Relationship Manager-IBG-Gift City

Business Function
Institutional Banking Group provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans and foreign exchange. The Relationship Manager will be responsible for selling these products and services to existing and new customers.

Job Purpose
To manage and sustain a portfolio of Corporate customers, building long term 
relationships founded on efficient and reliable support for their business. To work with product groups and other colleagues both in India and overseas to build our Local 
large corporate client base, and enhance wallet share from both new and existing 
customers.
Risk assessment of facility clients in the form of continuous monitoring (writing 
memos, working through the approval process and working with RMG, Operations, 
product groups etc to ensure seamless delivery to the client).
Perform KYC for NTB clients and support CIF creation/account opening. Perform Re-KYC/periodic reviews for existing clients.

Key Requirements

Key Accountabilities 
Relationship Manager responsible for a portfolio of corporate clients. Manage 
relationships through constant interaction & account mapping at varied levels in client organizations, while ensuring a risk-adjusted portfolio contribution
Determine the products that are most effective in meeting customer’s needs and be 
able to sell these both reactively and proactively. Customize, adapt & develop new 
products to increase profitability, reduce costs & ease operational bottlenecks.
Implement & execute IBG business strategy to increase market share & to achieve 
targets consistent with IBG’s revenue, ROE & Cost / Income ratio targets. Cross sell 
other products of the bank including cash, treasury, trade & others. 
Ensure the highest customer retention & increase in wallet share by constantly 
monitoring customer satisfaction levels through detailed MIS & tracking of operations  & complaints. Ensure all regulatory reporting & compliances are enforced. Also ensure assistance to external & internal audits
Develop the DBS brand in the region. Research different identified & appropriate 
market segments including analysis of key requirements for each segment. Build and 
develop a high performing team through embedding performance development and 
coaching. Create an empowering environment for the team, encouraging individual 
ownership and initiative. Ensure coaching and feedback in order to achieve their 
maximum potential. Make reward decisions within set guidelines.

Job Duties & Responsibilities
Primary contact at CEO, Finance Director, and Treasurer level in Corporates 
controlling offices, discussing inter alia customer needs, service reviews, and credit 
risk issues. 
Advises and debates how business finances could be structured in the short-term and 
medium/long term.
Grow the team’s portfolio profitability by identifying new and existing customer 
potential including sales opportunities and new product promotion initiatives.
Control and quality of the portfolio, using available triggers and adherence to Risk 
management guidelines and policies.
Formulate business development strategies and objectives to meet changing market 
needs. 
Develop prioritized target list & structured client calling plans in place and formulate 
client action plans.
Monitor conformance of team using new relationship development procedures.
Monitor results of customer surveys against target service quality standards.
Monitor levels of complaints and quality of handling.
Proactively researches competitive threats/opportunities within the team’s market and geographical area.
Ensure that quality proposals are submitted to the credit chain
Communicates all key messages to customers including agreed service standards, 
negotiated pricing, relationship team contact points (including introductions to new 
personnel) and new product changes.
Keep customers advised on the expected ‘delivery date’ for product/credit applications.
Monitors and ensures adherence to risk service standards
Develops and maintains a detailed knowledge of industry sectors within the customer 
portfolio.
Control and manage the risk profile for the overall Team portfolio.
Manages performance of the team against key financial (risk-adjusted contribution) 
sales, service and operational targets.
Manage segmentation of the portfolio.
Develop Customer Relationship Plans for customers in portfolio.

Required Experience
Overall 5-7 years of experience in corporate banking experience managing corporates.
Proven track record in the corporate & commercial banking
Sound understanding of products
Sound Understanding of credit proposals
Knowledge of competitors and market place

Education / Preferred Qualifications
An MBA or CA with relevant number of years of experience in banking is preferable.
Core Competencies
Strong selling and negotiation skills
Excellent diagnostic skills and rigorous approach to problem solving
Excellent communication skills at all levels
Excellent comprehension skills to understand and interpret industry data and 
economic trends
Sound financial counseling skills
Strong credit risk analysis skills
Strong formal presentation skills to gain acceptance to solutions, both internally and 
externally
Team creation and co-ordination skills to mobilize and manage product specialists
Proven leadership experience in leading & managing sales.
Ability to think creatively and identify innovative solutions.
Technical Competencies
Sound understanding corporate & commercial banking, products, credit proposals & 
approval processes, internal guidelines & policies.
Understanding of regulatory guidelines on banking policies issued by RBI (local 
regulations in India) and local laws and regulations that impact businesses in general. 
Understanding of KYC requirements & Anti-money Laundering Policies are critical.
Knowledge of financial markets and products to assist in meaningful dialogue with 
clients
Financial Analysis and research capabilities. Evaluation of credit risks involved in 
credit proposals.

Work Relationship
Working relationship with RM’s / Sales in CBG / CMS/ GTS to maximize opportunities 
and cross sell of products.
Important and constant relationship with credit both in developing new products for 
IBG1 customers and maintaining the quality of the accounts portfolio.
Close working relationship with internal support/ product functions such as 
Operations, Product Owners (eg T&M, Custody, GTS); Credit Risk & CCU for 
approval of credit lines, legal & compliance for regulatory & compliance issues etc.
Working relationship with operations to ensure smooth delivery to the customer.

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