Specialist, Relationship Manager, Institutional Liabilities, Mid Cap, Institutional Banking Group

Corporate and Investment Banking provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans and foreign exchange.

Job Purpose

To drive the acquisition of new-to-bank (NTB) corporate clients to support in expanding the liabilities portfolio. The role will focus on building strong relationships with mid-sized and large companies, particularly within high-growth sectors, and leveraging intermediary networks to generate significant revenue growth.

Key Accountabilities & Responsibilities

New Business Acquisition: Achieve targets by acquiring new corporate clients in high-growth sectors including MNCs, IT/ITES, KPO/BPOs, education, shipping & logistics, data centers, pharmaceuticals (R&D), reinsurance brokers, EXIM companies, e-commerce, fintech, and mature startups. This includes securing 2-3 new accounts per month with an average quarterly balance of INR 2 crore per account.

Product Sales: Promote and sell a diverse range of liability products, including operating accounts, term deposits, and other transaction banking solutions, tailored to client needs.

Custody & Investment Solutions: Originate new business through the offering of custody services, AIFs (Categories I/II/III), FPI, FVCI, and FDI-DEMAT accounts.

Intermediary Network: Develop and maintain strong relationships with intermediaries such as law firms, CA/CS firms, and consulting firms to source deals in the M&A and PE/VC space, focusing on both recurring and project-based opportunities.

Regional Collaboration: Work closely with regional sales teams to leverage the bank's international network and generate cross-referral leads.

FEMA & Escrow Solutions: Source project-based deals through intermediary channels, utilizing FEMA and escrow solutions.

Strategic Support: Collaborate with regional sales heads to implement liabilities strategies, achieve revenue targets, and identify key market segments. This includes analyzing client requirements and ensuring the bank's offerings effectively meet their needs. Contribute to the commercialization of new product rollouts.

Required Skills and Experience:
• 5-6 years of proven sales experience, ideally within the corporate banking sector.
• Demonstrated success in acquiring and managing liabilities for mid-sized and large companies.
• Strong understanding of cash management, new-age payment and collection methods, and transaction banking.
• Experience with FX and risk management solutions (e.g., hedging) is highly desirable.
• Deep market knowledge and experience within the mid-market/MNC segment.
• Established network with intermediaries in the M&A and PE/VC space.
• Experience managing capital account transactions.

Education / Preferred Qualifications:

ostgraduate degree preferred. Chartered Accountant (CA) and/or MBA (Marketing/Finance) qualifications are highly desirable.

Core Competencies:
• Sales Expertise: Proven ability to manage the entire sales process, from initial contact to closing deals. Experience engaging and building relationships with C-suite executives (CXOs, CFOs, CEOs) is crucial.
• Financial Product Knowledge: Deep understanding of cash management, foreign exchange (FX), and trade finance – key revenue drivers for this role.
• Transaction Banking Expertise: Comprehensive knowledge of transaction banking products and procedures. Must stay current on relevant regulations, including those governing FDI, ODI, Funds, FPI, and AIFs.
• Collaboration & Communication: Excellent teamwork and communication skills, with experience working effectively with internal partners (e.g., GTS, T&M). Ability to build rapport and strong relationships with clients.
• Relationship Management: Proven ability to build and maintain strong, long-term client relationships.
• Organizational Skills: Exceptional organizational and time management skills, with a proven ability to prioritize tasks, meet deadlines, and deliver results effectively.
• Problem-Solving: Strong analytical and problem-solving skills to effectively address client needs and overcome challenges.

Technical Skills:
• Transaction Banking Systems: Working knowledge of transaction banking products, associated technologies, and operational procedures.
• Regulatory Compliance: Understanding of banking regulations (MAS and RBI), local laws, and KYC requirements.
• Financial Markets: Knowledge of financial markets and products to effectively communicate with clients and tailor solutions.