Relationship Manager - Business Banking

Job Description Manage a set of existing Small Enterprise (SE) relationships and originating new SE relationships in business communities around branch locations. To achieve assigned financial and non-financial objectives by meeting all borrowing & non borrowing needs of customers with target segments (Viz. borrowers, transactors, depositors).Actively source new-to-bank customers and generate new business leads from walk-in customers. Manage all customers focusing on relationship Management & up-selling/ deep-selling/ cross selling other bank products. Seamlessly takeover new relationships originated by DS & relationships downgraded by ME team using defined customer on-boarding procedure. Constantly identify opportunities to upgrade customers to ME category by identifying customer's needs & profiling. Responsible for quality & soundness of assigned SE portfolio (KYC reviews, monitoring for due diligence, anti money laundering procedures etc). Key result Areas * Improve share of wallet & target to be primary bank for each of the relationships in the assigned portfolio. Enhance relationship revenue from existing portfolio of borrowing & non-borrowing accounts by cross-selling complete range of banking products. * Assume complete ownership of customer relationship management for the assigned portfolio of accounts. Provide superior customer service. * Conduct annual/periodic credit facility reviews in the existing portfolio in a timely manner and recommend appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/ upgrades. * Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit related issues. * Implement and maintain complete control aspects i.e. documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the assigned portfolio effectively. * Maintain acceptable portfolio quality. * Screen the market for NTB opportunities. * Liaise between internal and external advisors to ensure precision of agreements. * Develop on the job learning curve of SSO to enable them to grow professionally and prepare them for higher levels of responsibility. * Liaise with superiors and direct reports within the business units, Risk Management and related enabler units within the bank to achieve business objectives. * Achieve assigned financial and non financial targets. * Adhere to all the compliance & regulatory policies with regards to KYC/ AML etc as set out by the bank from time to time. * Update branch manager and regional SE manager on regular / weekly for better controls on sales and relationship management. * Regularly upgrade existing SE customers to ME segment by offering need based solution as per client's profile & requirements. Knowledge, skills and experience * Banking Sales & service experience with proven relationship management qualities. * Requires advanced vocational knowhow of the subject matter (viz. Credit, Trade, Operating system, Legal, etc) * Excellent communication and negotiation skills. * At least 4 years + relevant banking experience in local or international market * MBA/CA or if a regular graduate needs to possess adequate relevant experience. * Positive attitude, strong work ethic and a good team player. RESPONSIBILITIES * Improve share of wallet & target to be primary bank for each of the relationships in the assigned portfolio. Enhance relationship revenue from existing portfolio of borrowing & non-borrowing accounts by cross-selling complete range of banking products. * Assume complete ownership of customer relationship management for the assigned portfolio of accounts. Provide superior customer service. * Conduct annual/periodic credit facility reviews in the existing portfolio in a timely manner and recommend appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/ upgrades. * Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit related issues. * Implement and maintain complete control aspects i.e. documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the assigned portfolio effectively. * Maintain acceptable portfolio quality. * Screen the market for NTB opportunities. * Liaise between internal and external advisors to ensure precision of agreements. * Develop on the job learning curve of SSO to enable them to grow professionally and prepare them for higher levels of responsibility. * Liaise with superiors and direct reports within the business units, Risk Management and related enabler units within the bank to achieve business objectives. * Achieve assigned financial and non financial targets. * Adhere to all the compliance & regulatory policies with regards to KYC/ AML etc as set out by the bank from time to time. * Update branch manager and regional SE manager on regular / weekly for better controls on sales and relationship management. * Regularly upgrade existing SE customers to ME segment by offering need based solution as per client's profile & requirements. QUALIFICATIONS * Banking Sales & service experience with proven relationship management qualities. * Requires advanced vocational knowhow of the subject matter (viz. Credit, Trade, Operating system, Legal, etc) * Excellent communication and negotiation skills. * At least 4 years + relevant banking experience in local or international market * MBA/CA or if a regular graduate needs to possess adequate relevant experience. * Positive attitude, strong work ethic and a good team player.