Relationship Manager

Position Title: Relationship Manager Asset

Department: SME,India, IBG4

Rank : Officer/Analyst/Associate

Reports To: Zonal CPS Team Leader Assets

Job Purpose :

• To acquire and build a we'll diversified portfolio within the IBG 4 segment. The portfolio should provide revenue from diversified sources such as assets, trade, cash, treasury, fees etc and the portfolio should lead to a healthy income with an acceptable risk to the bank.
• The Relationship Manager is expected to deliver these results in accordance with the lending guidelines prescribed by the bank

Key Accountabilities :

• Source New to Bank Asset relationships within IBG 4 Segment up to T/O of 100 Crore, aligned to Bank Lending Policy
• Ensure a good Net Interest Income as we'll as fee across the portfolio and also ensure regular revenue streams through Cross Sell of Trade, Liabilities, Cash, Treasury, Fee, etc
• Play an instrumental role in increasing the Profitability of the Branch.
• Ensure proper monitoring of Portfolio and maintaining the delinquencies at NIL.
• Implement & execute IBG4 business strategy to increase market share & to achieve targets consistent with IBG4 Topline and Bottom line targets with focus on a diversified portfolio and reduce concentration risk in the portfolio.
• Build DBS Brand Value and enhance network in the location by various marketing activities, collaborations and events.
• To comply with the Bank s process & policies and ensure positive ratings during all Country / Group audits

Job Duties & responsibilities :

• Source New to Bank Asset relationships within IBG 4 Segment up to T/O of 100 Crore, aligned to Bank Lending Policy and also ensure sanction and disbursement of the same, in liaison with Customer, Risk and Operations team.
• Cross Sell of Liability, Trade, Cash and Treasury Product actively.
• To achieve the individual Budgeted revenues through all product parameters
• Conduct Proper Due diligence while on-boarding New Asset Relationships.
• On board clients with a clear account plan highlighting the revenue potential, risks and mitigants.
• Increase the wallet share with the customer by constantly exploring opportunities to cross sell other products offered by the bank.
• Constant Monitoring of the Portfolio and ensure Timely Renewals. Provide regular feedback to the credit and portfolio team about various developments in the client s business. Work closely with the monitoring team for early warning signals and take appropriate actions as identified
• Thorough monitoring of accounts sourced and keep track on customer s business and report any early warning signals.
• Ensure Timely Renewals of Accounts.
• Ensure that the covenants and conditions prescribed by the credit team are consistently met.
• Adherence to strict KYC/AML requirements.
• MIS to be provided to the central team for further reporting, within the stipulated guidelines.
• Timely Completion of Learning Programs as assigned by DBS for time to time
• To comply with the Bank s process & policies.
• To be in touch with local business stakeholders including existing, prospective clients, market leaders, CA s, Influencer s and Industry association to be updated on the current market practice and local intelligence.
• To be responsible for submitting any material information around business Opportunities and Industry/Customer Risk, same shall be reported to the senior functional management at regular interval.

Required Experience :

• Overall 3- 5 years of experience in sales.
• 2 years of sales experience in SME/Business Banking Lending.
• Proven sales track record in asset business in the SME/Business Banking segment.
• Knowledge of competitors and marketplace
• Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred

Education / Preferred Qualifications :

• Bachelors in finance / Economics/Commerce or MBA or CA

Core Competencies :

• Excellent Communication & Listening Skills, Good Sales & Negotiation Skills

Technical Competencies :

• Working Capital Finance Knowledge

Work Relationship :

• Manager / Direct Report

DBS India - Culture & Behaviors :

DBS is committed to building a culture where all employees are valued, respected and their opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working, and opportunities to grow within an inclusive and diverse environment. Expected value driven behaviors are:

• Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions
• Ensure Customer Focus by Delighting Customers & Reduce Complaints
• Build Pride and Passion to Protect, Maintain and Enhance DBS Reputation
• Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
• Maintain the Highest Standards of Honesty and Integrity.