Relationship Manager, Business Banking
DBS Bank
Mumbai, India
12d ago

Business Function

Small and medium-sized enterprises (SMEs) play a critical role in the economic growth and employment creation of any economy.

As an Asia banking specialist with a strong SME banking franchise, our Institutional Banking Group - Enterprise Banking (EB) is committed to supporting SMEs in their growth domestically and in their regional expansion.

Backed by a team of product specialists, we are well-positioned to deliver a whole suite of enterprising solutions to support local enterprises at each stage of their business life cycle.

Our financial products and services range from cash management services to loan facilities, trade financing, business risk protection instruments and capital market instruments.

To acquire and build a well diversified portfolio within the IBG 4 segment. The portfolio should provide revenue from diversified sources such as assets, trade, cash, treasury, fees etc.

and the portfolio should lead to healthy income with an acceptable risk to the bank.

Relationship Manager is expected to deliver these results in accordance with the lending guidelines prescribed by the bank.

Key Accountabilities

  • Source New to Bank Asset relationships within IBG 4 Segment up to T / O of 100 Crore, aligned to Bank Lending Policy
  • Ensure a good Net Interest Income as well as fee across the portfolio and also ensure regular revenue streams through Cross Sell of Trade, Liabilities, Cash, Treasury, Fee, etc.
  • Play an instrumental role in increasing the Profitability of the Branch.
  • Ensure proper monitoring of Portfolio and maintaining the delinquencies at NIL.
  • Implement & execute IBG4 business strategy to increase market share & to achieve targets consistent with IBG4 Topline and Bottom line targets with focus on a diversified portfolio and reduce concentration risk in the portfolio.
  • Build DBS Brand Value and enhance network in the location by various marketing activities, collaborations and events.
  • To comply with the Bank’s process & policies and ensure positive ratings during all Country / Group audits
  • Job Duties & Responsibilities

  • Source New to Bank Asset relationships within IBG 4 Segment up to T / O of 100 Crore, aligned to Bank Lending Policy and also ensure sanction and disbursement of the same, in liaison with Customer, Risk and Operations team.
  • Cross Sell of Liability, Trade, Cash and Treasury Product actively.
  • To achieve the individual Budgeted revenues through all product parameters
  • Conduct Proper Due diligence while on-boarding New Asset Relationships.
  • On board clients with a clear account plan highlighting the revenue potential, risks and mitigants.
  • Increase the wallet share with the customer by constantly exploring opportunities to cross sell other products offered by the bank.
  • Constant Monitoring of the Portfolio and ensure Timely Renewals. Provide regular feedback to the credit and portfolio team about various developments in the client’s business.
  • Work closely with the monitoring team for early warning signals and take appropriate actions as identified.

  • Thorough monitoring of accounts sourced and keep track on customer’s business and report any early warning signals.
  • Ensure Timely Renewals of Accounts.
  • Ensure that the covenants and conditions prescribed by the credit team are consistently met.
  • Adherence to strict KYC / AML requirements.
  • MIS to be provided to the central team for further reporting, within the stipulated guidelines.
  • Timely Completion of Learning Programs as assigned by DBS for time to time
  • To comply with the Bank’s process & policies
  • Required Experience

  • Overall 3- 5 years of experience in sales.
  • 2 years of sales experience in SME / Business Banking Lending.
  • Proven sales track record in asset business in the SME / Business Banking segment.
  • Knowledge of competitors and market place
  • Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred.
  • Education / Preferred Qualifications

    An MBA or CA with relevant number of years of experience in banking and specifically in selling asset products in the SME / Business Banking segment.

    Core Competencies

  • Good written and verbal communication skills
  • Good Analytical skills.
  • Self-driven and highly ambitious
  • Results-orientated & the ability to handle pressure
  • Relationship building & management skills
  • Understanding of competitive positioning
  • Comfortable with tight deadlines
  • Technical Competencies

  • Sound understanding of asset products and associated technology platforms and operational procedures
  • Understanding of regulatory guidelines on banking policies issued by MAS / RBI / SEBI (local regulations in India) and local laws and regulations that impact businesses in general.
  • Understanding of KYC requirements & Anti-money Laundering Policies are critical.

  • Knowledge of financial markets, products & competitor offerings to assist in meaningful dialogue with clients
  • Work Relationship

  • Close interaction with Branch managers / Central team and other stakeholders to ensure consistent on boarding of good quality customers and thereby delivery of sales targets.
  • Close interaction with various stakeholders to ensure consistent and reliable service delivery to the customer.
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