Relationship Manager IBG,Institutional Banking Group

Job Description

• Primary contact at CEO, Finance Director, and Treasurer level in the 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.
• Overall 10 years of experience in corporate banking & 5-7 years in a leadership or team management role.
• Proven track record in the corporate & commercial banking
• Sound Understanding of credit proposals
• Knowledge of competitors and market place
• An MBA or CA with relevant number of years of experience in banking and specifically in retail banking is preferable.
• 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
• 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.
• 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
• We offer a competitive salary and benefits package and the professional advantages of a dynamic environment that supports your development and recognises your achievements.

Keyskills :
marketingpersonal roequality product promotionproblem solving presentationmapping envir