Associate, Relationship Manager, Credit Program Medium, Small Medium Enterprises

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 acquire and build a well-diversified portfolio within the IBG 4 segment. The portfolio should provide revenue from diversified sources such as assets, trade, cash, treasury, fees etc. and the portfolio should lead to healthy income with an acceptable risk to the bank.
• Relationship Manager is expected to deliver these results in accordance with the lending guidelines prescribed by the bank.

Key Accountabilities

• Source New to Bank Asset relationships within IBG 4 Segment ie. Companies ranging from a Turnover of INR 25 crores to 600 crores, aligned to Bank Lending Policy
• Ensure a good Net Interest Income as well as fee across the portfolio and also ensure regular revenue streams through Cross Sell of Trade, Liabilities, Cash, Treasury, Fee, etc.
• Play an instrumental role in increasing the Profitability of the business
• Ensure proper monitoring of Portfolio and maintaining the delinquencies at NIL.
• Implement & execute IBG4 business strategy to increase market share & to achieve targets consistent with IBG4 Topline and Bottom line targets with focus on a diversified portfolio and reduce concentration risk in the portfolio.
• Build DBS Brand Value and enhance network in the location by various marketing activities, collaborations and events.
• To comply with the Bank’s process & policies and ensure positive ratings during all Country / Group audits

Job Duties & responsibilities

• Source New to Bank Asset relationships within IBG 4 Segment ie. Companies ranging from a Turnover of INR 25 crores to 600 crores, aligned to Bank Lending Policy and also ensure sanction and disbursement of the same, in liaison with Customer, Risk and Operations team.
• Cross Sell of Liability, Trade, Cash and Treasury Product actively.
• To achieve the individual Budgeted revenues through all product parameters
• Conduct Proper Due diligence while on-boarding New Asset
• On board clients with a clear account plan highlighting the revenue potential, risks and mitigants.
• Adherence to strict KYC/AML requirements.
• MIS to be provided to the central team for further reporting, within the stipulated guidelines.
• Timely Completion of Learning Programs as assigned by DBS for time to time
• To comply with the Bank’s process & policies.
• To be in touch with local business stakeholders including existing, prospective clients, market leaders, CA’s, Influencer’s and Industry association to be updated on the current market practice and local intelligence.
• To be responsible for submitting any material information around business Opportunities and Industry/Customer Risk, same shall be reported to the senior functional management at regular interval.

Requirements

• Overall 3- 7 years of experience in sales.
• 2-3 years of experience in working capital sales in SME/Business Banking.
• Proven sales track record in asset business in the SME/Business Banking segment.
• Knowledge of competitors and market place
• understanding of the SME Sector
• Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred.

Education / Preferred Qualifications

• Overall 3- 7 years of experience in sales.
• 2-3 years of sales experience in SME/Business Banking Lending.
• Proven sales track record in asset business in the SME/Business Banking segment.
• Knowledge of competitors and market place
• Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred.

Core Competencies

• Excellent Communication & Listening Skills, Good Sales & Negotiation Skills.

Technical Competencies

• Working Capital Finance Knowledge

Work Relationship

• Manager /Direct Report

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

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