Relationship Manager

SECTION III: PURPOSE OF THE ROLE

• Drive acquisition of new-to-bank clients and deepen existing relationships be delivering a comprehensive suite of banking products and solutions
• Achieve agreed objectives across assets, liabilities, and fee income, with a focus on sustainable growth, cross-sell and increased wallet share
• Meet clients requirements through seamless coordination with internal teams, ensuring superior service delivery, adherence to risk and compliance standards, and continuous improvement in VOC scores.
  
  

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

• Formulate and execute client acquisition and portfolio growth strategies in alignment with the Bank's overall business objectives.
• Define performance goals at the beginning of the year in consultation with reporting managers and continuously track progress.
• Translate market insights and client intelligence into actionable business plans.
• Contribute to product and process enhancements by providing structured feedback from client and market interactions
• Governance on Internal Audit
• Retail Cross Sell
• Retail Cross Sell
• Income
• PF
• FX
• Liability NTB
• Non-Fund (AYB)
• CASA Growth (AYB)
• Overdue Renewal
• Trade Target
• Fresh Slippages
• Advances Growth (EOP)
• Governance on Exceptions
• PSL (NCF/WS/SMF) focused growth - Organic
• Total NII (Asset + Liab)
• Productivity
• Asset NTB
• Term Deposit Growth (AYB)
• Product Penetration
• Return Upliftment
• Journey TAT
• Liability Focus
  
  

Core Responsibilities

Revenue Generation

• Deliver financial targets relating to earnings, asset growth, liability mobilization, and fee income across multiple product groups.
• Optimize profitability by balancing pricing, portfolio mix, and capital utilization.
• Identify cross-selling opportunities to maximize wallet share and deepen client engagement
  
  

Relationship Management

• Acquire and cultivate new client relationships by understanding their financial and strategic requirements
• Act as the trusted advisor and single points of contact for clients, ensuring long-term partnership and retention
• Drive superior customer experience through proactive engagement and high-quality service delivery
  
  

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

• Maintain the highest standards of documentation, ensuring accuracy, completeness, and legal soundness
• Ensure strict adherence to regulatory requirements (KYC, AML, FEMA, RBI guidelines)
• Coordinate with risk, operations, and product teams to ensure seamless compliance across the transaction lifecycle.
• Build expertise in both traditional and digital banking solutions, including CMS and API base offerings.
  
  

Self-Management Responsibilities

• Define annual performance objectives with reporting managers and ensure consistent progress tracking
• Take ownership of personal learning by identifying developments needs and bridging gaps through training, mentoring, and industry exposure
• Demonstrate mastery of role-specific competencies and actively develop new capabilities
• Stay abreast of industry developments, regulatory changes, and emerging best practices through continuous education and professional networking
  
  

Risk and Internal Control

• Rigorously apply the Bank's risk policies and frameworks to mitigate credit, operational, reputational, and compliance risks
• Monitor early warning signals in the portfolio and initiate timely correction action
• Ensure audit readiness through disciplined information management, documentation, and adherence to internal control systems
• Promote a culture of compliance and risk awareness across all client and internal interactions
  
  

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 team: For assessment of working capital limits to clients.

OSD/CSD: For limit set up and trade transactions

External

Trade & Business Associations: For tie ups and generating leads for acquisition of Trade clients.

Interact with credit bureaus and relevant stakeholders

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 0-6 years of relevant experience with at least 0-3 years in a similar role

Prior experience in BFSI sector/General industry in Relationship manager's role

Competencies

CORE COMPETENCIES

LEADERSHIP/ BEHAVIORAL COMPETENCIES

• Customer
• Professional Entrepreneurship
• Drive for Results
• Influence and Impact
• I Quality Focus
• Good knowledge of banking & trade finance products
• Good communication, interpersonal & presentation skills
• Strategist: Is future focused, self-driven
• Creates discipline in getting things done
• Positive & result oriented
• Develops people capabilities