AVP - Relationship Manager - Strategic Relationships ...

Looking for a Relationship Manager in Strategic Relationships for Priority Sector Lending with an MNC Bank for Mumbai,

Job Purpose -

The position requires identification of appropriate partners, origination, on-boarding & managing the relationship with Financial Institutions and Ecosystem Partners to launch lending solutions through On-lending, Direct Assignment, Co-lending, Business Correspondent route. Managing client relationships, drive transactions and manage portfolio. Responsible for asset growth, revenue, portfolio performance.

Key Accountabilities:

Fulfill all responsibilities in relation to -

- Identify opportunities with potential Strategic Partners (Financial Institutions/Fintechs) and co-develop a value proposition to go to market for originating Retail & Micro loans,

- Agree a business plan with the partners and make them commit for delivery towards annual target

- Work internally with Stakeholders (Risk Management, Product, IT, Ops, Legal, Finance, Compliance, Marketing) to ensure that the proposition is launched on schedule and delivers the necessary results

- Be result oriented and be able to exert influence within and outside the organization.

- Manage key accounts to deliver the numbers committed as per the business plan and manage relationships with all the stakeholders including the Partner organization.

Job Duties & responsibilities :

Identification of potential partners

- Generate a list of suitable partners for DBS in the area of retail and micro loans

- Approach the partners and meet at appropriate level to initiate the partnership discussion and generate their interest

- Do initial due diligence on the potential partner to evaluate the appropriateness for the bank

- Prepare a business case and present to seniors for approval

- Conduct detailed due diligence on the selected partners and prepare proposal to obtain business and risk approval

- Prepare SOP for each partner and work with internal stakeholders (Risk Management, Product, IT, Ops, Legal, Finance, Compliance) to get approval on the proposed SOP

- Negotiate & close the partnership terms & commercials as per approval

- Work with Partner and internal legal team for closure & execution of partnership and transaction documentation

- Enhance the overall client coverage for set of clients

- Execution of BAU business opportunities

- Portfolio monitoring

- Maintain operational & strategic level contacts with clients

- Identification & execution of cross sell opportunities

- Keeping track of regulations and Industry trends.

- Scope out new business opportunities / markets through research and client interaction.

- MBA/CA with at least 8-10 years of banking experience within which at least last 5 years would have been in Financial Institutions relationship management

- Prior experience of forging partnerships in lending would be preferred

- Familiarity with retail loan products - Commercial Vehicle finance, LAP, Micro business loans.

- Ability to drive results in an unstructured environment.

- Analytical skills:

Education / Preferred Qualifications:

CA / MBA

Core Competencies:

Excellent interpersonal and communication skills

- Attention to detail, ability to quickly learn and adapt to new products/ regulations.

- Stakeholder management

- Solution oriented and positive attitude.

- Result oriented and be able to exert influence within and outside the organization

- Ability to work in an ambiguous environment

- Project Management skills

Technical Competencies:

- Ability to analyse financials and understand credit drivers in the FI segment

- Writing elegant and well reasoned product/credit appraisal notes

- Relevant Experience in the Banking Products

- Understanding of technology requirements for retail banking products

- Market and Competitive Knowledge