Verified Job
Accounting - Finance
AVP Relationship Manager Strategic Relationships
Accounting - Finance
#320412
Remote / WFH
Job Description
Looking for a Relationship Manager in Strategic Relationships for Priority Sector Lending with an MNC Bank for Mumbai,
Job Purpose -
The position requires identification of appropriate partners, origination, on-boarding & managing the relationship with Financial Institutions and Ecosystem Partners to launch lending solutions through On-lending, Direct Assignment, Co-lending, Business Correspondent route. Managing client relationships, drive transactions and manage portfolio. Responsible for asset growth, revenue, portfolio performance.
Key Accountabilities:
Fulfill all responsibilities in relation to -
- Identify opportunities with potential Strategic Partners (Financial Institutions/Fintechs) and co-develop a value proposition to go to market for originating Retail & Micro loans,
- Agree a business plan with the partners and make them commit for delivery towards annual target
- Work internally with Stakeholders (Risk Management, Product, IT, Ops, Legal, Finance, Compliance, Marketing) to ensure that the proposition is launched on schedule and delivers the necessary results
- Be result oriented and be able to exert influence within and outside the organization.
- Manage key accounts to deliver the numbers committed as per the business plan and manage relationships with all the stakeholders including the Partner organization.
Job Duties & responsibilities :
Identification of potential partners
- Generate a list of suitable partners for DBS in the area of retail and micro loans
- Approach the partners and meet at appropriate level to initiate the partnership discussion and generate their interest
- Do initial due diligence on the potential partner to evaluate the appropriateness for the bank
- Prepare a business case and present to seniors for approval
- Conduct detailed due diligence on the selected partners and prepare proposal to obtain business and risk approval
- Prepare SOP for each partner and work with internal stakeholders (Risk Management, Product, IT, Ops, Legal, Finance, Compliance) to get approval on the proposed SOP
- Negotiate & close the partnership terms & commercials as per approval
- Work with Partner and internal legal team for closure & execution of partnership and transaction documentation
- Enhance the overall client coverage for set of clients
- Execution of BAU business opportunities
- Portfolio monitoring
- Maintain operational & strategic level contacts with clients
- Identification & execution of cross sell opportunities
- Keeping track of regulations and Industry trends.
- Scope out new business opportunities / markets through research and client interaction.
- MBA/CA with at least 8-10 years of banking experience within which at least last 5 years would have been in Financial Institutions relationship management
- Prior experience of forging partnerships in lending would be preferred
- Familiarity with retail loan products - Commercial Vehicle finance, LAP, Micro business loans.
- Ability to drive results in an unstructured environment.
- Analytical skills:
Education / Preferred Qualifications:
CA / MBA
Core Competencies:
Excellent interpersonal and communication skills
- Attention to detail, ability to quickly learn and adapt to new products/ regulations.
- Stakeholder management
- Solution oriented and positive attitude.
- Result oriented and be able to exert influence within and outside the organization
- Ability to work in an ambiguous environment
- Project Management skills
Technical Competencies:
- Ability to analyse financials and understand credit drivers in the FI segment
- Writing elegant and well reasoned product/credit appraisal notes
- Relevant Experience in the Banking Products
- Understanding of technology requirements for retail banking products
- Market and Competitive Knowledge
Job Purpose -
The position requires identification of appropriate partners, origination, on-boarding & managing the relationship with Financial Institutions and Ecosystem Partners to launch lending solutions through On-lending, Direct Assignment, Co-lending, Business Correspondent route. Managing client relationships, drive transactions and manage portfolio. Responsible for asset growth, revenue, portfolio performance.
Key Accountabilities:
Fulfill all responsibilities in relation to -
- Identify opportunities with potential Strategic Partners (Financial Institutions/Fintechs) and co-develop a value proposition to go to market for originating Retail & Micro loans,
- Agree a business plan with the partners and make them commit for delivery towards annual target
- Work internally with Stakeholders (Risk Management, Product, IT, Ops, Legal, Finance, Compliance, Marketing) to ensure that the proposition is launched on schedule and delivers the necessary results
- Be result oriented and be able to exert influence within and outside the organization.
- Manage key accounts to deliver the numbers committed as per the business plan and manage relationships with all the stakeholders including the Partner organization.
Job Duties & responsibilities :
Identification of potential partners
- Generate a list of suitable partners for DBS in the area of retail and micro loans
- Approach the partners and meet at appropriate level to initiate the partnership discussion and generate their interest
- Do initial due diligence on the potential partner to evaluate the appropriateness for the bank
- Prepare a business case and present to seniors for approval
- Conduct detailed due diligence on the selected partners and prepare proposal to obtain business and risk approval
- Prepare SOP for each partner and work with internal stakeholders (Risk Management, Product, IT, Ops, Legal, Finance, Compliance) to get approval on the proposed SOP
- Negotiate & close the partnership terms & commercials as per approval
- Work with Partner and internal legal team for closure & execution of partnership and transaction documentation
- Enhance the overall client coverage for set of clients
- Execution of BAU business opportunities
- Portfolio monitoring
- Maintain operational & strategic level contacts with clients
- Identification & execution of cross sell opportunities
- Keeping track of regulations and Industry trends.
- Scope out new business opportunities / markets through research and client interaction.
- MBA/CA with at least 8-10 years of banking experience within which at least last 5 years would have been in Financial Institutions relationship management
- Prior experience of forging partnerships in lending would be preferred
- Familiarity with retail loan products - Commercial Vehicle finance, LAP, Micro business loans.
- Ability to drive results in an unstructured environment.
- Analytical skills:
Education / Preferred Qualifications:
CA / MBA
Core Competencies:
Excellent interpersonal and communication skills
- Attention to detail, ability to quickly learn and adapt to new products/ regulations.
- Stakeholder management
- Solution oriented and positive attitude.
- Result oriented and be able to exert influence within and outside the organization
- Ability to work in an ambiguous environment
- Project Management skills
Technical Competencies:
- Ability to analyse financials and understand credit drivers in the FI segment
- Writing elegant and well reasoned product/credit appraisal notes
- Relevant Experience in the Banking Products
- Understanding of technology requirements for retail banking products
- Market and Competitive Knowledge
