Relationship Manager - MNC/GCC Banking

Job Description:

We are looking for an experienced Relationship Manager - MNC / GCC Banking to originate, onboard, manage and grow a portfolio of mid-market MNCs and GCC relationships in the assigned city.

The role will focus on acquiring new-to-bank relationships and deepening existing client relationships by offering a comprehensive suite of banking solutions including Cash Management, Trade Finance, FX, Supply Chain Finance, Working Capital, Payroll, Employee Banking, Cards and API/ERP integration.

The ideal candidate should have strong corporate banking experience, excellent client acquisition capabilities and an established network across MNCs, GCCs, CA firms, law firms, FEMA consultants and other ecosystem partners.

Key Responsibilities:

1. Client Acquisition & Business Origination:

- Build and maintain an active pipeline of 30-40 MNC/GCC prospects in the assigned city.

- Acquire 8-12 new-to-bank relationships annually.

- Identify and originate opportunities through direct client engagement, referrals, industry networks and ecosystem partners.

- Develop relationships with CA firms, law firms, FEMA consultants, CII/FICCI, chambers of commerce, ANSR/Zinnov and industrial/tech park networks.

- Focus on:

1. Mid-sized MNCs entering or expanding operations in India.

2. GCCs in the setup or ramp-up stage.

3. Auto-ancillary and manufacturing MNC subsidiaries.

4. Companies requiring Trade Finance, SCF and working-capital solutions.

2. Client Onboarding & Relationship Management:

- Own the complete client onboarding process including KYC, account opening, FEMA/capital account documentation, payroll implementation and first-transaction support.

- Act as the primary relationship owner and coordinate with internal teams including Trade, Treasury, SCF, Cards and Digital Banking.

- Conduct structured quarterly wallet reviews to identify opportunities for deeper product penetration.

- Build long-term relationships with CFOs, Finance Heads, Treasury Heads, HR Heads and other key decision-makers.

3. Product Penetration & Cross-Sell:

- Drive wallet share across:

1. Current Accounts & CASA

2. Cash Management Services

3. Trade Finance - LC, BG, Import/Export Finance

4. FX & Hedging

5. Supply Chain Finance

6. Working Capital Facilities

7. Commercial Cards

8. Payroll & Salary Accounts

9. API/ERP Banking Solutions

- Identify supply-chain opportunities within MNC ecosystems and facilitate vendor finance, invoice financing and dealer/channel finance.

- Cross-refer GCC opportunities and collaborate with the dedicated GCC team to provide integrated banking solutions.

4. Revenue, Credit & Portfolio Management:

- Achieve revenue targets across NII, fee income, Trade Finance, FX, CMS and CASA balances.

- Prepare and present quality credit proposals with appropriate financial analysis and due diligence.

- Monitor credit utilisation, documentation, annual reviews and facility covenants.

- Maintain portfolio quality and proactively identify early warning signals.

- Ensure zero-defect KYC, regulatory compliance and documentation across the portfolio.

5. Market Development & External Networking:

- Develop a strong ecosystem network comprising:

1. CA firms

2. Law firms

3. FEMA consultants

4. Investment/FDI advisors

5. Tech parks and industrial parks

6. Industry associations and chambers

- Track new MNC/GCC announcements, FDI activity, industrial-park developments and market opportunities.

- Represent IndusInd Bank at relevant CII, FICCI, chamber of commerce and GCC ecosystem events.

- Maintain strong market intelligence on competitors, regulatory changes and emerging corporate banking opportunities.

Key Performance Indicators (KPIs):

- New-to-bank MNC/GCC relationships acquired

- Active portfolio size and revenue

- Average products per client

- CASA / operating balances

- Trade Finance volumes

- FX revenue

- SCF vendor/dealer programs initiated

- Payroll/salary accounts acquired

- Fee income and NII contribution

- Portfolio quality and credit utilisation

- KYC and compliance adherence