Relationship Manager , Small Medium Enterprises, Institutional Banking Group

Overview

Relationship Manager for the SME asset portfolio within the Institutional Banking Group (IBG 4) at DBS Bank, reporting to the Zonal CPS Team Leader – Assets.

What you'll do

• Source new-to-bank asset relationships within the IBG 4 segment up to a turnover of 100 Crore, aligned to the Bank Lending Policy, and ensure sanction and disbursement in liaison with Customer, Risk and Operations teams.
• Ensure good net interest income and fee income across the portfolio and regular revenue streams through cross-sell of trade, liability, cash, treasury and fee products.
• Play an instrumental role in increasing the profitability of the branch.
• Monitor the portfolio and maintain delinquencies at nil.
• Implement and execute the IBG 4 business strategy to increase market share and achieve top-line and bottom-line targets, with focus on a diversified portfolio and reduced concentration risk.
• Build DBS brand value and enhance network in the location through marketing activities, collaborations and events.
• Conduct due diligence when onboarding new asset relationships and onboard clients with a clear account plan highlighting revenue potential, risks and mitigants.
• Achieve individual budgeted revenues across all product parameters.
• Increase wallet share with customers by exploring opportunities to cross-sell other bank products.
• Monitor the portfolio closely, ensure timely renewals, and provide regular feedback to the credit and portfolio teams on client business developments.
• Work with the monitoring team on early warning signals and take appropriate action.
• Ensure covenants and conditions prescribed by the credit team are consistently met.
• Adhere to strict KYC/AML requirements.
• Provide MIS to the central team within stipulated guidelines.
• Complete learning programs assigned by DBS from time to time.
• Comply with the Bank's processes and policies, and ensure positive ratings in Country and Group audits.
• Stay in touch with local business stakeholders, including existing and prospective clients, market leaders, CAs, influencers and industry associations, to stay updated on market practice and local intelligence.
• Report material information on business opportunities and industry/customer risk to senior functional management at regular intervals.

What you'll need

• Overall 3 to 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 the marketplace.
• Bachelor's in finance, economics or commerce, or MBA, or CA.
• Excellent communication and listening skills.
• Good sales and negotiation skills.
• Working capital finance knowledge.

Nice to have

• Market knowledge and experience in the SME segment, with reference to customer preferences and requirements.

Details

• Location: Mumbai.
• Job: Relationship Management.
• Schedule: Regular employee.
• Reports to: Zonal CPS Team Leader – Assets (Manager / direct report).