Relationship Manager

Senior Relationship Manager- LargeCorporate Banking

Job Purpose
TheCorporate Banking Function manages Banking needs across the productspectrum for large corporate entities. The primary product linesinclude Assets, Liabilities as well as Fee or commission basedproducts.
The role of a Relationship Manager is to buildand manage rapport with corporate clients and map their requirementwith Banks products and services so as to ensure optimum customeracquisition, retention and income generation by offering variousproducts and services of the Bank, viz., Assets, Liability, Tradeand Cash Management

Roles &Responsibilities

Business Development - Existing clientrelationship management.
• Generate revenue from relationships by offering variousproducts and services of the Bank
• Scoping ofexisting client base in portfolio in order to identify newopportunities for the Bank on a continuous basis
• Overall responsibility to maintain good relationship inorder to become first point of call and also achieve the budgetedrevenue from the portfolio
• Regularinteractions / meetings with clients to identify potentialopportunities for the Bank and offer suitable products andservices
• Regular joint calling on Clientsalong with other Product and Service teams of the Bank to ensureCross-Sell of products and ensure service delivery as well ascreate multiple touch points for the client to ensurecontinuity
• Joint calling along with CreditTeam to identify new opportunities as well as potential stressindicators for the Bank and maintain overall health of theportfolio
• Periodic visits to plants and otheroff-site locations of the Corporates with dual purpose of businessdevelopment and credit monitoring

Business Development - New clientacquisition
• Identify anddevelop potential customers for the Bank
• Acquiring new relationships, including MNCs, by regularfollow-up / meetings with target clients and offering themvalue-add to induce conversions

Product penetration & crosssell
• Generate and identifynew opportunities by understanding the clients needs and cross-sellsuitable products
• Increase in walletshare
• Increasing Banks share in existingproducts being used by the existing relationship by offering valueadditions and customizations
• Internalprocesses and Coordination
• Credit appraisalpreparation for existing & new corporates, for getting thedeals sanctioned
• Understanding and analyzingfinancial statements for deal structuring and creditdecisioning
• Credit monitoring and maintenancefor overall health of portfolio
• Coordinationwith various internal stakeholders to ensure service and productdelivery to the Clients in a timely manner
• Responsible for housekeeping in terms of periodicinternal memos and deferrals

Knowledge Building and MarketIntelligence
• Remaining updated on regulations and internal guidelinesconcerning Corporate Banking business.
• Sharingof important information / market updates with peers which mayimpact deal structuring
• Ongoing interactionwith Competition and being aware of market practices andcompetition offerings to Corporates in order to capture new /emerging opportunities
• Taking initiativesbeyond normal work/expectations to aid to the overall target forthe team
• Generating ideas for increasingbusiness by offering innovative solutions/products

RequiredSkills:-
• Goodknowledge on various corporate banking, trade and treasuryproducts
• Good credit and analytical skills areessential
• Should have excellent relationshipskills and prior experience in handling corporatecustomers
• Should be target oriented andwilling to take responsibilities
• Excellentcommunication and presentation skills - with a basic level ofsophistication in personal interaction and grooming
• Should have a self-starter orientation and confidentpersonality

Skills : CorporateBanking