Relationship Manager - FAS/LAS - Bank

Job Title Relationship Manager - LAS Relationship Manager

Function / Department Retail

Department Head National Sales manager

Reporting Manager Location Head/ Regional Manager

Purpose of the Job:

- Contribute to the growth of location business by increasing market share, empanelling DSA, sourcing new customers and excellent customer relationship, complemented by the quality of sourcing reflected in delinquency.

- Describe the KPIs against each perspective

- Perspective Key Performance Indicators

- Business and Financial Management - Target vs Achievement on Units

- Delivery in Volume

- Achieving yield and fee income targets

- Login to disbursal ratio

- Delinquency

- Handling margin calls

Customer Focus :

- Possession of database of customers

- Empanelment of new DSAs

- Handling customer relationship

- Increase of Market Share

- Portfolio Management.

- Delinquency.

People / Team :

- Liaison with other functions such as credit, operations and customer services

- Process / Quality Improvement - Strict adherence to process including pledging/de-pledging

SCOPE & DISCRETION (Span of control) :

Total no. of employees supervised with details

Grade O1 to 04 M1 to M3 SM1 to SM3

Nos.

Self-deliverables :

- The most important tasks performed on an individual basis without involving subordinates are

Sr. No Task performed/ Ability required :

1. Knowledge about lending against shares, mutual funds & bonds

2. Possess database of FAS customers.

3. Responsible for acquisition, growth of the asset book and profitability

4. Ability to manage channel/ branch relationships/ sourcing direct proposal

5. Develop strategic concepts with regard to formulating and executing plan for increasing existing penetration of LAS product

6. Managing customer relationships to ensure LTVs remain within defined levels

7. Liaison with inter department for generating leads and preparing the LAS universe

8. Look out for opportunities to generate incremental Sourcing and initiate cross sell at corporate

9. Maintain spread across transaction/ cases in line with budgeted profitability

10. Interact with stakeholders viz. credit, product, risk, operations on regular basis to get the cases sanction and disbursed

11. Understand market dynamic and share with product team to arrive at a competitive product offering

12. Interact and manager relationship with all channels partners

13. Building & maintain healthy relations with clients; ensuring maximum customer satisfaction for referral business and program enhancement

14. Resolving grievances and product related queries to maintain a satisfied client base

15. Empanelment of new DSAs

16. Ensures delinquency is within norms.

17. Is constantly monitoring the quality of the portfolio and performance.

18. Interact and manage relationship with all channels partners and corporate coordinators

19. Builds and maintains a steady relationship with dealers and customers.

20. Tracks and conducts activities which ensure increase in market share.

21. Tracks competition in terms of rates, proposals and approvals.

22. Following up to ensure disbursals of all the cases.

Other factors relevant to the job :

Other aspects of the job not covered by the above but necessary to have a full understanding of it are:

Sr. No Other relevant factors (Required Skills) :

1. Achievement Orientation

2. Should be a localite

3. Commitment

4. Conscientiousness & Follow-up

5. Product understanding

6. Ability to present a case basis the policy

Expertise required/ Domain Knowledge:

a) Understanding of loan against security business

b) Knowledge of local market conditions

c) Dealer Network and database

d) Knowledge of different types of vehicles.

e) Competitor knowledge

No. of years of relevant experience: 5yrs to 6yrs

Any specific specialization/education: Post Graduate / CA / MBA