Role Objective

The incumbent will achieve the revenue and market share growth objectives through the assigned portfolio and through acquisition of new clients from the Trading & Manufacturing sector. The job holder is expected to be adept with all aspects of banking services and shall suitably recommend banking, financial and risk related solutions to their clients on ongoing basis to ensure incremental market share growth. The incumbent is expected to have a thorough understanding of the Trading & Manufacturing sector and update themselves on the latest developments within the sector. The Job holder shall be required to carefully analyze the opportunities and challenges within the sector and communicate with the line management and explore suitable solutions on a regular basis.

Detailed Roles and Responsibilities:

Strategic

• Keep abreast of the industry or sector, its composition, players and competitive forces within the sector and the latest development within the sector, including regulatory guidelines.
• Establish robust working relationships leading to acquisition of new clients and servicing of existing and new clients across product ranges available in the bank to enhance the market share and revenue growth for the bank.
• Understand the wallet share of each client across product range/service and draw plans in close coordination with the TL/Section Head to increase the wallet share from each client for the bank.
• Develop and maintain robust working relationships with internal/external stakeholders to facilitate and capitalize on functional / operational/ strategic needs.

Operational

• Solicit new clients to bank from the Trading & Manufacturing sector and ensure prompt servicing the existing clients on regular basis.
• Monitor the portfolio on a regular basis to ensure facility renewals, credit ratings, documentation are done on timely basis and KYC and AML requirements are satisfied on an on-going basis.
• Ensure cross sale of products including but not limited to trade finance, cash management, structured finance, corporate finance, treasury related, insurance and retail banking products and track the achievements against the assigned targets.
• Contribute towards the preparation/amendment of policies and procedures within the section, in line with the regulatory/market environments / organizational mandates.
• Work independently with the assigned portfolio of clients to understand their business needs and associated banking needs. Maintain a good working relationship and ensure that their banking needs are catered to, as per the policies and procedures.
• Handle preparation of credit applications for new clients and ensure to review all credit applications from existing clients for annual reviews, one-off requests, facility enhancements etc. · Conduct/ review feasibility studies and sector outlook studies to provide better recommendations regarding credit applications.
• Work closely with the ARMs/ Credit Analysts to examine the credit applications, including financial statements and translate the financial soundness of these clients onto credit assessments before providing credit recommendations to the Committee.
• Ensure all credit applications duly incorporate credit ratings, RAROC models, business and revenue model analysis, discussions on financial and risks inherent along with the mitigates.

Educational Qualifications:

• University graduate with a degree in Business or Banking or Finance or any other related discipline.
• Master’s degree in Management any other related discipline will be an added advantage.

Experience:

• 10-15 years of total experience in financial services/banking industry, entailing responsibilities pertaining to the specific area of discipline.
• Experience in business / relationship management in corporate/commercial banking, with strong understanding of the local banking industry.