CBG RM

Commercial Banking Group (CBG) Relationship Manager:

Role Purpose:

The CBG Relationship Manager is responsible for acquiring, managing, and growing a portfolio of commercial banking relationships through effective customer acquisition, balance build-up, transaction banking, forex business generation, insurance cross-sell, and digital adoption. The role focuses on achieving business growth while ensuring compliance, customer satisfaction, and relationship deepening.

Key Responsibilities:

1. Current Account Acquisition & Balance Growth

• Drive acquisition of high-value Current Accounts (CA) from Existing-to-Bank (ETB) and New-to-Bank (NTB) customers.
• Achieve ETB CA CDAB and NTB CA CDAB targets.
• Build sustainable CASA balances through proactive client engagement.
• Identify and prospect businesses with strong operating account potential.

2. Deposit Mobilization

• Grow Total MDAB (Monthly Daily Average Balance) across the portfolio.
• Increase ETB MDAB through relationship deepening and wallet share enhancement.
• Generate NTB MDAB through new customer acquisition and activation.
• Drive operating account balances and transaction-led deposits.

3. Forex & Trade Business Development

• Generate Forex Income through import, export, and remittance transactions.
• Increase forex transaction volume and wallet share from existing customers.
• Source and cross-sell trade finance products including:
• Letters of Credit (LC)
• Bank Guarantees (BG)
• Export Credit
• Import Finance
• Trade Remittances
• Achieve Trade Commission and Forex Income targets.

4. Insurance Cross-Sell

• Drive Life Insurance (LI) sales through identified customer opportunities.
• Generate General Insurance (GI) business from portfolio customers.
• Ensure achievement of assigned insurance revenue targets.
• Maintain compliance with regulatory and policy requirements.

5. Digital Banking Adoption

• Drive Digital Penetration and Integration among customers.
• Promote digital banking platforms and transaction banking solutions.
• Increase usage of digital channels, payment solutions, and cash management products.
• Support customers in onboarding and adoption of bank digital services.

6. Relationship Management

• Manage a portfolio of commercial banking customers.
• Conduct regular customer meetings and business reviews.
• Identify opportunities for liability, transaction banking, trade, forex, and fee income growth.
• Ensure high customer satisfaction and retention.

7. Risk & Compliance

• Adhere to all regulatory, KYC, AML, FEMA, and internal compliance guidelines.
• Ensure proper documentation and process compliance.
• Monitor portfolio health and proactively manage risks.

Key Performance Indicators (KPIs)

• ETB CA CDAB
• NTB CA CDAB
• Total MDAB
• ETB MDAB
• NTB MDAB
• Forex Income Including Trade
• Forex Revenue
• Trade Commission Revenue
• Life Insurance Achievement
• General Insurance Achievement
• Digital Penetration / Integration Score

Desired Candidate Profile

• Graduate/Postgraduate in Commerce, Finance, Banking, or Management.
• 3-8 years of experience in Commercial Banking, Business Banking, SME Banking, or Corporate Relationship Management.
• Strong knowledge of CASA, Trade Finance, Forex, Cash Management, and Insurance products.
• Strong relationship-building and sales capabilities.
• Understanding of RBI/FEMA and banking compliance requirements.
• Proven track record of achieving liability, forex, trade, and cross-sell targets.

Success Measures

• Consistent achievement of CA, MDAB, Forex, Trade, Insurance, and Digital KRAs.
• Growth in portfolio revenue and customer acquisition.
• Improvement in customer engagement, product penetration, and balance retention.
• Strong compliance and portfolio quality standards.