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 customers 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 IBG1s 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 teams 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 teams market and geographical area
Ensure that quality proposals are submitted to the credit chain
Communicates all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes
Keep customers advised on the expected delivery date for product/credit applications
Monitors and ensures adherence to risk service standards
Develops and maintains a detailed knowledge of industry sectors within the customer portfolio
Control and manage the risk profile for the overall Team portfolio
Manages performance of the team against key financial (risk-adjusted contribution) sales, service and operational targets
Manage segmentation of the portfolio
Develop Customer Relationship Plans for customers in portfolio

Required Experience
Overall 7-12 years of experience in corporate banking experience managing large corporates
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

Technical Competencies
Sound understanding corporate & commercial banking, products, credit proposals & approval processes, internal guidelines & policies
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 RMs / 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 accounts 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

DBS Is Committed To Building a Culture Where All Employees Are Valued, Respected And Their Opinions Count. We Take Pride In Providing a Workplace That Fosters Continuous Professional Development, Flexible Working, And Opportunities To Grow Within An Inclusive And Diverse Environment. Expected Value Driven Behaviors Are
Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions
Ensure Customer Focus by Delighting Customers & Reduce Complaints
Build Pride and Passion to Protect, Maintain and Enhance DBS Reputation
Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
Maintain the Highest Standards of Honesty and Integrity

Apply Now

We offer a competitive salary and benefits package and the professional advantages of a dynamic environment that supports your development and recognises your achievements.

Primary Location

India-Gujarat-Ahmedabad-eLVB

Job

Relationship Management

Schedule

Regular

Job Type

Full-time

Job Posting

Aug 6, 2024, 7:29:41 PM,