Senior Relationship Manager

Market Assessment and Business Development

• Conducts market research to identify, initiate, establish and develop long term business relationships with the objective of meeting business and revenue objectives.
• Conducts periodic meetings with key customers, promoters, prospective customers to ensure business continuity and growth and expanding share of wallet from key clients.
• Conducts proactive business development activities from new & existing clients, through strategic penetration into identified market/sectors across the entire portfolio spectrum.
  

Relationship Management

• Identifies and acquires new client relationships by understanding the customers financial needs and provides suitable solutions in terms of providing bank products and services.
• Manages the client relationships by handling activities ranging from identifying clients’ financial needs, advising, structuring the deal, preparing the terms and conditions and closing the deal.
  

Portfolio Management and Deal Structuring

• Works in close coordination with Regional Segment Head / Team Leaders as and when required in structuring and restructuring of deals to ensure they effectively address the clients’ financial requirement.
• Works in close coordination with Team Leaders in management of various portfolios to ensure proper understanding of customer needs and ensure their financial needs are addressed.
  

Revenue Generation

• Drives his/her team to ensure regional objective in terms of earnings, assets, liabilities, credit quality etc. as per agreed budgets / targets from client relationship across all product groups.
• Drives sales and key business operations to ensure effective management of profit and loss account of Corporate Banking at a regional level in line with the overall business objectives.
• Targets specific business opportunities leading to achievement of the budget and ensures seamless coordination between customer & relationship manager.
  

Credit Appraisal

• Participates in appraisal of proposals involving detailed analysis of Income Statement, Balance Sheet, Financial Ratios, Cash Flows, Management Risk, Industry Risk, economic conditions to ensure complete adherence to risk and regulatory guidelines.
• Works in close coordination with Team Leaders in assessment of business, financial & economic risks and opportunities, and maximizing potential to cross sell products in consultation with other key stakeholders.
• Drives the implementation of program designed to evaluate risk, assess opportunities, and maximize potential to cross sell products to ensure the Bank’s relationship strategy is in line with the Portfolio and Industry quality.
  

Documentation and Compliance

• Monitors all deals 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.
• Monitors and enables the achievement of goals and key performance indicators for direct reports and ensures effective implementation of the performance management process in the section.
• Develops talent within the team by providing guidance, ongoing feedback, coaching and development opportunities to individuals to enable achievement of the defined goals.
• Implements the risk policies and processes (operational, regulatory, financial, informational, reputational and audit risks), ensuring that that these meet regulatory and internal requirements.
• Implements the internal control systems in the department and participates in the departmental audits.
• Implements practices to bridge gaps identified during departmental audits.
  

Market Assessment and Business Development

• Conducts market research to identify, initiate, establish and develop long term business relationships with the objective of meeting business and revenue objectives.
• Conducts periodic meetings with key customers, promoters, prospective customers to ensure business continuity and growth and expanding share of wallet from key clients.
• Conducts proactive business development activities from new & existing clients, through strategic penetration into identified market/sectors across the entire portfolio spectrum.
  

Relationship Management

• Identifies and acquires new client relationships by understanding the customers financial needs and provides suitable solutions in terms of providing bank products and services.
• Manages the client relationships by handling activities ranging from identifying clients’ financial needs, advising, structuring the deal, preparing the terms and conditions and closing the deal.
  

Portfolio Management and Deal Structuring

• Works in close coordination with Regional Segment Head / Team Leaders as and when required in structuring and restructuring of deals to ensure they effectively address the clients’ financial requirement.
• Works in close coordination with Team Leaders in management of various portfolios to ensure proper understanding of customer needs and ensure their financial needs are addressed.
  

Revenue Generation

• Drives his/her team to ensure regional objective in terms of earnings, assets, liabilities, credit quality etc. as per agreed budgets / targets from client relationship across all product groups.
• Drives sales and key business operations to ensure effective management of profit and loss account of Corporate Banking at a regional level in line with the overall business objectives.
• Targets specific business opportunities leading to achievement of the budget and ensures seamless coordination between customer & relationship manager.
  

Credit Appraisal

• Participates in appraisal of proposals involving detailed analysis of Income Statement, Balance Sheet, Financial Ratios, Cash Flows, Management Risk, Industry Risk, economic conditions to ensure complete adherence to risk and regulatory guidelines.
• Works in close coordination with Team Leaders in assessment of business, financial & economic risks and opportunities, and maximizing potential to cross sell products in consultation with other key stakeholders.
• Drives the implementation of program designed to evaluate risk, assess opportunities, and maximize potential to cross sell products to ensure the Bank’s relationship strategy is in line with the Portfolio and Industry quality.
  

Documentation and Compliance

• Monitors all deals 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.
• Monitors and enables the achievement of goals and key performance indicators for direct reports and ensures effective implementation of the performance management process in the section.
• Develops talent within the team by providing guidance, ongoing feedback, coaching and development opportunities to individuals to enable achievement of the defined goals.
• Implements the risk policies and processes (operational, regulatory, financial, informational, reputational and audit risks), ensuring that that these meet regulatory and internal requirements.
• Implements the internal control systems in the department and participates in the departmental audits.
• Implements practices to bridge gaps identified during departmental audits.