Role & responsibilities:

Sale of International Trade and Forex products to customers of mapped branches; Carrying out enhanced due diligence from TBML perspective and Onboarding of customers referred by branches for international trade and forex products; day to day management of customers availing international trade and forex products to ensure customer satisfaction, ensuring maximization of revenue from these products, and ensuring compliance to the FEMA, RBI and other regulatory guidelines in respect of these products; owning the RTFX target jointly with the mapped branches.

A. Business Targets: 1. To achieve RTFX Income Target on entire range of Trade & Forex products, viz., Imports/ Exports/ Bank Guarantees & LCs / Buyer's Credit/ FDI/ODI/ ECB, A2 remittances, Currency Sale/Purchase, Forex Cards, FCY DDs, inward and outward Remittances etc. 2. Ensuring each of the mapped branches meets its RTFX income target. 3. Ensuring each managed portfolio in the mapped branches becomes active on RTFX products

B. New Customer Acquisition: 1. Joint visits/calls with branch staff to prospective customers being acquired by the branch for pitching RTFX products.

2. Carrying out enhanced due diligence on the customers referred by branch to determine their suitability for RTFX products from FEMA and TBML perspective.

C. Activation of Existing Customers on RTFX Products: 1. Training branch staff and portfolio owners on the RTFX products to

enable them to pitch the same to existing customers in the day to day

interactions.

2. Joint visits/calls with branch staff to existing customers to activate them on RTFX products.

3. Carrying out enhanced due diligence on the customers referred by branch to determine their suitability for RTFX products from FEMA and TBML perspective.

D. Retention of customers availing RTFX products: To continuously engage with customers availing RTFX products to

1. Ensure seamless and fast delivery of customer requirements to his

satisfaction

2. Ensure against any poaching attempt by competition

3 .Maximise banks share of his wallet.

4. Identify any possible change in customer business/ profile/ transactions that could be ground of suspicion for any FEMA violation/ TBML angle.

E. Business Development: 1. To identify potential RTFX segments/industries in the branch catchment

and working jointly with branches to effectively tap the business

opportunity.

2. Support the branch in creating visibility for RTFX products, and driving

marketing promotions in the catchment in coordination with regional

marketing teams

3. Push centrally driven business contests and campaigns in the mapped

branches with BMs, CHs, Circle Heads Regional Marketing Team and

TFMS.

F. Maximising Revenue: 1. Negotiation and finalization of pricing both on exchange margin and commission with the customer for RTFX products.

2. Negotiation and finalization of transaction specific exchange rate with





customers availing IBR linked pricing and getting the same booked with

Treasury on a back to back basis

3. Periodic review and rationalization of customer specific pricing based on actual volumes and revenue

4. Periodic renegotiation and finalization of revised pricing to counter

competition offers

5. Selling Forward Cover as a hedging solution to maximise exchange

income for the Bank and minimize exchange risk for the customers.

G. Documentation & Approvals: 1. Guiding the customer on documentation requirements for various RTFX

products and related transactions.

2. Supporting the customer in curing of deficiencies in documents

submitted, which are rejected by Operations.

3. Putting up deviation cases to designated authorities with required

justification and obtaining required approvals.

H. Adherence to RTFX Desk Processes: 1. To meet extant score card objectives and work as per the extant Sales processes.

2. To ensure achievement of Cross Sell targets.

3. To ensure momentum in business by having regular interactions with

respective Branch Managers and Cluster Heads.

4. To ensure review and closure of all Trade Customer leads received from branches in CRM Next.

I. Product Knowledge, Innovation and Providing

Solutions: 1. To champion the closure of all Recent /Complex/Complicated/Unique transactions at the unit level by co-ordinating with TSHs/RSHs, and other stakeholders viz., Client, Branch, Trade Desk, CPU-T, Product, Credit, Audit and Compliance.

2. To serve as single point of contact for all queries from directly mapped branches and their customers and assist in their satisfactory closure.

3. To resolve all RTFX Product/Process/System queries of managed branches.

J. Risk Mitigation, Monitoring and Portfolio Quality: 1. Ensuring regulatory compliance of all RTFX related transactions

2. Identification and Reporting of suspicious and/or doubtful customers/transactions involving possible FEMA violations and/or TBML

cases

3. Follow up for submission of evidence of import (BOE), regularization of

export advances received, submission of shipping bills in respect of

exports done, realization of export proceeds, submission of regulatory

reportings related to FDI, ODI and ECB transactions

4. To ensure that all customers who have booked forward cover, buyer's

credit, import LCs and foreign bank guarantees, top-up the required

shortfall in MTM (Marked to Market) Fx margin by mobilising additional

amount as FD.

5. In case of shortfall, beyond the stipulated time, need to follow-up for

recovery,



for all cases where the contracts have been cancelled.

K. Audit & Compliance: 1. To monitor and ensure requisite operations and risk control as per extant procedures of the bank with regard to Trade and Forex products.

2. To understand, review and extract necessary inputs from the Branch

audit report with respect to the RTFX Operations, and utilise it as a

feedback for necessary training and hand-holding for the respective

branch staff.

L. Training and Capacity Building: To identify the knowledge gaps in branch staff on RTFX products and services and train them accordingly with a view to ensuring achievement

of RTFX Business objectives.

Educational Qualifications:• MBA (Finance /Marketing)

- CDCS/CITF/CTF/CFE/ other professional certification in trade / forex

Key skills: • Should possess good communication skills written and

verbal

- Sound Product and Process knowledge on banking

especially on Trade and Forex Services.

- Should exhibit strong analytical and reasoning skills.
- Should be able to utilize market information and should be

able to translate it into business opportunities.

- Ability to identify business potential and increase RTFX

customers base in the managed branches/cities.

- Ability to support and hand-hold TFSMs and branch

RMs/ABMs/PBs on new Trade Customer acquisition and retention of existing clients by understanding their needs

and customising solutions, including hedging solutions.

- Should be able to train respective TFSMs and branch staff

and impart knowledge on RTFX Products and Services and

help execute complicated transactions in compliance to the

extant regulatory guidelines.

- Should have maturity and experience to judge and cross

check customer level pricing in tune with customer's volume,

profitability, competition benchmarking and market

dynamics, and recommend to competent authority for

approval.

- To demonstrate a "CAN DO" attitude and conduct business

reviews with Cluster Heads and Circle Heads.

- Good interpersonal skills to manage team, internal and

external customers.

- Should have strong communication skills and should be able

to address large groups effectively.

- To execute adhoc business objectives assigned by Senior

Management from time to time.

- Effective Task Management Skills in order achieve parallel

outcomes within the given resources viz., manpower, time

frame, et.al.

Experience Required:2 years work experience in a Bank handling Trade/Forex customers Specific Knowledge: Banking Laws & Practice, Team Management, Trade Finance, Retail Forex, Credit, & Hedging Solutions.

Major Stakeholders(intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)

- Customers
- Branch Banking Team
- Trade Operations, LSS/CAD, BB Operations
- RTFX Product Team
- Treasury
- WBO
- Audit
- Compliance
- Credit & Market Risk

📌 RTFX-Trade & Forex Sales Manager - Mumbai
🏢 HDFC Bank
📍 Mumbai