Job Description

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Role Description
Designation: Elite Relationship Manager
Grade: DM/M
Legal Entity: Equitas Small Finance Bank
Business Unit: Branch Banking
Division: Liabilities
Department: Liabilities
Travel required: Yes
Level of travel: Extensive
Level: Individual
Job Dimension
Reporting To
Branch Manager
Direct Reports
Nill
Indirect Reports
Nill
Geographic spread
Respective Branch Mapping
Purpose of the role:

• Fostering strong relationships with Mapped book HNI customers to grow CASA& TD and to offer them best financial planning solution through Insurance and Investment solutions.
• Build Book of potential Customers for the Bank through acquiring HNI clients to increase profits
• Penetrate on Mapped book by positioning various products and solutions to mapped base customers to increase Product Holding

Key Responsibilities:

• Acquisition of new Customers and Increase book size.
• Establish smooth relationships with new & existing clientele to generate new business and to solicit referrals Domestic and NR.
• Cross sell and Upsell of all the Banking Products, Assets, Digital channel activation, Activation of digital wealth management, etc.
• Responsible for catering the investment needs of clients by providing them research based advises.
• Interfacing all queries of Clients and understanding their investment needs.
• Manage portfolios of clients and offer them investment solutions.
• Investment Advisory to new and existing Clients and achieve revenue targets monthly.
• Promote high quality sales, supply and customer service processes
• Provide Market Feedback( New Product, Pricing, Competitors Activity, etc.)

Indicative Tasks
Competencies
Business Perspective
New Client Acquisition and Revenue generation
- Analytical Skills
- Planning
- Market Intelligence
- Result Orientation
- Decision Making
Contribute to P&L of the branch assigned
Deepen relationships with mapped book customer to increase wallet share
Track and monitor customer transactions and service to the mapped customers
Analyze trends in the area and provide inputs towards expansion of branch network
Develop initiatives to increase sales, customer base and enhance Equitas brand in the location
Process Perspective
Multiple Product Basket Specific Product Vs Revenue
- Analytical Skills
- Execution Excellence
- Collaboration
Contribute towards Branch Revenue
Identify issues faced by branches and report to respective Branch Manager
Track and ensure quality of portfolio & persistency efficiency through Bucket Management for the mapped book as per stipulated norms
Ensure strict adherence of risk parameters to mitigate the occurrence of customer related frauds
Stick to processes and timelines to ensure maximum branch productivity
Provide support for implementation of various initiatives across branches
100% compliance on Audits
Customer Perspective
Build, manage and promote relationship with existing/new customers to generate new business and to solicit referrals
Building Relationships
- Selling Skills
Ensure continuous engagement of customers through efficient relationship management
Proactively identify gaps in the existing model and devise appropriate measures to strengthen customer service
Effectively handle customer complaints, if any
Track market trends and competitor practices across product lines. Carry out market and competitor analysis for the area
Analyze trends in the area and provide inputs towards business growth of branch
Learning & Growth Perspective
Work with the Branch Manager / Cluster / Regional /Zonal Manager to achieve targets of individual considering market conditions, potential and past performance
- Team Bonding
- Coaching
- Collaboration
Continuous learning from the market and self-Upgradation
Understand competitor pricing and strategy
Nurture and align with whole team to take up larger roles and responsibility
Align towards Equitas core values and Mission in conducting the business
Constant efforts for Brand Positioning
Key Results Area
KEY PERFORMANCE INDICATOR
CASA Deepening AMB
(Quarter beginning mapped Book)
% of Book Growth
CASA NTB AMB
Target Vs Achievement
TPP Revenue - in Rs.
(Investments, Insurance & *Asset Referral)
Target Vs Achievement
PPI - Product Penetration Index
(Average Growth @ Portfolio Level)
% of Achievement
NTB Acquisition #
(number of *qualified accounts)
% of Achievement
TD book growth - in lacs
(NTB + Quarter Beginning Mapped Book)
% of Achievement
"NILL" deviations in Audit/KYC/AML/Compliance norm
% of Achievement
Activation of customers in digital channel(Internet, Mobile & Debit Card) (min 70% customers)
% of Achievement
NILL escalations/complaints pertaining to customer service
% of Achievement
IRDA Certification & NISM Certification with Valid EUIN
YES
Grouping in % of Book (min 30% of accounts to be having Group relationship)
% of Achievement
Desired Experience & Qualification:

• Post Graduate with 6+ years of relevant experience in Acquisition/relationship management
• Good local Network and Must have good knowledge of Insurance & Investment Products
• Proven capacity to aim on Revenue targets and handle multitasking.
• Experienced folks from Banking/NBFC/Boutique Wealth Firms
• Strong Communication Skills