RBB-IMPERIA RELATIONSHIP MANAGER

Job Purpose

Responsible for including HNI customers into the Imperia programme and offering them a superior customer experience to enhance the profitability of the relationship by increasing the relationship size, cross selling the right products, acquiring family a/cs, retaining and enhancing the relationship. The RM is also responsible for acquiring new to Bank Imperia relationships.

To be a one-point contact for all his financial needs and services, thus enhancing current relationship value and wallet share which will further increase profitability from these relationships.

Key Responsibility Areas : 6 8 Areas

Activities

HNW Portfolio Management (Acquiring, Enhancing, Deepening and Retention)

• Liaising with PB/ Preferred RM to flag eligible customers form Classic/ Preferred portfolio
• Acquire new customers who meet product criteria
• Regular interaction with the customer to build rapport to understand and update the profile.
• Enhance the Overall value/book size of the portfolio
• Maintain the overall quality / hygiene parameters of the portfolio
• Cross selling products of the bank based on the customer need
• Joint calls being done along with Supervisor as per defined process
• Advisory services to be offered based on the requirement in coordination with PBG.
• Attrition control of customers
• Achieving MTD and YTD Revenue Targets

• Operations, Marketing & Processes

• Error free documentation for all account opening and all customer instructions (Stop payments, FD Closure, etc)
• Ensure KYC / AML norms are adhered to at all points of time
• Ensure that 5-S norms are adhered to for individuals workstation

• Increase in wallet share

• Look for opportunities to cross sell any other product of the Bank, to ensure that HDFC Bank is a one stop shop & solution for all banking needs of the Imperia Customer
• Sales to family members and associates (all network)
• Ensure that optimal levels of Income generating Product Group Holding (IPGH) is reached
• Product Penetration & contribution towards focused product

• Ensure that an optimal level of Income generating Product Group Holding (IPGH) is reached.
• Enhance client's Customer To Group ( CTG ) level
• Customer Service
• Ensure quality customer service is delivered. All customer queries and complaints are being resolved within TAT.
• Customer is informed about any regulatory or process change. Keep the customer updated on program features.
• Ensure timely customer communication on requests and concerns raised.
• Proactive complaint management through feedback from customers.
• Promoting all direct banking channels and ensuring that the customer is utilizing the same
• Ensuring that customers are introduced to the RBH / BM and PSO (PBA in case of a non PSO branch) so that there is back up when the customer visits the branch and the RM is out
• Ensure smooth transition of handover/takeover of the portfolio

Educational Qualifications

Key Skills(examples listed below)

• Graduation
• Post-Graduation

Certifications:

• AMFI Certification
• IRDA Certification
• NCFM Certification (Optional)
• Sales and Influencing Skills
• Banking Product & Process Knowledge
• NRI Product and Regulatory Knowledge
• Planning and Organizing Skills
• Good Communication skills
• Knowledge of Competition & Current trends in financial Industry.

Experience Required:

• Minimum experience in years 3 to 10
• Exposure to Portfolio Management segment (Imperia)

Major Stakeholders(intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)

• Customers
• Branch Banking Team
• Operations
• Product Team
• Asset Team
• Treasury
• Credit
• Life / General and Health Insurance Partners
• AMCs
• HDFC Securities