RM - Strategic Partnerships

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

Fulfil 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

Primary Location

India-Maharashtra-Mumbai

Job

Product Sales

Schedule

Regular

Job Type

Full-time

Job Posting

Apr 21, 2023, 12:44:18 AM