The Relationship Manager would be responsible for Origination and would work closely as a team with the Credit Analyst (CA) and Client Coverage Manager (CCM) in deepening relationships and driving revenue growth.
The RM is overall responsible for post deal account maintenance and managing the risk associated with the portfolio. He has an overview on CCM who holds direct responsibility for post transactional activities and the CA for credit related activities.
Identify prospect and convert in line with Bank’s appetite.
Ensure quality of the sales pitch and lead them with the clients. Also review the Term sheets before delivering to clients.
Work with CA and obtain all pre-deal clearances.
Effectively use CRM for managing a healthy pipeline and also a record of client calls and discussions.
Oversee CCM to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
Senior client calling and briefing on a regular basis for account maintenance and deal negotiation. Also engage senior internal stakeholders for marketing, credit and any other pertinent issues.
Actively drive cross sell of full range of WB products and capture entire client value chain
Work closely with CA, product partners, Global Account Managers and analyze a) wallet size b) determine appropriateness of the product and c) work out a comprehensive account plan.
Successfully negotiate and close out pricing and other deal dynamics with client
Oversee the quality & turnaround of credit proposal and ensure faster delivery. Work with CA for resolving Credit queries.
Oversee the CCM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
Liaising with Legal/external counsel/Credit Risk Control in preparation and execution of non standard complex transactions along with product partners
Work with CDD (KYC) team to ensure proper completion of eCDDs
Account Management & Portfolio Quality
Along with the product partner, push for line utilization of complex and structured transactions. Oversee the CCM in ensuring high utilization of regular WC facilities.
Review the excess/past due situation with CCM to ensure they are regularized and also facilitate approvals wherever required.
Review and monitor the client profitability to ensure there are no revenue leakages.
Maintain record of Confidentiality Agreement (Sales Team Leader to maintain file & copies will also be held by signatories to the agreement)
Overall responsible and accountable for the credit quality of the assigned/acquired portfolio
University degree in a relevant discipline, post graduate qualifications or professional certifications will be added advantages
Minimum of 8 years banking experience
Strong Communication and people management Skills
Strong selling and negotiation skills
Strong Financial, analytical and writing skills.
Thorough understanding of the industry and possess strong client network