical report tracking, and post-disbursement compliance.
• Negotiate terms and pricing with clients while ensuring risk-return alignment.

4. Cross-Functional Coordination

• Liaise with internal stakeholders: Credit, Ops, Trade Desk, Treasury, CMS, E-Net, and Salary teams for seamless transaction processing and customer servicing.
• Collaborate with other product teams to improve product penetration and customer satisfaction.

5. Compliance & Portfolio Health

• Monitor and maintain portfolio health through regular reviews, housekeeping, and timely renewals of facilities.
• Manage stress accounts proactively and implement appropriate exit, restructuring, or recovery strategies.
• Ensure compliance with KYC, AML, and internal risk guidelines.

Educational Qualifications:

• Post-Graduate in Finance / Business Management

  or

  Chartered Accountant

Experience:

• Minimum 23 years

  of experience in

  Working Capital / BBG sales and service

  in a Private Sector Bank

Key Skills:

• Strong Financial and Balance Sheet Analysis
• Sales, Influencing & Negotiation Skills
• Deep Knowledge of Banking Products and SME Segment
• Strong Communication & Relationship Management
• Problem-Solving & Analytical Thinking
• Knowledge of Regulatory Norms and Banking Compliance

Major Stakeholders:

• Customers & Promoters
• Credit Underwriting Teams
• Branch Banking Teams
• Operations & Disbursement Units
• Legal & Compliance
• Treasury, Salary, and CMS Teams
• Product & Insurance Teams (Life/General)
• Trade & Forex Desk
• Retail Assets and Credit Card Teams