Leads branch Relationship Managers serving wealth and HNI customers. Responsibilities include sales planning, recruitment, performance monitoring, coaching, revenue delivery, cross-selling banking and investment products, customer acquisition, portfolio deepening, digital adoption, service quality, compliance, and coordination across banking functions. The role also drives data-informed sales plans, customer engagement, talent retention, and achievement of product-holding and revenue targets.
Incumbents will be driving RMs in the region to meet defined objectives. The role requirement is to manage the RMs in the branches. He/she will be responsible for leading the RM agenda:
- Engagement across products - Liabilities, Retail Assets, Business Banking, Trade Forex, Wealth & Insurance Business, Cross-Sell and improving Product holding per client.
- CASA Value Growth, deepening of existing relationships and acquiring high-quality NTBs. The incumbent must possess strong knowledge of banking and investment products and solutions.
- Responsible for quality recruitment, Sales Planning, Business delivery tracking, Monitoring and reviewing RM Performance, and mentoring individuals for effective telecalling to achieve the defined goals. Also responsible for ensuring adherence to tele calling guidelines as per regulatory industry norms.
- Ensuring the RM Team achieves goal sheet objectives and revenue targets to earn incentives. Also responsible for monitoring quality of engagement for the team.
- Enhancing engagement with HNI customers through client meetings and/or joint calls with RMs, support functions in peer group and quality NTB Acquisitions.
- Ensuring engagement and coordination with various functional peers to ensure smooth business delivery from the team across Liabilities and Asset products of the bank, Trade Forex, Wealth business, Insurance and Credit Cards Business in the branch.
- Responsible for driving account and MF aggregator onboarding, Privilege program onboarding, Cross Sell in the RM Portfolio and to enhance Product Per Client ratios in the managed book.
- Ensuring Digital adoption and completion of the assigned Tasks, triggers, campaigns, and client outreach programs assigned to the RMs.
Secondary Responsibilities:
- The incumbent is responsible for ensuring that the RMs deliver quality service to the bank's customers and adhere to processes.
- Envisage data-driven sales plans for the managed book to improve portfolio quality. Ensure regular reviews, daily engagement and training for the team.
- Client requests and complaints to be addressed efficiently within stipulated timelines.
- Ensure all sales activity is recorded as per the organizational process and all bank policies are adhered to by self and team.
Managerial and Leadership Responsibilities:
- Lead IDFC First's customer-first culture by driving the team to take up high-degree servicing norms to ensure absolute customer delight.
- Attract and retain best-in-class talent for RM's in the region.
- Monitor key parameters on employee productivity and attrition rates and make necessary improvements.
- Champion the use of data analytics to increase engagement and product holding for customers being managed by the team.
Requirements
- Graduate - minimum 4 -10 years of experience in wealth and HNI relationship management
- Customer orientation
- High energy and drive
- AMFI / IRDA certified is preferred
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