Senior Relationship Manager (AVP) - Commercial Credit Cards

Role & responsibilities :

The Relationship Manager is responsible to acquire new corporates for Commercial cards in assigned territory, oversee the end-to-end sales cycle, including proposals, pricing, and active deal tracking. The incumbent will build strong relationships with Relationship Managers in cross-functional teams such as Retail Branch Banking, Small, Medium & Large corporate group to cross sell commercial Card products to their existing customers to ringfence the corporate. The role focuses on driving sales volume by identifying opportunities to displace traditional payment methods with commercial cards.

Key Responsibilities

1. Client Acquisition

• Prospect, pitch, and close commercial card deals, focusing on T&E, B2B, B2G & Purchasing card solutions
• Acquisition & onboarding of new corporates from internal bank customers such as Branch Banking, Small, MID, Large corporate group.
• Implement Go To Market strategy devised by Sr Management
• Educate corporate clients on spend management, controls, working-capital benefits, and process efficiencies
• Identify opportunities for upselling and cross-selling commercial card solutions.
• Develop account plans to maximize wallet share and customer lifetime value.
• Achieve assigned New setup, revenue, spend, and profitability targets.

2. Key Account Management

• Manage strategic relationships with corporate clients and key decision-makers.
• Act as the strategic advisor for C-level executives (CFOs, Treasurers), conducting regular business reviews and recommend suitable card-based payment solutions.
• To secure long-term partnerships, optimize corporate payment solutions, expand card usage, and ensure strategic alignment between the clients financial goals and the bank’s card products.
• Conduct regular business reviews with clients to assess needs, service quality, and growth opportunities.
• Ensure a superior customer experience through proactive engagement and issue resolution.

3. Portfolio Profitability & Retention

• Monitor portfolio performance and profitability metrics.
• Lead account renewal discussions and execute renewal strategies in a timely manner.
• Improve customer retention through value-based engagement and relationship management.
• Identify underperforming accounts and implement corrective action plans.

4. Risk, Compliance & Governance

• Ensure adherence to all internal policies, regulatory requirements, and operational guidelines.
• Maintain compliance with Anti-Money Laundering (AML), KYC, and other regulatory frameworks.
• Monitor portfolio risk indicators and work with internal stakeholders to mitigate risks.
• Ensure zero delinquency and high-quality portfolio management standards.

5. Stakeholder Management

• Partner with Internal Business Units, Risk, Compliance, Operations, Product, Technology, and Marketing teams to ensure seamless client servicing and portfolio management.
• Coordinate with internal teams for implementation, issue resolution, and service enhancements.
• Provide market and customer feedback to support product innovation and business growth.