Relationship Manager

Major Responsibilities:

• Meet Corporate Commercial Finance objectives set by the Head - Corporate Commercial Finance.
• Marketing, customer service, data analysis, and supervision responsibilities and excellent at conflict resolution, communication, counseling, reporting and consulting.
• Handle designated corporate relationships, including marketing for additional business and annual reviews.
• Proactively establish, develop and maintain a portfolio of corporate clients and ensure that new relationships or ongoing requirements of existing clients attain internal profitability benchmarks and are in conformity with lending guidelines.
• Achieve strategic annual targets as allocated by line manager.
• Handles designated corporate / commercial relationships.
• Maximise revenue and customer value from the assigned portfolio.
• Proactively establishes, develops and maintains a portfolio of corporate clients ensuring that new relationships or ongoing requirements of existing clients attain internal profitability benchmarks and are in conformity with lending guidelines.
• Establishes and develops positive customer relationships by regular customer visits and advising and counseling customers on overall business / specific business requirements.
• Contributes to increase profit from an allocated portfolio of corporate clients
• Controls effective risk management by evaluating authorizing and recommending credit proposals.
• Regular awareness of customer’s business updates.
• Identifies and successfully exploits cross-sell opportunities and makes appropriate referrals.
• Plan and implement service and sales activities to sell/cross-sell a wide range of products including retail, insurance house, deposits and other allocated products.
• Minimize credit risk and loss by ensuring compliance to internal and regulatory requirements.
• Ensures credit reviews are completed on time, quality credit assessment are made and early warning sign accounts are identified on time.
• Win new strategic client relationships within a selected group of accounts to generate more business.
• Regular communication with stakeholders (CRD, Ops, CAC, TF, RF, LH & other if any), clear guidelines to team members and by building an experienced/capable team of RM’s.
• Responsible for proactively and reactively researching market and client related aspects and communicating critical findings to line manager in order to pre-empt business risks and opportunities.
• Attends conferences, AGM’s and other events as and when required for networking and brand awareness.
• Ensure that clients are kept up to date with FH’s related changes influencing them.
• Ensure that there is high credibility with strategic clients, through reliability and value contributed to their business.
• Responsible for the authorizing credit applications and all other credit related applications.
• Identifying and taking ownership of sales leads generated from other parts of the business
• Providing centre for information/query handling service point for the portfolio
• Liaise with key operational functions to ensure client service delivery to agreed benchmarks
• Provide relationship advice and strategy to the client and Finance House senior management.
• Partner with Product specialists & credit support to pitch, originate, structure and develop appropriate financing options for identified deals.
• Take the lead along with product on pricing and structuring of facilities.
• Conduct due diligence and obtain source documents and information related to the transaction and client.
• Obtain source documents from the client for KYC, FATCA, AECB and/or any other required documents.

Desired Skills and Experience

• Decision making, analytical, conflict resolution and problem solving skills.
• Strong knowledge of loan products and other credit instruments
• Excellent interpersonal skills by proven ability to influence and negotiate, to diffuse, remedy and reconcile customer matters.
• Excellent customer service skills.
• Demonstrate judgment and professionalism skills.
• Leadership skills in motivation, development, mentoring and team building.
• Ability to take right decision.
• A good understanding of Banking Law
• Capability to effectively present information and respond to questions from management/CRD
• Execution – ability to execute upon views taken or decision made
• Complexity- ability to deal with complexity in a diverse environment with multiple stakeholders
• Deal with pressure – ability to deal, remain focused and collected under pressure
• Management skills – ability to build and motivate a team, providing a vision and roadmap to success
• Communication and listening skills – must be attuned and sensitive to the un-tuned views of business stakeholders
• Relationship building skills – ability to gain buy-in from keys stakeholders and senior management
• Innovative thinking and problem solving skills.

Experience:

• Minimum 10 years experience in related field
• 6 years of Financial Services, with banking experience of which at least 3 years shall be in Corporate/Commercial lending.

Education:

• Bachelor's degree in Finance or in Banking.