Job Title

Relationship Manager

Functional Title

Grade

Manager/Senior Manager

Management Band

Junior Management

Business Unit

Emerging Local Corporates

Division

Department

Emerging Local Corporates

Location

South Extension Office

Reporting to

Section Leader/ Team Leader

No. of Direct Reports

0

SECTION II: ROLE SUMMARY

The role holder is responsible for acquiring and providing support to the clients in the high octane middle market segment (i.e. Rs. 100-1000 crore turnover), offering them entire suite of bank products.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Strategic/ Managerial Responsibilities

N/A

Core Responsibilities

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 clients 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 Banks products

Undertakes brand communication initiatives for designated products

Communicates product positioning messaging that differentiates YES Banks products in the market

Market Research

Illustrates understanding of consumers, competition and current market conditions through primary and secondary research

Credit Appraisal

Appraisal of the proposals involving detailed analysis of Income Statement, Balance Sheet, Financial Ratios, Cash Flows, Management Risk, Industry Risk, Economic conditions

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

Self-Management Responsibilities

Defines performance goals at the start of the year in discussion with the reporting manager and ensures that the goals are monitored and achieved during the course of the year.

Takes ownership of his/her own learning agenda by identifying development needs in consultation with the reporting manager and working towards bridging the gaps through various means which go beyond just training.

Understands the competencies relevant to his/her role, and works towards displaying as well as developing these effectively.

Keeps abreast of relevant professional/industry developments, new techniques and current issues through continued education and professional networks.

Risk and Internal Control Responsibilities

Follows risk policy and processes to mitigate the operational, regulatory, financial, informational, reputational and audit risks as instructed by departmental manager.

Executes the established internal control systems and compiles the relevant information for departmental audits, as necessary.

SECTION IV: KEY INTERACTIONS

Key Internal Interactions

Purpose of Interaction

Risk Management

For coordinating the ways to mitigate risk involve in a deal Frequency:- Daily

CMS

For coordinating on all technology aspects related to Clients interface Frequency:- Daily

CAD

For coordinating the issue of FL and understanding the changes needed in CAM Frequency:- Daily

TBG

For ensuring that customer have smooth transaction experience Frequency:- Daily

Legal

For understanding the legal aspects of the deal and ensure that there is no legal fallout Frequency:- Daily

Key External Interactions

Purpose of Interaction

Customer

For understanding the financial needs of the customer and providing suitable solutions Frequency:- Daily

SECTION V: KNOWLEDGE EXPERIENCE

KNOWLEDGE

Minimum Qualifications

Bachelors degree in any field

Masters degree in Finance is preferred

Professional Certifications

N/A

Language Skills

Written and spoken English is essential

EXPERIENCE

Years of Experience

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

Nature of

Experience

Prior experience in BFSI sector/General industry in Relationship managers role

SECTION VI: COMPETENCIES KEY PERFORMANCE INDICATORS

BEHAVIORAL COMPETENCIES

Core Competencies

Competency Name

Behaviors

Customer Focus

Listens to and demonstrates an understanding of customers stated and unstated needs

Delivers customer value through timely and quality execution of tailored customer solutions

Develops an understanding of problems and employs existing or new methods to find solutions

Professional Entrepreneurship

Takes proactive and constructive action at work with little or no direction from others

Displays responsibilities for problems, initiatives and tasks that lie within the domain of own role

Drive for Results

Seeks to understand the rationale for key decisions and understands implication for own role / action

Displays a sense of urgency to deliver outcomes as per stated timelines

Reacts to challenges by displaying optimistic demeanor

Influence and Impact

Uses simple persuasion techniques to achieve the desired result / action / commitment from others

Responds to stated requirements of internal / external stakeholders by keeping a solution oriented mindset

Quality Focus

Ensures adherence to quality standards in work / service delivery, identifies opportunity for improvement in routine course of work

Adherence to laid down system and procedures and identifies opportunities to enhance efficiency in own sphere of work through incremental improvement

Leadership Competencies

Competency Name

On Behaviors

N/A

N/A

N/A

N/A

N/A

N/A

TECHNICAL COMPETENCIES

Technical Competencies

Strong communication skills (Written and verbal)

Knowledge of designated products such as Savings Account, Current Account, Term Deposit etc.

Ability to understand customer behavior