Relationship Manager Large Corporates

Job Code Cost Center

Job Title Relationship Manager Functional Title Relationship Manager Large Corporates

Grade Manager / Senior Manager / AVP Management Band Junior Management

Business Unit Large Corporates Division Relationship Management

Department Large Corporates Location Pan India

Reporting to SRM - Large Corporates No. of Direct Reports NA

SECTION II: 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.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Strategic/

Managerial

Responsibilities • N/A

Core

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.

SECTION IV: 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

SECTION V: KNOWLEDGE & EXPERIENCE

KNOWLEDGE

Minimum

Qualifications • Masters degree: CA/MBA/PGDM

Professional

Certifications • N/A

Language Skills • Written and spoken English is essential • Knowledge of local language in regional markets is beneficial

EXPERIENCE

Years of

Experience • A minimum of 0-5 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 manager’s role or prior experience as Credit Analyst in financial services industry with a zeal for relationship management

SECTION VI: COMPETENCIES & KEY PERFORMANCE INDICATORS

BEHAVIORAL COMPETENCIES

Core 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

Leadership

Competencies Competency Name On Behaviors • N/A • N/A • N/A • N/A • N/A • N/A

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

ROLE PROFILE DOCUMEN