Team Leader : Institutional Banking: Assets & Liabilities

Quotient Consultancy
  • Mumbai
  • 23-25 lakh
  • 5-10 years
  • 26 May 2015

  • Sales/ Business Development/ Account Management

  • Banking - Retail
Job Description

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). City

Head 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.

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 Manager 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


Track market developments and update relevant stakeholders. Maintain high level of quality and

consistency in customer proposals.

Overall 5-7 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 Mid market / SME segment, with reference to customer preferences

and requirement would be preferable.

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

Competencies/Skill sets for this job

Treasury Cash Management Customer Portfolio Accounts Market

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Quotient Consultancy