Commercial Banking Group (CBG) Relationship Manager:

Role Purpose:

The CBG Relationship Manager is responsible for acquiring, managing, and growing a portfolio of commercial banking relationships through effective customer acquisition, balance build-up, transaction banking, forex business generation, insurance cross-sell, and digital adoption. The role focuses on achieving business growth while ensuring compliance, customer satisfaction, and relationship deepening.

Key Responsibilities:

1. Current Account Acquisition & Balance Growth

- Drive acquisition of high-value Current Accounts (CA) from Existing-to-Bank (ETB) and New-to-Bank (NTB) customers.
- Achieve ETB CA CDAB and NTB CA CDAB targets.
- Build sustainable CASA balances through proactive client engagement.
- Identify and prospect businesses with strong operating account potential.

2. Deposit Mobilization

- Grow Total MDAB (Monthly Daily Average Balance) across the portfolio.
- Increase ETB MDAB through relationship deepening and wallet share enhancement.
- Generate NTB MDAB through new customer acquisition and activation.
- Drive operating account balances and transaction-led deposits.

3. Forex & Trade Business Development

- Generate Forex Income through import, export, and remittance transactions.
- Increase forex transaction volume and wallet share from existing customers.
- Source and cross-sell trade finance products including:

- Letters of Credit (LC)

- Bank Guarantees (BG)

- Export Credit

- Import Finance

- Trade Remittances
- Achieve Trade Commission and Forex Income targets.

4. Insurance Cross-Sell

- Drive Life Insurance (LI) sales through identified customer opportunities.
- Generate General Insurance (GI) business from portfolio customers.
- Ensure achievement of assigned insurance revenue targets.
- Maintain compliance with regulatory and policy requirements.

5.



Digital Banking Adoption

- Drive Digital Penetration and Integration among customers.
- Promote digital banking platforms and transaction banking solutions.
- Increase usage of digital channels, payment solutions, and cash management products.
- Support customers in onboarding and adoption of bank digital services.

6. Relationship Management

- Manage a portfolio of commercial banking customers.
- Conduct regular customer meetings and business reviews.
- Identify opportunities for liability, transaction banking, trade, forex, and fee income growth.
- Ensure high customer satisfaction and retention.

7. Risk & Compliance

- Adhere to all regulatory, KYC, AML, FEMA, and internal compliance guidelines.
- Ensure proper documentation and process compliance.
- Monitor portfolio health and proactively manage risks.

Key Performance Indicators (KPIs)

- ETB CA CDAB
- NTB CA CDAB
- Total MDAB
- ETB MDAB
- NTB MDAB
- Forex Income Including Trade
- Forex Revenue
- Trade Commission Revenue
- Life Insurance Achievement
- General Insurance Achievement
- Digital Penetration / Integration Score

Desired Candidate Profile

- Graduate/Postgraduate in Commerce, Finance, Banking, or Management.
- 3-8 years of experience in Commercial Banking, Business Banking, SME Banking, or Corporate Relationship Management.
- Solid knowledge of CASA, Trade Finance, Forex, Cash Management, and Insurance products.
- Strong relationship-building and sales capabilities.
- Understanding of RBI/FEMA and banking compliance requirements.
- Proven track record of achieving liability, forex, trade, and cross-sell targets.

Success Measures

- Consistent achievement of CA, MDAB, Forex, Trade, Insurance, and Digital KRAs.
- Growth in portfolio revenue and customer acquisition.
- Improvement in customer engagement, product penetration, and balance retention.
- Strong compliance and portfolio quality standards.

📌 CBG RM (Valsad)
🏢 Axis Bank
📍 Valsad