Roles and Responsibilities
Job Purpose:
We seek a Relationship Manager to establish and maintain strong relationships with high net worth (HNW) customers, focusing on the Bank's Business Banking Group (BBG). This role involves building new asset relationships through various channels and managing a portfolio of BBG relationships, ensuring quality service to customers.
Business Development:
To achieve overall business targets for BBG customers in terms of volumes and profitability.
To regularly interact with branches for lead generation, updates on leads in CRM, ensuring conversions and following the complete lead conversion process.
Market scoping and identifying potential customers with wallet share for all BBG customers, along with product penetration and strategy for achievement under various initiatives jointly with branch banking teams.
RMs must follow the laid-down sales process, involving regular client calls for both existing and prospective clients, structured in a call report that is updated in CRM systems for future guidance and monitoring of accounts and assigning tasks leads to other departments.
Monthly review with various product groups and supervisors who support the RM's portfolio (plan vs. achievement) and cross-function teams to ensure better product penetration.
Improvement on yield for the bank so that the Portfolio has a strong Return on Capital at the RM portfolio level.
Documentation pre-disbursement (document collection, legal, TSR, valuation, etc.) and post-disbursement sign-off from customers, including deferral closure.
Ensuring cross-selling of complete liabilities, corporate salary accounts, other asset products, TPP to existing relationships and its raised group accounts.
Increasing the IPH and CTG to ensure revenue maximization.
Customer Relationship Management:
Relationship building with internal and external customers of the RM, client satisfaction, and taking care of all banking needs of the customer.
Preparation of customer profiling sheets and identifying cross-sell and revenue-increasing opportunities.
CAM preparation query resolution.
Client negotiation on rates and other issues relating to charges.
Daily servicing of customer cheque referrals, customer queries related to banking, issuance of cheque books, managing cash deposition/withdrawal issues, solvency certificates, trade Fx transactions, etc.
Making sure of high-level client satisfaction.
Coordinating with Internal and External Stakeholders:
Coordination with credit for CAM approval, deferral waiver/extension, and other customer requirements like buyers' credits, TODs.
Coordination with local Ops for disbursements, TOD limit setting, submission of Stock Statements.
Coordinating with the trade desk and customer for smooth LC/BG issuance and import/export payment, BG invocation, LC payment.
E-Net, CMS, and cross-selling of other such products.
Ensuring Compliance and Health Check of Portfolio:
Portfolio review and remedial management, including managing exits, line reductions, recovery, and restructuring of exposures, managing stress and critical accounts.
Ensuring completion of housekeeping pendencies, including CAM renewals, deferral closure, Call memos, stock statements, insurance renewals, plant visits, site visits, etc.
Follow-up and regularization of TODs.
High-value transaction reporting and tracking.
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