Senior Relationship Manager - Commercial Banking

Job Requirements

Role/ Job Title: Senior Relationship Manager-Commercial Banking

Business: Wholesale Banking

Function/ Department: Commercial Banking

Job Purpose:

'Own end‑to‑end acquisition and relationship management of mid‑corporate clients to deliver sustainable revenue and book growth across assets and liabilities, with a strong focus on new‑to‑bank (NTB) acquisition and activation and on cross‑sell of transaction banking products e.g., Cash Management Services (CMS), Trade Services—and treasury/FX solutions, while maintaining portfolio quality, ensuring compliance with risk policies, and orchestrating seamless service through cross‑functional collaboration

Roles & Responsibilities:

'1. Business Development:

o Acquire new mid-corporate clients and onboard them successfully

o Achieve targets for fund-based and non-fund-based products, such as working capital loans, term loans, and trade finance

o Cross-sell products like treasury services, cash management services, forex services, salary accounts, etc.

2. Revenue Generation:

o Meet income targets from interest and fee-based products for both assets and liabilities

o Focus on increasing wallet share by offering customized solutions to clients

3. Client Relationship Management:

o Build and maintain strong relationships with key decision-makers in client organizations

o Ensure high client satisfaction scores through regular engagement and prompt issue resolution

4. Risk Management:

o Monitor the creditworthiness of clients and ensure compliance with the bank's risk policies

o Minimize non-performing assets (NPAs) by maintaining a healthy portfolio

o Ensure CAM preparation for NTB as well as for ETB renewals and covenant monitoring for existing contracts

5. Team Collaboration:

o Work closely with product teams (e.g., treasury services, cash management services, forex services) to meet client needs

o Coordinate with credit and operations teams for seamless service delivery

Secondary Responsibilities:

'Maintain CRM hygiene: log calls/opportunities, update next actions, and keep KYC/periodic reviews current

Provide market intelligence on sectors/competitors/pricing; contribute to AOP planning and campaigns

Prepare MIS/portfolio analytics (utilization, profitability, cross‑sell ratios) and present in governance forums

Support audits and compliance reviews; close observations within agreed timelines

Represent the bank at client events, trade bodies, and webinars; build brand visibility

Act as back‑up RM for selected accounts to ensure continuity of service

Qualifications:

Graduate - B.Tech/B.Com/BA/BSc

Post Graduate - MBA/PGDM or Postgraduate / CA/ICWA (treated as PG‑equivalent for this role)

Years of Experience:

8-12 years of relevant experience in pvt or public sector bank