01Overview
- POSITION DESCRIPTION
JOB TITLE : Senior Relationship Manager
GRADE : SM
DEPARTMENT : Branch Banking
LOCATION : Branch
SUB-DEPARTMENT : Business
TYPE OF POSITION : Full-time
REPORTS TO : Priority Area Manager
REPORTING INTO
NA
- ROLE PURPOSE & OBJECTIVE
- Sr. Banking Relationship Manager the single point relationship management official of the Bank for the high-net-worth customers in the Priority Banking Segment of Bank.
- Sr. RM is primarily responsible for providing financial solutions to the Emerging HNI & HNI customers and ensure value added services. He/ she is responsible for increasing liabilities size of relationship especially via balance growth in accounts of existing customers and enhancing customer profitability by capturing larger share of wallet.
- He/ She is responsible for deepening the existing relationships by cross selling of Bank's products and Services/ third party investment products. Also enhances the book through new customer acquisitions.
- Apart from Liability his/her key focus will be on ensuring Cross-sell of Mutual Funds SIPs, Insurance etc.
- He/ She should also ensure in increasing customer engagement through other products like Forex, Remittances, Loans, etc. to the new and existing customers.
- He/She will also ensure that references of other HNI customers are taken from existing customers which could be family members, friends, acquaintances, business partners etc to enhance his portfolio.
- Sr. RMs periodically reviews the existing relationships of all the customers from liability as well as cross holding perspective like Investments MF, Demat etc and also ensures that the customers are sufficiently educated/ leveraged on the best financial solutions.
- He/ She also updates Bank's internal systems like the Daily activity tracker in CRM, Customer Profiling etc for monitoring, accurate reporting and MIS.
- SIZE OF THE ROLE- NA
FINANCIAL SIZE
NON-FINANCIAL SIZE
- TRV Size Ranging from 25 Cr 100 Cr
- Number of Branches 2 to 4 selective branches within City/Cluster/Region
- Number of products and services catering to all banking products & services
- Volume of products and services As mentioned in their KRA
- KEY DUTIES & RESPONSIBILITIES OF THE ROLE
Business
- Achieve % Cumulative Daily Balance - Deepening in Mapped Existing to Bank - ETB Book
- Achieve the Recent to Bank - NTB Target from self-sourced accounts across all schemes
- Achievement of Target from Mutual Funds, Life Insurance - LI, General Insurance - GI, Asset Products
- Other Cross Sell Points - through Loans, Term Deposits, Forex remittances, Cards, etc
- Improve Customer Activation % by sale of defined hooks in the mapped portfolio.
- Experience on modules like Wealth Management, Portfolio Building, Financial Planning, etc
Customer
- Resolution of Queries / Requests that may come from managed CASA clients; adhering to the TAT Providing the best alternate channel experience for the customer through IB / MB/ CIB & Phone Banking
- Provide Doorstep service to managed customers, where-ever required
- Implementing necessary training for staffs to enable them to handle managed customers
- Sr. RMs periodically reviews the existing relationships of all the customers from liability and also ensures that the customers are sufficiently educated/ leveraged on the best financial solutions.
- Customer Feedback Score
Internal process
- Streamlining the process of customer on-boarding and ensuring seamless process during the same
- Responsible for updating and maintaining all Managed Customer upsell related MIS as well as New Customer acquisition done by RM (Calls, Prospects, Meetings, Business Conversions)
Learning & Performance
- Ensure adherence to training man-days/ mandatory training programs for self to ensure product knowledge & change in processes
- Ensure goal setting, mid-year review and performance appraisal processes are completed within specified timelines
- MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS
Educational Qualifications
Graduate or Masters or MBA / PGDM Preferred.
Experience
Preferred experience of 4 - 6 years in Banking- HNI Acquisition or Relationships
Certifications
IRDA Certified
Functional Skills
Branch Banking & Liability products sales
Experience in interacting with cross-functional teams
A self-starter
Behavioral Skills
A Conversationalist by nature
Relationship and Influencing Skills
Competencies
Planning & Organizing
Driving Execution
Building Partnerships
- KEY INTERACTIONS
INTERNAL
EXTERNAL
- Branch Teams (BMs / SOs / CCR /RPM)
- Marketing
- Product & TPP Team
- Alternate Channels
- Vigilance / FCU / Compliance
- Promotional Agencies Lead generation Activities
- Companies where Managed SA Relationship Account exists via Salary Accounts
- Mapped Insurance Company staff
PREPARED BY: Sanat
DATE
REVIEWED BY
DATE
