Analyst, Relationship Manager, Credit Program Small, Small Medium Enterprises

Business Function

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, Through our continued commitment, DBS has cultivated long standing relationships with its customers in the region that are based on account relationship management, service differentiation product development and rigorous credit standards.

Job Purpose

• To acquire and build a well diversified portfolio within the IBG 4 segment. The portfolio should provide revenue from diversified sources such as assets, trade, cash, treasury, fees etc. and the portfolio should lead to a healthy income with an acceptable risk to the bank.
• The Relationship Manager is expected to deliver these results in accordance with the lending guidelines prescribed by the bank.

Key Accountabilities

• Source New to Bank Asset relationships within IBG 4 Segment up to T/O of 100 Crore, aligned to Bank Lending Policy
• Ensure a good Net Interest Income as well as fee across the portfolio and also ensure regular revenue streams through Cross Sell of Trade, Liabilities, Cash, Treasury, Fee, etc.
• Play an instrumental role in increasing the Profitability of the Branch.
• Ensure proper monitoring of Portfolio and maintaining the delinquencies at NIL.
• Implement & execute IBG4 business strategy to increase market share & to achieve targets consistent with IBG4 –Topline and Bottom line targets with focus on a diversified portfolio and reduce concentration risk in the portfolio.
• Build DBS Brand Value and enhance network in the location by various marketing activities, collaborations and events.
• To comply with the Bank’s process & policies and ensure positive ratings during all Country / Group audits

Job Duties & responsibilities

• Source New to Bank Asset relationships within IBG 4 Segment up to T/O of 25 Crore, aligned to Bank Lending Policy and also ensure sanction and disbursement of the same, in liaison with Customer, Risk and Operations team.
• Cross Sell of Asset, Trade, Cash and Treasury Product actively.
• To achieve the individual Budgeted revenues through all product parameters
• Conduct Proper Due diligence while on-boarding New Asset Relationships.
• On board clients with a clear account plan highlighting the revenue potential, risks and mitigants.
• Increase the wallet share with the customer by constantly exploring opportunities to cross sell other products offered by the bank.
• Constant Monitoring of the Portfolio and ensure Timely Renewals. Provide regular feedback to the credit and portfolio team about various developments in the client’s business. Work closely with the monitoring team for early warning signals and take appropriate actions as identified.
• Thorough monitoring of accounts sourced and keep track on customer’s business and report any early warning signals.
• Ensure Timely Renewals of Accounts.
• Ensure that the covenants and conditions prescribed by the credit team are consistently met.
• Adherence to strict KYC/AML requirements.
• MIS to be provided to the central team for further reporting, within the stipulated guidelines.
• Timely Completion of Learning Programs as assigned by DBS for time to time
• To comply with the Bank’s process & policies.
• To be in touch with local business stakeholders including existing, prospective clients, market leaders, CA’s, Influencer’s and Industry association to be updated on the current market practice and local intelligence.
• To be responsible for submitting any material information around business Opportunities and Industry/Customer Risk, same shall be reported to the senior functional management at regular interval.

Requirements

• Overall 3- 5 years of experience in sales.
• 2-3 years of sales experience in SME/Business Banking Lending.
• 2-3 years experience in Working Capital sales and service portfolio
• Proven sales track record in asset business in the SME/Business Banking segment.
• Knowledge of competitors and marketplace
• Market knowledge and experience in the SME segment, with reference to customer preferences and requirement is preferred.

Education / Preferred Qualifications

• Bachelors in finance / Economics/Commerce or MBA or CA

Core Competencies

• Excellent Communication & Listening Skills, Good Sales & Negotiation Skills

Technical Competencies

• Working Capital Finance Knowledge

Work Relationship

• Manager / Direct Report

DBS India - Culture & Behaviors

DBS is committed to building a culture where all employees are valued, respected and their opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working, and opportunities to grow within an inclusive and diverse environment. Expected value driven behaviors are:

• Demonstrate Business Performance through PRIDE 2.0 Value Based Propositions
• Ensure Customer Focus by Delighting Customers & Reduce Complaints
• Build Pride and Passion to Protect, Maintain and Enhance DBS’ Reputation
• Enhance Self Knowledge, Skills and develop Competencies aimed at continuous improvement
• Maintain the Highest Standards of Honesty and Integrity.

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