Vice President, Relationship Manager, Institutional Banking Group
pune, Maharashtra, India · On-site
Senior+$6.0B raised
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Vice President, Relationship Manager, Institutional Banking Group
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Full-time
postgraduate degree
Posted 5d ago
Apply by Aug 26
~40 hrs/week
Responsibilities
Manage and sustain a portfolio of corporate clients while building long-term relationships and enhancing wallet share. Oversee risk assessment, credit monitoring, and the delivery of commercial banking products to meet revenue and profitability targets.
Requirements
Requires 7-12 years of experience in corporate banking with a proven track record in commercial banking and credit risk management. An MBA or CA qualification is preferred, along with strong leadership and financial analysis skills.
Full job description
Business Function
Corporate and Investment Banking provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans and foreign exchange. Through our continued commitment, DBS has cultivated long-standing relationships with its customers in the region that are based on account relationship management, service differentiation, product development and rigorous credit standards.
Job Purpose
To manage and sustain a portfolio of Corporate customers, building long term relationships founded on efficient and reliable support for their business. To work with product groups and other colleagues both in India and overseas to build our Local large corporate client base, and enhance wallet share from both new and existing customers.
Risk assessment of facility clients in the form of continuous monitoring (writing memos, working through the approval process and working with RMG, Operations, product groups etc to ensure seamless delivery to the client).
Key Accountabilities
Relationship Manager responsible for a portfolio of corporate clients. Manage relationships through constant interaction & account mapping at varied levels in client organizations, while ensuring a risk-adjusted portfolio contribution
Determine the products that are most effective in meeting customer’s needs and be able to sell these both reactively and proactively. Customize, adapt & develop new products to increase profitability, reduce costs & ease operational bottlenecks.
Implement & execute IBG1 business strategy to increase market share & to achieve targets consistent with IBG1’s revenue, ROE & Cost / Income ratio targets. Cross sell other products of the bank including cash, treasury, trade & others.
Ensure the highest customer retention & increase in wallet share by constantly monitoring customer satisfaction levels through detailed MIS & tracking of operations & complaints. Ensure all regulatory reporting & compliances are enforced. Also ensure assistance to external & internal audits
Develop the DBS brand in the region. Research different identified & appropriate market segments including analysis of key requirements for each segment. Build and develop a high performing team through embedding performance development and coaching. Create an empowering environment for the team, encouraging individual ownership and initiative. Ensure coaching and feedback in order to achieve their maximum potential. Make reward decisions within set guidelines.
Job Duties & Responsibilities
Primary contact at CEO, Finance Director, and Treasurer level in Corporates controlling offices, discussing inter alia customer needs, service reviews, and credit risk issues.
Advises and debates how business finances could be structured in the short-term and medium/long term.
Grow the team’s portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives.
Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.
Formulate business development strategies and objectives to meet changing market needs.
Develop prioritized target list & structured client calling plans in place and formulate client action plans.
Monitor conformance of team using new relationship development procedures.
Monitor results of customer surveys against target service quality standards.
Monitor levels of complaints and quality of handling.
Proactively researches competitive threats/opportunities within the team’s market and geographical area.
Ensure that quality proposals are submitted to the credit chain
Required Experience
Overall, 7-12 years of experience in corporate banking, MNC RM experience preferable.
Proven track record in the corporate & commercial banking
Sound understanding of products
Sound Understanding of credit proposals
Knowledge of competitors and market place
Education / Preferred Qualifications
An MBA or CA with relevant number of years of experience in banking is preferable.
Core Competencies
Strong selling and negotiation skills
Excellent diagnostic skills and rigorous approach to problem solving
Excellent communication skills at all levels
Excellent comprehension skills to understand and interpret industry data and economic trends
Sound financial counseling skills
Strong credit risk analysis skills
Strong formal presentation skills to gain acceptance to solutions, both internally and externally
Team creation and co-ordination skills to mobilize and manage product specialists
Proven leadership experience in leading & managing sales.
Ability to think creatively and identify innovative solutions.
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 and products to assist in meaningful dialogue with clients
Financial Analysis and research capabilities. Evaluation of credit risks involved in credit proposals.
Work Relationship
Working relationship with RM’s / Sales in CBG / CMS/ GTS to maximize opportunities and cross sell of products.
Important and constant relationship with credit both in developing new products for IBG1 customers and maintaining the quality of the account’s portfolio.
Close working relationship with internal support/ product functions such as Operations, Product Owners (eg T&M, Custody, GTS); Credit Risk & CCU for approval of credit lines, legal & compliance for regulatory & compliance issues etc.
Working relationship with operations to ensure smooth delivery to the customer.
DBS India - Culture & Behaviors
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
DBS is a leading financial services group in Asia with a presence in 19 markets. Headquartered and listed in Singapore, DBS is in the three key Asian axes of growth: Greater China, Southeast Asia and South Asia. The bank's "AA-" and "Aa1" credit ratings are among the highest in the world.
Recognised for its global leadership, DBS has been named “World’s Best Bank” by Global Finance, “World’s Best Bank” by Euromoney and “Global Bank of the Year” by The Banker. The bank is at the forefront of leveraging digital technology to shape the future of banking, having been named “World’s Best Digital Bank” by Euromoney and the world’s “Most Innovative in Digital Banking” by The Banker. In addition, DBS has been accorded the “Safest Bank in Asia“ award by Global Finance for 14 consecutive years from 2009 to 2022.
DBS provides a full range of services in consumer, SME and corporate banking. As a bank born and bred in Asia, DBS understands the intricacies of doing business in the region’s most dynamic markets. DBS is committed to building lasting relationships with customers, as it banks the Asian way. Through the DBS Foundation, the bank creates impact beyond banking by supporting social enterprises: businesses with a double bottom-line of profit and social and/or environmental impact. DBS Foundation also gives back to society in various ways, including equipping communities with future-ready skills and building food resilience.
With its extensive network of operations in Asia and emphasis on engaging and empowering its staff, DBS presents exciting career opportunities. For more information, please visit www.dbs.com
Offices: 12 Marina Boulevard, DBS Asia Central @ Marina Bay Financial Centre Tower 3, Singapore, 018982, SG · 11/F The Center, 99 Queen's Road Central, Hong Kong, HK · 18th Floor DBS Bank Tower, 1318 Lu Jia Zui Ring Road, Shanghai, 200120, CN · Songren Road No. 36, 17F, Xinyi District, Taipei, 110, TW · 3rd Floor, Fort House, 221, Dr. D.N. Road, Fort, Mumbai, 400001, IN
Banking and FinanceWealth ManagementFinanceCyber SecurityBankingBusiness DevelopmentFinancial ServicesIT Infrastructure
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