Senior Relationship Manager - Private Banking

Job Name: PA (Private Banking): Relationship Manager – Private Banking Group

Job Purpose

To enhance business development as per the set objectives of the bank and ensure quality service to the customers through wealth management techniques.

Job Responsibilities:

6 – 8 Areas Actionable (4-6)

• Slabs 55, 75, 100 Lacs TPP and Banking Targets:
• Individual PBG Targets across TPP (40%) - Ensure targets given at absolute level are met - Measured by achievement over target.
• Banking Targets – Individual (10%) - Ensure banking targets are met with a focus on defined income objectives.
• Ensure base penetration is done with all relevant products.
• Customer level profitability objectives to be met self and team (10%):

Minimum objectives of Rs 1,00,000 per customer from 75% of the self-base for RM and self & team level for Senior RM.

• AUM Growth objectives to be met self and team (10%):

Minimum objective 10% growth in AUM for self-base for RM and self & team level for Senior RM.

• Client sign on objectives as defined by Business Head (10%):

Minimum client sign on objectives as defined by RH/BH including new to bank clients to be achieved.

• Focus to ensure conversions from existing bank clients by offering PBG services to other eligible managed clients.
• Customer Relationship Management Objective (10%):

Ensure that the Quality of Customer Interactions updated in CRM system is as per the desk requirement.

Ensuring Desk policy of Client Contact Management and Personal Meetings is adhered to and the same is updated in CRM within prescribed timelines.

• Client Solutions and Product Mix Objective (10%):
• Benchmarked minimum levels of delivery on products around customer needs.
• Customer feedback on the solutions provided by RM on the customer requirements.
• Functional/Industry Knowledge: To keep updates on functional and industry knowledge.
• Developing people & relationships: Sets a positive example, guides staff members through new tasks, builds rapport with others.
• Research excellence: Strong level of knowledge in equity and related areas.
• Result and Process Orientation: Focused on creating measures of excellence.
• Strategic Planning: Sets clear achievable goals in line with broader objectives of desk and monitors plans as against current progress.

Educational Qualifications

Graduation/Post-Graduation: Marketing/Finance

Certifications:

• AMFI Certification
• NCFM Certification (Optional)
• CAIIB
• IRDA

Key Skills

• Sales and Influencing Skills
• Banking Product & Process Knowledge
• Relationship Management and Negotiation Skills
• Planning and Organizing Skills
• Communication
• Knowledge of Competition & Current trends in financial Industry

Experience Required

Minimum experience in years – 2 years

Wealth Management experience preferred, Insurance experience, retail relationship management profile.

Major Stakeholders

• Customers
• Branch Banking Team
• Operations
• Product Team
• Treasury
• HLIC
• Insurance CAM
• MF Fund houses personnel
• HSL personnel