Cluster Business Leader

SECTION I: ROLE INTRODUCTION
Outlines the basic information of the role.
Job Title
Cluster Business Leader
Reporting To
Team Leader/ Regional Business Leader
Job Code ID
COB1G55TB
Business Unit
Commercial Banking
Grade/ Level
Upto G5
Sub Business Unit
Medium Enterprises
Management Band
Middle 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
3-5
Financial Metrics (Budget, Revenue, etc.)
Cost Centre
Total Team Size
3-5
SECTION III: PURPOSE OF THE ROLE
A two-to-three-line statement outlining the objective or the reason for which the job exists.
Lead and manage a team of Relationship Managers to acquire, deepen, and service clients in the Middle Market Segment (100 -500 Cr Turnover), ensuring portfolio growth and profitability
Deliver the entire suite of the Bank’s products and solutions across lending, liabilities, trade, treasury, and fee-based offerings, aligned with client needs and the Bank’s strategic objectives
Strengthen long-term relationships with promotors, top management and decision makers while maintaining strong risk discipline, compliance, and superior client experience.
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
Develop and implement business strategies for client acquisition, revenue growth, and portfolio profitability within the assigned segment
Identify new business opportunities and cross-sell opportunities across banking products
Align portfolio objectives with the bank’s long-term growth strategy and risk appetite
Product Penetration
Journey TAT
Overdue Renewal
Return Upliftment
Processing Fee
Retail Cross Sell
FX
Total NII (Asset + Liab)
Liability NTB
Non-Fund (AYB)
CASA Growth (AYB)
PSL (NCF/WS/SMF) focused growth - Organic
Fresh Slippages
Asset NTB
Advances Growth (EOP)
Trade
Term Deposit Growth (AYB)
Productivity
Governance on Internal Audit
Liability Focus
Governance on Exceptions
Core Responsibilities
Team Management
Lead, mentor, and motivate Relationship Managers to achieve business and service objectives
Build a high-performance culture through training, performance monitoring, and succession planning
Promoter/ Top Management Relationship
Engage and maintain relationship with top management and promoters of the client on regular basis
Understand the promoters / top management’s financial needs and challenges and provide suitable solutions for it
Revenue Generation
Achieve Banks objective in terms of earnings, assets, liabilities, credit quality etc. as per agreed budgets / targets from client relationship across all product groups
Relationship Management
Seek and acquire new client relationships by understanding the customers financial needs and provide suitable solutions in terms of providing bank products and services
Manage the client relationships by handling activities ranging from identifying client’s financial needs, advising, structuring the deal, preparing the terms and conditions and closing the deal
Assess banking needs and risks for clients and manage client relationships accordingly to optimize risk-reward for the Bank
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
To maintain high quality standards of documentation, client communication, process compliance, ongoing basis with product partners / OSD / Risk Management and other Relationship Management group
People Management
Monitors and enables the achievement of goals and key performance indicators for direct reports and ensures effective implementation of the performance management process in the section.
Develops talent within the team by providing guidance, ongoing feedback, coaching and development opportunities to individuals to enable achievement of the defined goals.
Risk and Internal Control
Implements the risk policies and processes (operational, regulatory, financial, informational, reputational and audit risks), ensuring that that these meet regulatory and internal requirements.
Implements the internal control systems in the department and participates in the departmental audits.
Implements practices to bridge gaps identified during departmental audits.
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 / Credit / Underwriting teams → for limit approvals & portfolio quality
Product teams (Trade, CMS, FX) → for revenue maximization
Operations / CAD / CAG → for smooth execution
External
ME customers, promoters, Trade Associations, Industry bodies
Channel partners, consultants, CA network
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 8 years of relevant experience and overall experience of 10 to 12 years. Prior experience in BFSI sector.
Competencies
CORE COMPETENCIES
LEADERSHIP/ BEHAVIORAL COMPETENCIES
Customer
Professional Entrepreneurship
Drive for Results
Influence and Impact
Quality Focus
Good knowledge of banking & trade finance products
Good communication, interpersonal & presentation skills
Creates discipline in getting things done.
Develops required capabilities within the team

Work arrangement
No