Business Banking Relationship Manager

Classification - Internal
Job Name : Relationship Manager - Business Banking Working Capital (RM-BBWC)
Job Purpose
Acquisition of new asset relationships through various channels and managing a portfolio of 30-40 BBG relationships depending on the geography covered and the branches mapped to the RM and maintain HNW
relationship management of the BBG customers in order to provide quality service to the customers.
Job Responsibilities(JR) : 6 8 Actionable (4-6) Areas
Business Development 1. To achieve overall business targets on volumes and
profitability for BBG customers.
2. To regularly interact with the branches for lead generation for BBG,
updates on the leads in CRM, ensuring conversions and following
complete lead conversion process.
3. Market scoping and identifying the potential customers with wallet
share for all BBG customers and product penetration and strategy
for achievement under various initiatives jointly with branch banking
team.
4. RMs have to follow the laid down sales process which
involves updation of the regular client calls for both existing
and prospective clients. These calls should be done in a
structured manner either individually or with support
groups, branches or supervisors.
5. These calls should be updated in the CRM systems for future
guidance and monitoring of accounts and also to assign
tasks & leads to other departments.
6. Monthly review to be done with various product groups and
supervisors who support the RMs portfolio (plan Vs
achievement) and other cross function teams to ensure
better product penetration.
7. Improvement on yield for the Bank so that the Portfolio has
a strong Return on capital at RM portfolio level.
8.
9. Documentation pre-disbursement (Doc collection, legal & TSR,
Valuation etc.) and post disbursement sign off from customers,
including deferral closure
10. Ensuring cross selling of complete liabilities, corporate salary
accounts, other asset products, TPP to the existing Relationships
and its raised group accounts.
11. Increasing the IPH and CTG to ensure revenue maximization.
Customer relationship
management 1. Relationship building with both internal and external
customer of the RM. Client satisfaction and taking care of
all banking needs of the customer.
2. Preparation of customer profiling sheet and identifying cross sell
and revenue increasing opportunities
3. CAM Preparation & query resolutionClassification - Internal

Classification - Internal
4. Customer negotiation on rates and other issues relating to charges.
5. Daily servicing of customer w.r.t. Cheque referrals, customer
queries related to Banking, Issuance of Cheque books, managing
cash deposition / withdrawal issues, solvency certificates, trade &
Fx transaction, etc.
6. To make sure high level of client satisfaction.
7.
Coordinating with internal and 1. Co-ordination with credit for CAM approval, deferral waiver /
external stakeholders extension & other customer requirements like Buyers credit, TOD’s
2. Co-ordination with local Ops for disbursements, TOD limit setting,
submission of Stock Statement.
Ensuring Compliance and
Health check of portfolio 3. Coordinating with trade desk and customer for smooth LC/BG
issuance, and for import / export payment, BG invocation, LC
payment
4. E-Net, CMS and cross sell of other such products.
1. Portfolio review and remedial management which includes
managing exits, line reductions, recovery and restructuring
of exposures. Management of stress and critical accounts.
2. Also ensuring completion of Housekeeping pendencies including
CAM renewals, deferral closure, Call memos, stock statements,
insurance renewals, Plant visit, Site visit etc.
3. Follow-up and regularization of TOD’s
4. High value transaction reporting and tracking.Educational Qualifications Key Skills
• Post Graduate in Finance or Chartered
Accountant • Strong understanding of Financials and Balance
sheets
• Strong Relationship Management skills
• Sales and Influencing Skills
• Strong Analytical ability
• Good Interpersonal and Negotiation skills
• Understanding of the Banking Industry
• Understanding of the SME sectorMajor Stakeholders (intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)
• Customers
• Credit underwriting team
• Branch Banking Team
• Operations
• Treasury
• Salary Team
• Private Banking Group
• Legal & Audit
Classification - Internal

Classification - Internal
• Lawyers and Valuers • BIU (Finance)
• Retail Assets (Auto Loan, Home Loan)
• Credit Cards, Digital teams for Payzapp, E-net, TON etc.
• Insurance , General and Life
Classification - Internal