Solution Manager - Sales - Cash Management Services

BUSINESS UNIT : Cash Management Product and Sales

JOB TITLE : Solutions Manager

Job objective or overall purpose statement : 

- To scope and drive New/Additional Cash Management business opportunity along with Business Relationship Manager for respective Business group with an objective for overall growth of Cash Management business.

Summary of the general nature of the job :

- Basis the complexity of the customers, namely from Business division, Corporate banking Group, Emerging Corporate Group and Financial Institution Group, the role demands greater co-ordination with various stakeholders and timely customer deliverables.

- Description of the broad function and scope of the position

Cash Management Business acquisition :

- Cash Management Business scoping along with business Relationship Manager for new target company and existing company for increasing the wallet share for both physical and electronic products.

(i) Collection - viz. Local cheques, Outstation cheques and eCMS through RTGS/NEFT and Funds transfer.

(ii) Payments - Demand Draft/ Cheque printing, RTGS, NEFT, Fund Transfer etc.

- Joint calling with business Relationship Manager to understand the client requirement in detail.

- Giving presentation to client viz. Treasury Team/Finance Team etc. on Cash Management product capabilities.

- Understanding the customer requirement through joint calls along with Business Relationship Manager/individual call and prepare requirement document.

- Publishing Minutes of the meeting to respective Business Unit Head and key stakeholders.

- Preparation of costing template based on the proposed pricing and arrangement in consultation with Senior Solution Manager/Regional Head.

- Seeking approval for proposal from CMS Product Head/Senior Solution Manager/Regional Head and Business Unit Head.

- Sharing comprehensive proposal, covering pricing and arrangement to client for acceptance.

- Work with client and various internal units viz. Operations/Business Process Re-engineering Group/Electronic Net Banking, for implementation of the clients requirement. This includes MIS customization and host to host integration with client ERP system.

- Regular meeting with existing customers to check new requirement/competition offering if any and work on implementing/offering new product and cross-sell.

Dividend Payment :

- Jointly work with Business Relationship Manager for securing dividend mandates to achieve HDFC Bank market leadership position year after year.

- To track and convert each prospective dividend deal as per instruction of Central CMS Team.

- Meeting the Company Secretary/Treasury team/Banking team.

- Seeking details from the client for preparing profitability template.

- Understanding the client expectation and discuss the same with Product

- Manager/Senior Solution Manager/Unit Head for structuring the deal to ensure right pricing for the clients.

- Preparing the Dividend profitability template to ascertain deal profitability basis the details sought from client.

- Interacting with Senior Solution Manager/Regional Head/CMS Product Head/Business Relationship Manager/Business Unit Head for finalizing the pricing for the deal.

- Co-ordinate with all internal and external teams for smooth implementation of the deal.

- List of duties or tasks performed critical to success

Cash Management :

- Size the customer (Budget/plan), meet the customer along with Relationship Manager, in case of new customer. Offer pricing in consultation with Business. Negotiate for pricing. Implement client requirement in conjunction with operations, and take feedback.

- In case of existing customer, end to end management of the customer including client meeting, managing customer requirements, additional business/penetration.

- Publish Minutes of meeting and track related actionable.

- Co-ordinate with related teams for closure of customer actionable.

- Track the competition offerings and other customized solutions implemented at client end.

Salary offered: 8 - 10 LPA