Relationship Manager - Corporate Liabilities Group

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Key Responsibilities:

Business Development & Client Acquisition:

• Acquire New-to-Bank (NTB) corporate clients and build a strong liability franchise within the assigned geography.
• Develop and execute regional business development strategies to drive client acquisition and portfolio growth.
• Identify, engage, and convert high-potential corporate clients across target industries and sectors.
• Build and maintain a robust pipeline of prospective clients to achieve business targets.

Relationship Management:

• Manage and grow a portfolio of Corporate Liability Group clients.
• Develop deep and long-lasting relationships with CXOs, founders, CFOs, treasury teams, and key stakeholders.
• Act as a trusted advisor by understanding client business requirements and offering tailored banking solutions.
• Ensure high client satisfaction and retention through proactive relationship management.

Transaction Banking & Solution Selling:

• Originate and drive Cash Management Services (CMS), Trade Finance, Foreign Exchange (FX), and Transaction Banking opportunities.
• Provide customized and solution-oriented banking propositions to clients.
• Identify opportunities to enhance client engagement through digital banking and transaction solutions.
• Work closely with product teams to structure innovative solutions for complex client requirements.

Startup & Digital Ecosystem Coverage:

• Engage with founders and leadership teams of venture-backed startups, fintech companies, e-commerce businesses, and digital-first enterprises.
• Provide cash management, payment, trade, and treasury solutions to support their growth journey.
• Develop banking relationships with emerging businesses and scale them into long-term partnerships.

Lending & Credit Support:

• Identify opportunities for Liquid Asset-backed and Cash-backed lending solutions.
• Prepare and support short credit assessment memos for eligible lending opportunities.
• Collaborate with credit and risk teams to facilitate smooth approval and execution processes.

Ecosystem & Influencer Management:

• Build strategic relationships with Private Equity (PE) funds, Venture Capital (VC) firms, incubators, accelerators, and startup ecosystem participants.
• Partner with law firms, Chartered Accountants, consultants, and other influencers to generate business referrals and opportunities.
• Leverage ecosystem relationships to acquire and deepen banking relationships with investee companies.

Portfolio Growth & Revenue Enhancement:

• Increase Current Account (CA) balances, term deposits, and transaction banking throughput.
• Drive revenue growth through CMS, Trade Finance, FX, and other fee-based products.
• Maximize wallet share by cross-selling banking products including salary accounts, wealth management, lending solutions, and digital banking services.
• Monitor portfolio performance and implement strategies to improve profitability.

Stakeholder Management & Collaboration:

• Collaborate with Product Sales Managers, Transaction Banking teams, Credit teams, Operations, and Implementation teams to deliver seamless client solutions.
• Coordinate with internal stakeholders to ensure timely onboarding, implementation, and servicing of client accounts.
• Support end-to-end execution of complex banking transactions and client requirements.

Required Qualifications:

Educational Qualification:

• Bachelor's Degree in Finance, Commerce, Business Administration, Economics, or a related discipline.
• MBA or Postgraduate qualification in Finance/Marketing is preferred.

Experience:

• 5-10 years of experience in Corporate Banking, Commercial Banking, Transaction Banking, Treasury Sales, Liability Sales, or Relationship Management.
• Proven track record in acquiring and managing corporate clients.
• Experience working with startups, digital-first businesses, IT/ITES firms, fintechs, or multinational corporations will be an added advantage.

Required Skills:

• Corporate Relationship Management
• Liability Product Sales
• Cash Management Services (CMS)
• Trade Finance & Transaction Banking
• Foreign Exchange (FX) Solutions
• Corporate Deposits & Treasury Products
• Business Development & Client Acquisition
• Credit Assessment & Lending Basics
• Stakeholder & Ecosystem Management
• Cross-selling and Revenue Growth
• Negotiation and Presentation Skills
• Strategic Thinking and Problem Solving