Job Description
Urgent Requirement of Relationship Managers Industry : BankingSalary : NegotiableLocation : Jaipur/Chandigarh/Delhi Ncr/MumbaiOverall Goal : - Is responsible for including HNI customers into the Imperia programme and offering them a superior customer experience to enhance the profitability of the relationship by increasing the relationship size, cross selling the right products, acquiring family a/cs and retaining the relationship. The RM is also responsible for acquiring new to Bank Imperia relationships. So that Imperia customer will have a one point contact for all his financial needs and services, thus enhancing current relationship value and wallet share which will further increase profitability from these relationships.Key Result/Responsibility Area s: Managing Imperia Portfolio : - Identify existing branch customers who meet Imperia programme criteria and flag them on the system to upgrade these customers under the Imperia programme- Through eligible lists provided by Product from time to time- Liaising with PB/ Preferred RM to flag eligible customers form ClassiPreferred portfolio : - Identifying customers through Large Transaction reports (LTR)- GMs or VPs of all Cat A companies and CSRM salary account companies- Other databases available with the RM- Acquire new customers who meet product criteria and flag them on the system- Referrals generated from existing customers- Leads generated by branch staff & personal leads Databases : - Regularly interact with the customer to build rapport and understand the profile. The profile should be captured and updated via CRA/CRMNext (wherever applicable).
This profiling should be used to set customer level objectives post discussion with RBH/BM. The objectives should be tracked and reviewed as per the Branch Sales Process.- Basis the profile, a contact plan should be drawn and customer contacted. Contact report should be updated in CRMNext / CCM. Incase there is an update in the profile of the customer, then the same should be updated in CRA / CRMNext.- Enhancing customer wallet size- Ensuring that customers make us their primary bank- By managing his/her wealth- Knowing about where all the customer is currently banking and moving him to our Bank- Ensuring that customer scope is done and products targeted accordingly- Sales to family members and associates (all network)- Ensure that individual customers are grouped and Customer To Group (CTG) Ratio is maintained on the portfolio- By grouping them with their family members who already hold accounts with us- By grouping them with their family members post selling liability products to the family members, if they do not have banking relationship with us- Ensure that optimal levels of Income generating Product Group Holding (IPGH) is reached- Ensure that within each customer group a minimum number of stipulated Income Generating products are sold as per the customers profile and needs- Ensure that the customer uses the products sold to him- Ensure that the Customer Group profitability is achieved- Manage Band 1 and 2 customers and ensure that they are moved to Band 3 and above- Cross selling appropriate products to the customers and activating usage.- Enhance Values within each of the customer groups by ensuring that a/cs are activated and FDs are sold to all customers (as per profile)- Retain the customer via the experience offered.Sales : (Acquiring, Enhancing ,Deepening and Retention)- Increase liabilities size of relationship via: - Balances in a/c's of existing customer- Acquire all related ids that are financially dependent on the Primary id and send entry form to CPU for flagging and grouping- Use FD maturity reports to track maturity of HDFC FDs and prevent outflow- Use profile to track FDs in other banks and divert them into HDFC on maturity- Use profile sheet to track accounts and products with other bank and transfer the same- Know the customer's business to proactively provide financial solutions- Tracking customer transaction to identify where funds move to and acquire those a/cs also- Attrition control of customers- Includes persuading the customer to continue and if required renew FD's- Deepen by cross selling 'sticky products' like Demat, Bill Pay, Advisory.- Ensure quality of relationship while flagging.
Should be capable of maintaining eligibility- Regular customer contact to establish needs of the customer and opportunities to cross-sell- Monitor large amount movements and account closure from the deposit accounts and ensure that customer does not attrite- Ensure that the marketing analytics list on possible attrite, is called and retained- Penetration of all products across family groups as per profile and requirements.- Sales of various products like Credit Cards,Assets & TPP.- Disseminating product information- Ensuring Joint call is done with PBG and Advisory is offered to the customer. In case the customer is not interested, sign him / her up for WAS and handle the investments.Customer Services : - Ensure quality customer service is delivered- Recording complaints as per the specified process- Resolving all complaints received from Imperia customers within the stipulated TAT's- Ensure appropriate customer communication on closures & copy of that to (ref: updazz.com
This profiling should be used to set customer level objectives post discussion with RBH/BM. The objectives should be tracked and reviewed as per the Branch Sales Process.- Basis the profile, a contact plan should be drawn and customer contacted. Contact report should be updated in CRMNext / CCM. Incase there is an update in the profile of the customer, then the same should be updated in CRA / CRMNext.- Enhancing customer wallet size- Ensuring that customers make us their primary bank- By managing his/her wealth- Knowing about where all the customer is currently banking and moving him to our Bank- Ensuring that customer scope is done and products targeted accordingly- Sales to family members and associates (all network)- Ensure that individual customers are grouped and Customer To Group (CTG) Ratio is maintained on the portfolio- By grouping them with their family members who already hold accounts with us- By grouping them with their family members post selling liability products to the family members, if they do not have banking relationship with us- Ensure that optimal levels of Income generating Product Group Holding (IPGH) is reached- Ensure that within each customer group a minimum number of stipulated Income Generating products are sold as per the customers profile and needs- Ensure that the customer uses the products sold to him- Ensure that the Customer Group profitability is achieved- Manage Band 1 and 2 customers and ensure that they are moved to Band 3 and above- Cross selling appropriate products to the customers and activating usage.- Enhance Values within each of the customer groups by ensuring that a/cs are activated and FDs are sold to all customers (as per profile)- Retain the customer via the experience offered.Sales : (Acquiring, Enhancing ,Deepening and Retention)- Increase liabilities size of relationship via: - Balances in a/c's of existing customer- Acquire all related ids that are financially dependent on the Primary id and send entry form to CPU for flagging and grouping- Use FD maturity reports to track maturity of HDFC FDs and prevent outflow- Use profile to track FDs in other banks and divert them into HDFC on maturity- Use profile sheet to track accounts and products with other bank and transfer the same- Know the customer's business to proactively provide financial solutions- Tracking customer transaction to identify where funds move to and acquire those a/cs also- Attrition control of customers- Includes persuading the customer to continue and if required renew FD's- Deepen by cross selling 'sticky products' like Demat, Bill Pay, Advisory.- Ensure quality of relationship while flagging.
Should be capable of maintaining eligibility- Regular customer contact to establish needs of the customer and opportunities to cross-sell- Monitor large amount movements and account closure from the deposit accounts and ensure that customer does not attrite- Ensure that the marketing analytics list on possible attrite, is called and retained- Penetration of all products across family groups as per profile and requirements.- Sales of various products like Credit Cards,Assets & TPP.- Disseminating product information- Ensuring Joint call is done with PBG and Advisory is offered to the customer. In case the customer is not interested, sign him / her up for WAS and handle the investments.Customer Services : - Ensure quality customer service is delivered- Recording complaints as per the specified process- Resolving all complaints received from Imperia customers within the stipulated TAT's- Ensure appropriate customer communication on closures & copy of that to (ref: updazz.com
💡 Quick Summary
Seeking a career-building opportunity? The Relationship Manager | Sales | Bank position is now open for candidates interested in the Bank Jobs sector. This role in New Delhi offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Bank Jobs is a plus.
