Relationship Manager , Small Medium Enterprises, Institutional Banking Group

China, Beijing Branch; Mumbai; On-site; INR 900,000 - 1,500,000; Full time

Job summary

DBS India is seeking a Relationship Manager Asset to build and manage an asset portfolio within the IBG4 SME segment in Mumbai. You will source new asset relationships up to a turnover of 100 Crore, ensure sanction and disbursement in coordination with risk and operations, and drive revenue through cross-selling across liabilities, trade, cash, and treasury.

The role requires 3-5 years in sales, with SME/Business Banking lending experience and a proven asset sales track record.

Qualifications

• 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 marketplace
• Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred

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 timeto time
• To comply with the Bank's process & policies.
• To be in touch with local business stakeholders including the existing, Prospective clients, CA's, Influencer's and Industry association to be updated on the current market practice and local intelligence.
• To be responsible for submitting any material information around business Opportunities and Industry/Customer Risk, same shall be reported to the senior functional management at regular interval.

Skills

Excellent communication

Listening skills

Sales & negotiation

Education

Bachelors in finance/Economics/Commerce

MBA

CA

Job description

Position Title: Relationship Manager Asset
Department: SME,India, IBG4
Rank: Officer/Analyst/Associate
Reports To: Zonal CPS Team Leader - Assets

Job Purpose

• 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 a healthy income with an acceptable risk to the bank.
• The 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 monitoringof 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 timeto time
• To comply with the Bank's process & policies.
• To be in touch with local business stakeholders including the existing, Prospective clients, CA's, Influencer's and Industry association to be updated on the current market practice and local intelligence.
• To be responsible for submitting any material information around business Opportunities and Industry/Customer Risk, same shall be reported to the senior functional management at regular interval.

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 marketplace
• Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred

Education / Preferred Qualifications

• Bachelors in finance / Economics/Commerce or MBA or CA

Core Competencies

• Excellent Communication & Listening Skills, Good Sales & Negotiation Skills

Technical Competencies

• Working Capital Finance Knowledge

Work Relationship

• Manager / Direct Report

DBS India - Culture & Behaviors

DBS is committed to building a culture where all employees are valued, respected and their opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working, and opportunities to grow within an inclusive and diverse environment. Expected value driven behaviors are:

• Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions
• Ensure Customer Focus by Delighting Customers & Reduce Complaints
• Build Pride and Passion to Protect, Maintain and Enhance DBS' Reputation
• Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
• Maintain the Highest Standards of Honesty and Integrity.

Location

Mumbai

Job

Relationship Management

Schedule

Regular