Cluster Business Leader

SECTION I: ROLE INTRODUCTION

Outlines the basic information of the role.

Job Title

Cluster Business Leader

Reporting To

Team Leader/ Regional Business Leader

Job Code ID

COB1G55TB

Business Unit

Commercial Banking

Grade/ Level

Upto G5

Sub Business Unit

Medium Enterprises

Management Band

Middle Management

Location

PAN India

Section II: JOB ROLE SCOPE

Outlines the count of employees reporting and financial metrics of the role.

Number of Direct Reports

3-5

Financial Metrics (Budget, Revenue, etc.)

Cost Centre

Total Team Size

3-5

SECTION III: PURPOSE OF THE ROLE

A two-to-three-line statement outlining the objective or the reason for which the job exists.

• Lead and manage a team of Relationship Managers to acquire, deepen, and service clients in the Middle Market Segment (100 -500 Cr Turnover), ensuring portfolio growth and profitability
• Deliver the entire suite of the Bank's products and solutions across lending, liabilities, trade, treasury, and fee-based offerings, aligned with client needs and the Bank's strategic objectives
• Strengthen long-term relationships with promotors, top management and decision makers while maintaining strong risk discipline, compliance, and superior client experience.
  
  

SECTION IV: KEY RESPONSIBILITIES & KPIS OF THE ROLE

These responsibilities are representative, and the role holder is also responsible for any other job assigned by the superior authorities from time to time. This section in not intended to be an exhaustive listing of all activities done by the role holder. It should capture only the key responsibilities of the role.

Metrics that are used to evaluate the success / performance of the role; specific targets do not need to be included as those would change from Y-o-Y.

Responsibilities

KPIs

Strategy & Planning

• Develop and implement business strategies for client acquisition, revenue growth, and portfolio profitability within the assigned segment
• Identify new business opportunities and cross-sell opportunities across banking products
• Align portfolio objectives with the bank's long-term growth strategy and risk appetite
• Product Penetration
• Journey TAT
• Overdue Renewal
• Return Upliftment
• Processing Fee
• Retail Cross Sell
• FX
• Total NII (Asset + Liab)
• Liability NTB
• Non-Fund (AYB)
• CASA Growth (AYB)
• PSL (NCF/WS/SMF) focused growth - Organic
• Fresh Slippages
• Asset NTB
• Advances Growth (EOP)
• Trade
• Term Deposit Growth (AYB)
• Productivity
• Governance on Internal Audit
• Liability Focus
• Governance on Exceptions
  
  

Core Responsibilities

Team Management

• Lead, mentor, and motivate Relationship Managers to achieve business and service objectives
• Build a high-performance culture through training, performance monitoring, and succession planning
  
  

Promoter/ Top Management Relationship

• Engage and maintain relationship with top management and promoters of the client on regular basis
• Understand the promoters / top management's financial needs and challenges and provide suitable solutions for it
  
  

Revenue Generation

• Achieve Banks objective in terms of earnings, assets, liabilities, credit quality etc. as per agreed budgets / targets from client relationship across all product groups
  
  

Relationship Management

• Seek and acquire new client relationships by understanding the customers financial needs and provide suitable solutions in terms of providing bank products and services
• Manage the client relationships by handling activities ranging from identifying client's financial needs, advising, structuring the deal, preparing the terms and conditions and closing the deal
• Assess banking needs and risks for clients and manage client relationships accordingly to optimize risk-reward for the Bank
  
  

Communication/PR of Bank's products

• Undertake brand communication initiatives to reinforce the Bank's positioning in the market.
• Effectively articulate product value propositions through structured presentation, workshops, and client meetings
• Differentiate the Bank's offerings from competition through solution-driven engagement.
  
  

Market Research

• Demonstrate deep understanding of clients industries, market conditions, and competitive landscape through primary and secondary research.
• Anticipate client needs by analyzing sectoral trends, regulatory changes, and economic conditions
• Provide actionable insights to product, credit and strategy teams for portfolio development
  
  

Credit Appraisal

• Conduct rigorous analysis of client financials including income statements, balance sheets, cash flows, ratios and projections
• Evaluate management quality, industry risk, and economic factors to structure sound credit proposals.
• Ensure timely renewals, reviews and continuous monitoring of portfolio exposures
  
  

Documentation and Compliance

• To maintain high quality standards of documentation, client communication, process compliance, ongoing basis with product partners / OSD / Risk Management and other Relationship Management group
  
  

People Management

• Monitors and enables the achievement of goals and key performance indicators for direct reports and ensures effective implementation of the performance management process in the section.
• Develops talent within the team by providing guidance, ongoing feedback, coaching and development opportunities to individuals to enable achievement of the defined goals.
  
  

Risk and Internal Control

• Implements the risk policies and processes (operational, regulatory, financial, informational, reputational and audit risks), ensuring that that these meet regulatory and internal requirements.
• Implements the internal control systems in the department and participates in the departmental audits.
• Implements practices to bridge gaps identified during departmental audits.
  
  

SECTION V: OPERATING NETWORK

Key interactions which are essential to execute the role. This will include both internal (excluding sub-ordinates) and external stakeholders.

Internal

Risk / Credit / Underwriting teams → for limit approvals & portfolio quality

Product teams (Trade, CMS, FX) → for revenue maximization

Operations / CAD / CAG → for smooth execution

External

ME customers, promoters, Trade Associations, Industry bodies

Channel partners, consultants, CA network

SECTION VI: ROLE PROFILE REQUIREMENTS

Minimum Qualification Which Are Essential To Execute The Role.

Education

Essential: Bachelor's degree in any field

Preferred: Master's degree is preferred

Experience

Essential: A minimum of 8 years of relevant experience and overall experience of 10 to 12 years. Prior experience in BFSI sector.

Competencies

CORE COMPETENCIES

LEADERSHIP/ BEHAVIORAL COMPETENCIES

• Customer
• Professional Entrepreneurship
• Drive for Results
• Influence and Impact
• Quality Focus
• Good knowledge of banking & trade finance products
• Good communication, interpersonal & presentation skills
• Creates discipline in getting things done.
• Develops required capabilities within the team