SECTION I: ROLE INTRODUCTION

Job Title

Relationship Manager

Reporting To

Senior Relationship Manager / Team Leader

Job Code ID

Business Unit

Financial Institutions

Grade/ Level

Upto G6

Sub Business Unit

Financial Institutions

Management Band

Middle/Junior Management

Location

PAN India

Section II: JOB ROLE SCOPE

Number of Direct Reports

NA

Financial Metrics (Budget, Revenue, etc.)

Gross Disbursement (INR Cr)

Incremental AMB Book Growth (Asset AMB Book) (INR Cr)

Incremental Non Fund EOP (INR Cr)

Total Income (INR Lacs)

Forex income & Trade Fee & Processing Fee (INR Lacs)

Incremental CA BS AMB Growth Liabilities

Incremental TD BS AMB

Total Team Size

NA

Cost Centre

SECTION II: ROLE SUMMARY

The role holder is responsible for assisting Senior Relationship Manager / Team Leader in increasing sales and revenue through management of new and existing clients by selling /cross-selling wholesale banking products and services to Financial Institutions clients.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Responsibilities

KPIs

Strategic/ Managerial Responsibilities

- N/A

Core Responsibilities

Market Assessment and Business Development

- Conducts market research to understand consumers, competition and current market conditions to help identify new business opportunities in target segments, viz, Mutual funds and Insurance Co’s / Insurance brokers
- Participates as and when required in meetings with key customers, promoters, prospective customers to understand customer needs and use that information to propose possible solutions.
- Works towards maintaining and enhancing relationships with key customer accounts and prospective customers to ensure business continuity and growth.
- Leverages opportunities to manage complex relationships independently, under the overall supervision of Senior Relationship Managers/Team Leaders.

Revenue Generation





- Assist in Identifying new sales opportunities and leveraging a knowledge sector driven relationship approach to enhance sales and revenue generation through new and existing customers for achievement of established targets and objectives.
- Targets product/ industry specific business opportunities leading to achievement of the budget and ensures seamless coordination between customer & relationship manager.

Portfolio Management

- Works independently and under the supervision of Senior Relationship Managers/Team leaders to ensure clients’ financial requirement is addressed effectively.
- Conducts research and collates necessary data for preparing credit proposals in line with customer requirements.
- Coordinates with CAD and other relevant stakeholders to ensure proposals/ approvals are approved and followed up in an efficient and timely manner.

Credit Appraisal

- Credit Assessment and CAM preparation through detailed analysis
- Works in close coordination with key stakeholders from Risk Management to ensure adherence to established credit guidelines.

Documentation and Compliance

- Completes all documentation and CRM updation to ensure adherence to established guidelines and maintenance of highest quality standards of documentation, client communication, process compliance.
- Works in close coordination with relevant BUs to ensure smooth and quick turnaround of transactions as and when required.

Co-op /Domestic Banks RM

CA – INR Cr

TD - INR Cr

Self-Management Responsibilities

- Defines performance goals at the start of the year in discussion with the reporting manager and ensures that the goals are monitored and achieved during the course of the year.




- Takes ownership of his/her own learning agenda by identifying development needs in consultation with the reporting manager and working towards bridging the gaps through various means which go beyond just training.
- Understands the competencies relevant to his/her role and works towards displaying as well as developing these effectively.
- Keeps abreast of relevant professional/industry developments, new techniques and current issues through continued education and professional networks.

Risk And Internal Control Responsibilities

- Follows risk policy and processes to mitigate the operational, regulatory, financial, informational, reputational and audit risks as instructed by departmental manager.
- Executes the established internal control systems and compiles the relevant information for departmental audits, as necessary.

SECTION IV: KEY INTERACTIONS

Key Internal Interactions

Purpose of Interaction

Risk Management

- For coordinating on aspects related to risk management in various deals on a monthly basis to ensure adherence to risk and regulatory framework/ guidelines

CMS

- For coordinating on all technology related aspects related to client interface

CAD

- For coordinating the issue of FL and understanding the changes needed in CAM

TBG

- For ensuring that customer have smooth transaction experience

Key External Interactions

Purpose of Interaction

Customers

- For building and maintaining relationships, seek out current business opportunities and understanding the financial needs of the customer to provide suitable solutions

SECTION V: KNOWLEDGE & EXPERIENCE

KNOWLEDGE

Minimum Qualifications

- Master’s degree: CA/MBA/PGDM

Professional Certifications

- N/A

Language Skills

- Written and spoken English is essential
- Knowledge of local language in regional markets is beneficial

Experience

Years of Experience

- A minimum of 0-5 years of relevant experience with at least 0-3 years in a similar role

Nature of

Experience

- Prior experience in BFSI sector/General industry in Relationship manager’s role or prior experience as Credit Analyst in financial services industry with a zeal for relationship management

📌 Relationship Manager (Mumbai)
🏢 Yes Bank
📍 Mumbai