Corporate Relations Manager

ROLES AND RESPONSIBILITIES

As the coverage in-charge for the allocated territory:

• Onboard corporate clients (importers and exporters) who issue/receive Letters of Credit (LC) onto the 360tf platform.
• Ensure consistent monthly lead generation from onboarded clients.
• Support the development and growth of other products and revenue streams.
• Generate corporate leads and refer them to 360tf Bank Relationship Managers (RMs).
• Engage with industry bodies, associations, and export/import councils for corporate lead generation and strategic partnerships.
• Provide monthly updates on current and emerging competitors, along with market intelligence (covering banks and other fintech companies).
• Act as a catalyst for creating and upholding an ethical environment, both internally and externally.

DETAILED DESCRIPTION

Client Relationship Management

• Understand client needs and offer appropriate subscription plans.
• Lead pitches, review and negotiate deals with major clients.
• Achieve the optimal mix of subscription plans each month by acquiring corporates under Silver, Gold, Platinum, and Unlimited tiers.
• Follow up promptly on leads generated through digital marketing and provide actionable feedback for improvement.
• Action all customer leads within two days of generation. Ensure follow-ups are conducted at least every three days.
• Continuously identify, onboard, and coordinate with referral partners to meet sales objectives.
• Register with industry bodies and Chambers of Commerce.
• Maintain detailed account plans for all key clients.
• Keep all client documentation up to date and organized.
• Ensure timely invoicing and collection of client payments. Follow up and escalate overdue payments as needed.
• Assist 360tf Bank Coverage RMs in facilitating KYC processes for onboarded corporate clients.
• Ensure compliance with all local regulatory requirements in transaction processing.

Promotion / Branding

• Sponsor customer events within the allocated territory.
• Advertise in relevant industry publications or magazines.
• Contribute creatively to enhance the brand image through digital platforms.
• Act as a brand ambassador by promoting the company via social media.
• Actively participate in 2 to 3 trade events per quarter.

Day-to-Day Activities

• Provide feedback for platform development based on client input.
• Guide and contribute to the development of Value Added Services (VAS).
• Complete call reports, update sales pipelines, and perform activities necessary to achieve KPIs and business targets.
• Provide inputs for timely and accurate reporting.
• Share best practices and contribute to team learning and success transfer.
• Demonstrate appropriate professional behavior and uphold Nimai values. Be a flag bearer of the Nimai brand.
• Actively participate in the daily brainstorming morning call at 8:30 AM GST.

Customer Relationship Matrix

• Very Large Conglomerates: Engage with division-wise Finance, Treasury, or Trade teams.
• Large Corporates: Engage with the Treasury/Finance Head or CFO.
• Mid-Market Clients: Engage with the CFO or Treasury Head.
• SMEs: Engage with the CFO or Promoter.

STAKEHOLDER MANAGEMENT

Key Internal Relationships:

• Partners
• Group and Divisional Executives
• Various internal committees

Key External Relationships:

• Clients
• Local banks
• Regulatory bodies
• Referral partners

EDUCATIONAL REQUIREMENTS

• A Postgraduate degree from a reputed institution.
• In-depth knowledge of Trade Finance.
• IT-related knowledge or qualifications are an added advantage.

SKILLS / COMPETENCY REQUIREMENTS

• Proven sales experience with a track record of meeting and exceeding targets.
• Ability to drive the sales process from planning to execution.
• Strong understanding of local and relevant regulatory requirements.
• Ability to articulate product features and value propositions effectively.
• Skill in positioning products competitively in the market.
• Excellent listening, negotiation, and presentation skills.
• Strong verbal and written communication abilities.
• Sound knowledge of the dynamics of the allocated market.

EXPERIENCE

• Prior sales experience, especially in the financial services industry, is highly preferred.
• Go-getter freshers with a passion for sales will be considered.
• Exposure to trade finance products is mandatory.