Relationship Business Banking Working Capital Manager

Hdfc Bank; Haldwani, Sonipat; On-site; INR 700,000 - 1,100,000; Full time

Job summary

HDFC Bank Limited is seeking a Relationship Manager for the Business Banking Group. The role focuses on acquiring new asset relationships, managing a 30-40 BBG portfolio across geography, and maintaining high-quality HNW relationships to deliver superior service.

Responsibilities include lead generation via branches, CRM updates, and cross-selling across liabilities and asset products. The position requires travel and strong sales and relationship-management skills within an Indian banking

Qualifications

• Must have strong financial analysis skills and ability to interpret balance sheets.
• Proven relationship management and sales experience in banking or SME lending.
• Ability to coordinate with multiple internal stakeholders and branches.
• Willingness to travel across assigned locations as per business needs.

Responsibilities

• Achieve business targets for BBG customers in volumes and profitability.
• Generate leads via branches and CRM, ensuring conversion through the sales process.
• Identify wallet share and cross-sell across liabilities, assets, and GP products.
• Maintain CRM entries and coordinate with product groups for portfolio optimization.
• Review portfolio monthly with product teams to drive penetration and returns.
• Ensure compliance and documentation pre/post disbursement and follow-ups.

Skills

Financial understanding

Balance sheets

Relationship management

Sales and influencing

Interpersonal skills

Banking acumen

SME sector knowledge

Education

Postgraduate in Finance

Chartered Accountant

Job description

Job Name : Relationship Manager - Business Banking Group

Job Title : Relationship Manager

Business Unit (PA) : Business banking Group

Team : (Sub team in the PA) : NA

Reports to (job) : Cluster Head

Location of role : Haldwani, Sonipat

Job Function : Sales

Role Type : Individual Contributor

Travel Required : More than Moderate in Metros, Urban and more extensive in semi urban / rural locations depending upon the branches being managed, should be interested in travel for work in assigned locations.

Vehicle : Two-wheeler & four wheeler mandatory for this role.

Job Purpose : Acquisition of new asset relationships through various channels and managing a portfolio of 30-40 BBG relationships depending on the geography covered and the branches mapped to the RM and maintain HNW relationship management of the BBG customers in order to provide quality service to the customers.

Job Responsibilities (JR) : 6 8 Areas Actionable (4-6)Business Development

1. To achieve overall business targets on volumes and profitability for BBG customers.
2. To regularly interact with the branches for lead generation for BBG, updates on the leads in CRM, ensuring conversions and following complete lead conversion process.
3. Market scoping and identifying the potential customers with wallet share for all BBG customers and product penetration and strategy for achievement under various initiatives jointly with branch banking team.
4. RMs have to follow the laid down sales process which involves updation of the regular client calls for both existing and prospective clients. These calls should be done in a structured manner either individually or with support groups, branches or supervisors.
5. These calls should be updated in the CRM systems for future guidance and monitoring of accounts and also to assign tasks & leads to other departments.
6. Monthly review to be done with various product groups and supervisors who support the RMs portfolio (plan Vs achievement) and other cross function teams to ensure better product penetration.
7. Improvement on yield for the Bank so that the Portfolio has a strong Return on capital at RM portfolio level.
8. Documentation pre-disbursement (Doc collection, legal & TSR, Valuation etc.) and post disbursement sign off from customers, including deferral closure
9. Ensuring cross selling of complete liabilities, corporate salary accounts, other asset products, TPP to the existing Relationships and its raised group accounts.
10. Increasing the IPH and CTG to ensure revenue maximization.

Customer relationship management

1. Relationship building with both internal and external customer of the RM. Client satisfaction and taking care of all banking needs of the customer.
2. Preparation of customer profiling sheet and identifying cross sell and revenue increasing opportunities
3. CAM Preparation & query resolution
4. Customer negotiation on rates and other issues relating to charges.
5. Daily servicing of customer w.r.t. Cheque referrals, customer queries related to Banking, Issuance of Cheque books, managing cash deposition / withdrawal issues, solvency certificates, trade & Fx transaction, etc.
6. To make sure high level of client satisfaction.

Coordinating with internal and external stakeholders

1. Co-ordination with credit for CAM approval, deferral waiver / extension & other customer requirements like Buyers credit, TODs
2. Co-ordination with local Ops for disbursements, TOD limit setting, submission of Stock Statement.
3. Coordinating with trade desk and customer for smooth LC/BG issuance, and for import / export payment, BG invocation, LC payment
4. E-Net, CMS and cross sell of other such products.

Ensuring Compliance and Health check of portfolio

1. Portfolio review and remedial management which includes managing exits, line reductions, recovery and restructuring of exposures. Management of stress and critical accounts.
2. Also ensuring completion of Housekeeping pendencies including CAM renewals, deferral closure, Call memos, stock statements, insurance renewals, Plant visit, Site visit etc.
3. Follow-up and regularization of TODs
4. High value transaction reporting and tracking.

Educational Qualifications

• Post Graduate in Finance or Chartered Accountant

Key Skills

• Strong understanding of Financials and Balance sheets
• Strong Relationship Management skills
• Sales and Influencing Skills
• Strong Analytical ability
• Good Interpersonal and Negotiation skills
• Understanding of the Banking Industry
• Understanding of the SME sector

Experience Required

• Minimum 2-3 years of experience in Working Capital Sales and Service portfolio in a Private Sector Bank

Major Stakeholders

• Customers
• Credit underwriting team
• Branch Banking Team
• Operations
• Treasury
• Salary Team
• Private Banking Group
• Legal & Audit
• Lawyers and Valuers
• BIU (Finance)
• Retail Assets (Auto Loan, Home Loan)
• Credit Cards, Digital teams for Payzapp, E-net, TON etc.
• Insurance , General and Life