Relationship Manager

SECTION I: ROLE INTRODUCTION
Outlines the basic information of the role.
Job Title
Relationship Manager
Reporting To
Cluster Business Leader
Job Code ID
COB5G66GG
Business Unit
Commercial Banking
Grade/ Level
G7
Sub Business Unit
Medium Enterprises
Management Band
Junior Management
Location
PAN India
Section II: JOB ROLE SCOPE
Outlines the count of employees reporting and financial metrics of the role.
Number of Direct Reports
NA
Financial Metrics (Budget, Revenue, etc.)
Gross Disbursement
Incremental AMB Book Growth (Asset AMB Book) Trailing 3 Months AQB calculations (Indicative only)
Incremental Non-Fund EOP
Total Income Forex income & Trade Fee & Processing Fee
Incremental CA BS AMB Growth Liabilities
Incremental TD BS AMB Growth Liabilities
Total Team Size
NA
SECTION III: PURPOSE OF THE ROLE
A two-to-three-line statement outlining the objective or the reason for which the job exists.
Drive acquisition of new-to-bank clients and deepen existing relationships be delivering a comprehensive suite of banking products and solutions
Achieve agreed objectives across assets, liabilities, and fee income, with a focus on sustainable growth, cross-sell and increased wallet share
Meet clients’ requirements through seamless coordination with internal teams, ensuring superior service delivery, adherence to risk and compliance standards, and continuous improvement in VOC scores.
SECTION IV: KEY RESPONSIBILITIES & KPIS OF THE ROLE
These responsibilities are representative, and the role holder is also responsible for any other job assigned by the superior authorities from time to time. This section in not intended to be an exhaustive listing of all activities done by the role holder. It should capture only the key responsibilities of the role.
Metrics that are used to evaluate the success / performance of the role; specific targets do not need to be included as those would change from Y-o-Y.
Responsibilities
KPIs
Strategy & Planning
Formulate and execute client acquisition and portfolio growth strategies in alignment with the Bank’s overall business objectives.
Define performance goals at the beginning of the year in consultation with reporting managers and continuously track progress.
Translate market insights and client intelligence into actionable business plans.
Contribute to product and process enhancements by providing structured feedback from client and market interactions
Governance on Internal Audit
Retail Cross Sell
Retail Cross Sell
PF
FX
Liability NTB
Non-Fund (AYB)
CASA Growth (AYB)
Overdue Renewal
Trade Target
Fresh Slippages
Advances Growth (EOP)
Governance on Exceptions
PSL (NCF/WS/SMF) focused growth - Organic
Total NII (Asset + Liab)
Productivity
Asset NTB
Term Deposit Growth (AYB)
Product Penetration
Return Upliftment
Journey TAT
Liability Focus
Core Responsibilities
Revenue Generation
Deliver financial targets relating to earnings, asset growth, liability mobilization, and fee income across multiple product groups.
Optimize profitability by balancing pricing, portfolio mix, and capital utilization.
Identify cross-selling opportunities to maximize wallet share and deepen client engagement
Relationship Management
Acquire and cultivate new client relationships by understanding their financial and strategic requirements
Act as the trusted advisor and single points of contact for clients, ensuring long-term partnership and retention
Drive superior customer experience through proactive engagement and high-quality service delivery
Communication/PR of Bank’s products
Undertake brand communication initiatives to reinforce the Bank’s positioning in the market.
Effectively articulate product value propositions through structured presentation, workshops, and client meetings
Differentiate the Bank’s offerings from competition through solution-driven engagement.
Market Research
Demonstrate deep understanding of clients’ industries, market conditions, and competitive landscape through primary and secondary research.
Anticipate client needs by analyzing sectoral trends, regulatory changes, and economic conditions
Provide actionable insights to product, credit and strategy teams for portfolio development
Credit Appraisal
Conduct rigorous analysis of client financials including income statements, balance sheets, cash flows, ratios and projections
Evaluate management quality, industry risk, and economic factors to structure sound credit proposals.
Ensure timely renewals, reviews and continuous monitoring of portfolio exposures
Documentation and Compliance
Maintain the highest standards of documentation, ensuring accuracy, completeness, and legal soundness
Ensure strict adherence to regulatory requirements (KYC, AML, FEMA, RBI guidelines)
Coordinate with risk, operations, and product teams to ensure seamless compliance across the transaction lifecycle.
Build expertise in both traditional and digital banking solutions, including CMS and API base offerings.
Self-Management Responsibilities
Define annual performance objectives with reporting managers and ensure consistent progress tracking
Take ownership of personal learning by identifying developments needs and bridging gaps through training, mentoring, and industry exposure
Demonstrate mastery of role-specific competencies and actively develop new capabilities
Stay abreast of industry developments, regulatory changes, and emerging best practices through continuous education and professional networking
Risk and Internal Control
Rigorously apply the Bank’s risk policies and frameworks to mitigate credit, operational, reputational, and compliance risks
Monitor early warning signals in the portfolio and initiate timely correction action
Ensure audit readiness through disciplined information management, documentation, and adherence to internal control systems
Promote a culture of compliance and risk awareness across all client and internal interactions
SECTION V: OPERATING NETWORK
Key interactions which are essential to execute the role. This will include both internal (excluding sub-ordinates) and external stakeholders.
Internal
Risk team: For assessment of working capital limits to clients.
OSD/CSD: For limit set up and trade transactions
External
Trade & Business Associations: For tie ups and generating leads for acquisition of Trade clients.
Interact with credit bureaus and relevant stakeholders
SECTION VI: ROLE PROFILE REQUIREMENTS
Minimum Qualification Which Are Essential To Execute The Role.
Education
Essential: Bachelor’s degree in any field
Preferred: Master’s degree is preferred
Experience
Essential A minimum of 2 to 5 years of relevant experience in BFSI sector.
Competencies
CORE COMPETENCIES
LEADERSHIP/ BEHAVIORAL COMPETENCIES
Customer
Professional Entrepreneurship
Drive for Results
Influence and Impact
I Quality Focus
Good knowledge of banking & trade finance products
Good communication, interpersonal & presentation skills
Strategist: Is future focused, self-driven
Creates discipline in getting things done
Positive & result oriented
Develops people capabilities

Work arrangement
No