Job Role To build a well diversified portfolio of accounts in the IBG 4 segment. Accounts should lead to good liability growth for the branch (Current Account, Fixed Deposit) in addition to product sale (Trade, Cash Management and FX flows).As IBG 4 city lead is expected to ensure controls are always kept in place and only quality accounts are sourced as NTB is a critical component of the role in addition to portfolio management.
Key Accountabilities ?* Source High quality New to Bank clients, individually, within the IBG 4 space to ensure well diversified client base. To ensure deepening of portfolio to become primary bankers for majority of such clients with excellent relationship management capabilities. ?* Build liabilities balances of the branch (current account and fixed deposit) in accordance with the budget. Ensure product sales (Cash, Trade, Treasury, and Cash Backed Lending) and other bank products (e.g. wealth referrals) to ensure high wallet share. Also to ensure sales of parameterized lending as and when rolled out for IBG 4 segment. ?* Develop a strategy for IBG 4 growth in the branch and agree the same with Branch Lead and Central Team. To ensure regular tracking of progress on key metrics towards delivering on the strategy as well as overall IBG4 objectives for the country ?* Ensure balance between NTB (New To Bank) customer acquisition & penetration of existing customers. Grow liabilities portfolio to deliver float balances, term deposit balances, income on trade and treasury services. Focus on identifying cross-sell opportunities for other products from within the liabilities portfolio. ?* Ensure high levels of controls (including audit and costs) are maintained within the role and quality accounts are sourced. To integrate well with all stakeholders locally in the branch as well as with regional and central office. Further to focus on customer service to ensure high levels of customer satisfaction. ?* Track market developments and update relevant stakeholders. Maintain high level of quality and consistency in customer proposals. Job Duties & Responsibilities ?* Source New to Bank customers in the respective markets as per the agreed metrics. ?* Lead and support the team in achieving their monthly/annual targets. ?* Monitor the movement of the sourced as well as the existing portfolio and explore every possibility of being the sole banker to the customer. ?* Ensure that the training needs are identified for self and team, communicate to the central team for getting the relevant training program done. ?* Regular feedback to the central team for improving brand visibility in the respective markets. ?* Conduct various promotional activities for building up a healthy pipeline. ?* Adherence to strict KYC/AML requirements.
Required Experience ?* Overall 8-10 years of experience in sales. ?* 3 - 4 years of sales experience in business banking and/or cash management, trade and treasury services. ?* Proven sales track record in cash management, trade and treasury services. ?* Knowledge of competitors and market place ?* Market knowledge and experience in the SME segment, with reference to customer preferences and requirement would be preferable.
Education / Preferred Qualifications An MBA or CA with relevant number of years of experience in banking and specifically in transaction banking is preferable.
Core Competencies ?* Good written and verbal communication skills ?* Excellent listening skills, with an inquisitive mind ?* Strong ability to influence ?* Self-drive and highly ambitious ?* Good problem solving, planning & organizing skills. ?* Results-orientated & the ability to handle pressure ?* Relationship building & management skills ?* Understanding of competitive positioning ?* Strong customer orientation & Focused on the brand ?* Creative with Attention to detail & Tenacious ?* Stakeholder management skills ?* Comfortable with tight deadlines ?* Strong team management & leadership skills. Technical Competencies ?* Sound understanding of cash management, trade and foreign exchange products and associated technology platforms and operational procedures ?* Understanding of regulatory guidelines on banking policies issued by RBI (local regulations in India) and local laws and regulations that impact businesses in general. Understanding of KYC requirements & Anti-money Laundering Policies are critical. ?* Knowledge of financial markets, products & competitor offerings to assist in meaningful dialogue with clients Work Relationship ?* Management of teams, visiting clients & customers along with team for support. ?* Close interaction with Branch managers to ensure consistent delivery of sales target. Escalation to HR for poor performers & rewards to high performers. ?* Close interaction with product teams to ensure suitable product development & training ?* Establish strong relationship with partners & other third party providers ?* Possess good working relationship service partners in the bank such as Product Mgt, Operations, Finance, Legal etc, so as to ensure seamless delivery of products to clients Additional Information Any additional information specific to the job holder or the specific environment. Also for additional job responsibilities which have been assigned but not relating to the current job profile.