Hiring For Relationship Manager

Job Description

Job Profile :Relationship Manager(HNI , Wealth Management )Overall Goal

• Managing high Net worth customers and providing them best in class banking services. Ensuring we are the primary bankers for the customer
• New acquisition of customers to portfolio / deepening their banking relationship with us and offering them with various products of our bank.
• Enhancement of the relationship by cross-selling products and services as per the profile & need of the customers
• Retention of the customers by providing the best possible services and being the dedicated point of contact for these customers

Key Result / Responsibility AreasSales (Acquiring, Enhancing, Deepening and Retention)

• Acquire new customers who meet product criteria and flag them on the system
• Referrals generated from existing customers
• Leads generated by branch staff & personal leads
• Internal bank databases
• Increase liabilities size of relationship via
• Balances in a/cs of existing customer
• Acquire all related ids of the Primary id and send racing /deracing request on Web-based system for flagging and grouping.
• Use FD maturity reports/event based trigger s to track maturity of HDFC FDs and prevent outflow
• Use updated wallet share data in CRM Next to track FDs in other banks and divert them into HDFC on maturity
• Use updated Wallet share Data in CRM Next to track accounts and products with other bank and transfer the same
• Know the customer s business to proactively provide financial solutions
• Utilizing the sales resources (BDR or COEX or Asset Coordinator) for optimal sales support
• Penetration of products across family groups.
• Sales across all product segments-TPP, Assets, Trade Forex, Cards etc and new products.
• Promotion of digital platforms like net banking / mobile banking / Pay Zapp / Chillr / Smart Buy etc to customers
• Meet customer engagement process as per guidelines laid down. i.e. Contacts Benchmark- 100 % of active groups to be contacted every month.
• Personal Visit Benchmark - 100 % of active groups to be met atleast once in rolling 3 months i.e., 33.33 % unique visits per month.

Portfolio Management

• Identify existing/new customers who meet Preferred product criteria and flag them on the system and upgrade these customers under the Preferred programme in line with the Preferred grouping criteria
• Liaising with PB to flag eligible customers from Classic portfolio
• Identifying customers through Large Transaction reports (LTR)
• GMs or VPs of all Cat A companies and CSRM salary account companies which meet programme criteria and have future potential
• Taking referral from satisfied customers.
• Ensure that individual customers are grouped and Customer To Group (CTG) Ratio is maintained on the portfolio
• By grouping them with their family members who already hold accounts with us
• By grouping them with their family members post selling liability products to the family members, if they do not have bankingrelationship with us
• Ensure that optimal levels of Income generating Product Group Holding (IPGH) is reached
• Ensure that within each customer group a minimum number of stipulated Income Generating products are sold
• Ensure that the Customer Group profitability is achieved
• Manage Band 1 and 2 customers and ensure that they are moved to Band 3 and above
• Ensure that atleast one income product is sold to each Preferred group in the year
• Ensure minimum productivity of 4 income per day
• Maximum customer s transaction to be done online across customers / groups.
• Portfolio Values to grow gradually - CA, SA & TD
• Call Planning basis APT, Call Plan. Pre & Post Sales Planning
• Sales Kit comprise of Forms / Fact sheets / Recommendations to ensure Instant close of sales
• Tracking of all products leads till end result not justified.
• Customer interactions are duly updated on CRM Next
• Any other job / task assigned by supervisor from time to time.
• Profile changes (if any) are duly updated in CRM Next
• Customer account must be updated with current contact details.
• Enhancing customer wallet size

Desired Candidate ProfilePerks and Benefits,

Keyskills :
post salescustomer engagementwealth managementcustomer relationsinsurancecross sellingidsfactcardsfact sheetsnetbankingmobile bankingliability productsmarketingfdsaptpayforexsales