RELATIONSHIP MANAGER
AXIS BANK LTD
مجموع سنوات الخبرة :14 years, 8 أشهر
Responsible for achieving Topline and Fee growth from New to Bank SME business within an assigned territory by effectively selling the SME products and related services.
•Promote and sell SME products to New-to-Bank customers and as cross-sell to existing customers from other Departments, thereby contributing to Topline, PSL and Fee growth.
•Manage various channels such as Branch, BBRMs/TRMs, Sales Executives, BA-DSA, etc. in addition to own open market sourcing to achieve the above-mentioned objective.
•Establishes, develops and maintains business relationships with branch staff (Branch Head, BBRM, BSM, etc.) in assigned territory,
•Manage and ensure desired productivity levels of the assigned sales executives
•Researches sources for developing prospective customers and for information to determine their potential.
•Analyses the territory/market’s potential and determines the value of existing and prospective customers’ value to the organization.
•Expedites the resolution of customer problems and complaints.
•Plans and organizes personal sales strategy with the help of Center Head and Geography Head
•Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
•Conduct quarterly visits to client’s office/warehouse to assess their business operations.
• Review credit expiries so as to ensure timely renewal of facilities and constantly follow-up with clients to enhance facility utilisation.
•Responsible for liaising with trade associations, industry body, canalising agencies etc. for business development.
•Coordinate with other internal verticals as well as RMs for smooth initial disbursement of sanctioned credit facility
Working Capital, Emerging Business
Responsible for achieving Topline and Fee growth from New to Bank SME business within an assigned territory by effectively selling the SME products and related services.
•Promote and sell SME products to New-to-Bank customers and as cross-sell to existing customers from other Departments, thereby contributing to Topline, PSL and Fee growth.
•Manage various channels such as Branch, BBRMs/TRMs, Sales Executives, BA-DSA, etc. in addition to own open market sourcing to achieve the above-mentioned objective.
•Establishes, develops and maintains business relationships with branch staff (Branch Head, BBRM, BSM, etc.) in assigned territory,
•Manage and ensure desired productivity levels of the assigned sales executives
•Researches sources for developing prospective customers and for information to determine their potential.
•Analyses the territory/market’s potential and determines the value of existing and prospective customers’ value to the organization.
•Expedites the resolution of customer problems and complaints.
•Plans and organizes personal sales strategy with the help of Center Head and Geography Head
•Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
•Conduct quarterly visits to client’s office/warehouse to assess their business operations.
• Review credit expiries so as to ensure timely renewal of facilities and constantly follow-up with clients to enhance facility utilisation.
•Responsible for liaising with trade associations, industry body, canalising agencies etc. for business development.
•Coordinate with other internal verticals as well as RMs for smooth initial disbursement of sanctioned credit facility
Solicit new relationships and independently manage a credit portfolio, structure facilities, negotiate & close opportunities so as to meet budgeted income, deposits, number of new accounts to be booked targets.
•Review spreadsheets, analysis of financial statements, cash flows, sensitivity analysis and projections etc. and finalise
•Credit proposals/applications, internal memos and external correspondences.
•Prepare responses to queries raised by Unit Head/ HOSME / Credit Committee.
•Follow up to ensure ongoing compliance as per approved terms and conditions and to monitor account operations, review, approve or recommend transactions through TTs and memos.
•Conduct quarterly visits to client’s office/warehouse to assess their business operations.
•Review credit expiries so as to ensure timely renewal of facilities and constantly follow-up with clients to enhance facility utilisation.
•Proactively monitor and ensure compliance with internal / external commitments such as documentation/ excesses / documentation deferrals/ disbursements etc.
•Review client files and ensure they are constantly updated in line with the banks internal audit standards.
•Keeping constantly abreast of market developments which impact the credit portfolio (risk and revenue) and make recommendations for suitable changes (product process) if required
Business Banking (
Preparing and raising Credit Application in CARM for banks for onward submission to group risk for approval.
•Preparing credit analysis to support of new and existing business opportunities including modifications, inactivation, declines, initial and annual reviews.
•Performing the annual review for the various counter parties in TCS.Cordinating information to perform the annual reviews in TCS taking into account the exposure of the facilities and the support from the GRMs.
•Analysing financial information and supplemental data to support lending decision making; recommending credit requests, to appropriately meet business needs
Perform financial statement analysis by using advanced accounting skills.
•Develop credit histories by compiling financial information.
•Interpret financial and specific industry trends and customer data financial spreadsheets on customers; categorise and enter data; analyse data.
•Maintain historical studies of customers by compiling and analysing financial developments; comparing industry and company statistics. Provide feedback to Branch Head and commercial lenders regarding the structure of loans. Maintain ongoing communication with commercial lenders on status of deals. Track and periodically report status workload to Branch Head.
Spread and analyse financial statements, prepare cash flows, projections as required, structuring the credit facilities and preparation of Credit Applications \[Key responsibilities include: Historical financial analysis and projections, Industry Analysis, Covenant Monitoring, Documentation Compliance and Basic Information Report (BIR)\].
•Obtaining bank reports, market reports and other opinions as required.
•Account Operations including loan creation, review and reroute TT’s / pending transactions with required information, review credit maturity profiles so as to ensure due date settlement, monitor and advise the Relationship Manager of internal / external commitments such as excesses / documentation deferrals / disbursements etc., monitor the utilisation of the facilities and urge the customers to enhance and maximise the utilisation.
•Constantly update and maintain client files.
•Assist the Relationship Manager in day-to-day management of his current portfolio, provide project specific assistance and provide back-up support during his absence
•Call up the existing clients to get leads for sourcing new customers under the Relationship Manager, accompany RM for field visits while collecting information from the confirmed new clients.
•Liaison with other departments like CCA, Customer Service Dept, Trade Finance, Treasury Department and HO Credit for account opening, activation, documentation and maintenance
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