To lead a team, acquire and build a well diversified portfolio within the IBG 3+, IBG 3- and 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 healthy income with an acceptable risk to the bank. Relationship
Manager is expected to deliver these results in accordance with the lending guidelines prescribed by the
To directly lead a team & source New to Bank IBG 3+, IBG 3- and IBG 4 relationships (Portfolio up
Build a diversified portfolio offering revenues from asset, trade, cash, treasury, fees etc.
Asset opportunities to be sourced aligned to the bank's lending norms
Maintain high level of quality and consistency while proposing various facilities for the customer.
Maintain nil delinquency in the accounts sourced.
Cross sell of trade, cash management and foreign exchange related facilities.
Build a diversified portfolio and reduce concentration risk in the portfolio.
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.
Help the branch in building liabilities book through these new to bank relationships.
Implement & execute SME business strategy to increase market share & to achieve targets
consistent with SME's revenue, ROE & Cost / Income ratio targets.
Regular Tracking of progress on the agreed key metrics towards delivering on the strategy.
Track developments in the respective markets and provide feedback to the Branch Manager and
the central team.
To lead a team and Source New to Bank customers and build the IBG 3+, IBG 3- and IBG 4
segment by selling asset, trade, cash management and forex etc. to the customers.
On board customers with a fine balance of expected income and acceptable risk.
Increase the wallet share with the customer by constantly exploring opportunities to cross sell
other products offered by the bank.
Thorough monitoring of accounts sourced.
Keep track on customer's business and report any early warning signals.
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.
Overall around 12 years of experience in sales.
3 - 4 years of sales experience in SME / Mid market lending.
Proven sales track record in asset business in the SME/Business Banking segment.
Knowledge of competitors and market place
Market knowledge and experience in the Mid market / SME segment, with reference to customer
preferences and requirement would be preferable.
An MBA or CA with relevant number of years of experience in banking and specifically in selling asset
products in the SME/Business Banking segment.
Good written and verbal communication skills
Good Analytical skills.
Self-driven and highly ambitious
Results-orientated & the ability to handle pressure
Relationship building & management skills
Understanding of competitive positioning
Comfortable with tight deadlines
Sound understanding of asset products and associated technology platforms and operational
Understanding of regulatory guidelines on banking policies issued by MAS/ RBI/SEBI (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
Close interaction with Branch managers / Central team and other stakeholders to ensure
consistent on boarding of good quality customers and thereby delivery of sales targets.
Close interaction with various stakeholders to ensure consistent and reliable service delivery to the
Drive Performance Through Value Based Propositions
Ensure Customer Focus by Delighting Customers & Reduce Complaints
Build Pride and Passion to Protect, Maintain and Enhance DBS' Reputation
Enhance Knowledge Base, Build Skill Sets & Develop Competencies
Invest in Team Building & Motivation through Ideation & Innovation
Execute at Speed While Maintaining Error Free Operations
Develop a Passion for Performance to Grow Talent Pool
Maintain the Highest Standards of Honesty and Integrity