Job Title : (Job Name) – Relationship Manager

Business Unit (PA) : Corporate Banking

Job Purpose
The Corporate Banking Function manages Banking needs across the product spectrum for large corporate entities.
The primary product lines include Assets, Liabilities as well as Fee or commission based products.

The role of a Relationship Manager is to build and manage rapport with corporate clients and map their
requirement with Bank’s products and services so as to ensure optimum customer acquisition, retention and
income generation by offering various products and services of the Bank, viz., Assets, Liability, Trade and Cash
Management.

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

Business Development - Existing client
relationship management
 Generate revenue from relationships by offering
various products and services of the Bank
 Scoping of existing client base in portfolio in order
to identify new opportunities for the Bank on a
continuous basis
 Overall responsibility to maintain good relationship
in order to become “first point of call” and also
achieve the budgeted revenue from the portfolio
 Regular interactions / meetings with clients to
identify potential opportunities for the Bank and
offer suitable products and services
 Regular joint calling on Clients along with other
Product and Service teams of the Bank to ensure
Cross-Sell of products and ensure service delivery
as well as create multiple touch points for the
client to ensure continuity
 Joint calling along with Credit Team to identify new
opportunities as well as potential stress indicators
for the Bank and maintain overall health of the
portfolio
 Periodic visits to plants and other off-site locations
of the Corporates with dual purpose of business
development and credit monitoring

Business Development - New client  Identify and develop potential customers for the
acquisition Bank
 Acquiring new relationships, including MNCs, by
regular follow-up / meetings with target clients and
offering them value-add to induce conversions

Product penetration & cross sell  Generate and identify new opportunities by
understanding the client’s needs and cross-sell
suitable products

Increase in wallet share  Increasing Bank’s share in existing products being

used by the existing relationship by offering value
additions and customizations
Internal processes and Coordination
Knowledge Building and Market Intelligence
Educational Qualifications
 Graduation: Any
 Candidate must possess
MBA/CA/ICWA/CFA with 4-6 years of
relevant experience
 Credit appraisal preparation for existing & new
corporates, for getting the deals sanctioned
 Understanding and analyzing financial statements
for deal structuring and credit decisioning
 Credit monitoring and maintenance for overall
health of portfolio
 Coordination with various internal stakeholders to
ensure service and product delivery to the Clients
in a timely manner
 Responsible for housekeeping in terms of periodic
internal memos and deferrals
 Remaining updated on regulations and internal
guidelines concerning Corporate Banking business.
 Sharing of important information / market updates
with peers which may impact deal structuring
 Ongoing interaction with Competition and being
aware of market practices and competition
offerings to Corporates in order to capture new /
emerging opportunities
 Taking initiatives beyond normal
work/expectations to aid to the overall target for
the team
 Generating ideas for increasing business by offering
innovative solutions/products
Key Skills
 Good knowledge on various corporate banking,
trade and treasury products
 Good credit and analytical skills are essential
 Should have excellent relationship skills and prior
experience in handling corporate customers
 Should be target oriented and willing to take
responsibilities
 Excellent communication and presentation skills -
with a basic level of sophistication in personal
interaction and grooming
Should have a self-starter orientation and
confident personality