Director, Client Management Unit

JOB PURPOSE To manage account portfolios, including onboarding new to bank, and client relationships under the client management unit; improve service quality levels, maintain an ongoing client interaction to ensure that the team’s objectives are constantly met and its revenue targets achieved, while maintaining client satisfaction and portfolio credit quality. KEY ACCOUNTABILITIES: Policies, Systems, Processes & Procedures: Manage and ensure effective implementation of the functional policies, procedures and controls covering all areas of assigned department activity so that all relevant procedural/legislative requirements, fulfilled while delivering a quality, cost-effective service. Client and Market Analysis: Participate in the financial analysis conducted on clients and their respective industries/ markets to identify potential opportunities and risks. Client Relationship Management: Originate new business opportunities with target clients across banking products where applicable Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units Maintain the credit quality of the clients relationships within the Portfolio to an acceptable level set by the Bank’s management Identify & develop cross selling opportunities and increase the cross-sell ratio with key clients. Maintain a satisfactory audit on the portfolio Learning & Development – Attend appropriate on and off-the-job training programs and ensure development and skill upgradation of team members. Ensure that all internal processes for existing portfolio and NTBs are met in line with the Bank’s policies & procedures. Adhere to process KPI’s and, ORM, BCP & Internal Audit requirements Support clients in their day-to-day banking requirements along with support functions [Operations, CAD, Client Services etc.] point of escalation to resolve any operational issue faced. Submission of call reports along with noting and diarizing the action points for follow ups [internal and external constituents] Submission of call reports along with noting and diarizing the action points for follow ups [internal and external constituents] Support clients in their day-to-day banking requirements along with support functions [Operations, CAD, Client Services etc.] point of escalation to resolve any operational issue faced. Ensure all clients’ files/documents are maintained and filed with CAD, LPM etc. Ownership of KYC process (NTB and review/renewal) of accounts/assigned accounts under the unit, ensuring onboarding/review/renewals are completed within standards TAT to ensure consistency with the Bank’s KYC, AML policies and regulatory requirements. The day-to-day management of low-revenue single product clients tagged under the CMU unit. Work with the relevant units to exit relationships that are not within the IB classification and have no potential to grow and tagged under CMU Manage the operational work regarding the accounts Ensure compliance with regulatory requirements, internal policies in the client’s interactions and transactions MIS and Reports: Review and analyse financial statements, MIS and reports to keep track of performance vs. budgets QUALIFICATIONS & EXPERIENCE: Minimum Qualification: Bachelor’s degree in Finance or related discipline; Minimum Experience: 5-10 years of experience in investment banking managing FIG client relationships. Knowledge, Skills, and Attributes: Knowledge of the FIG client case, investment banking & wholesale banking products and services Ability to work under pressure and adjust quickly to changing priorities Ability to analyse and research information Banking software systems proficiency Data analysis and financial modelling skills Computer proficiency, Data analysis and financial modelling skills Strong Communication skills (written and verbal)

Minimum Qualification: Bachelor’s degree in Finance or related discipline; Minimum Experience: 5-10 years of experience in investment banking managing FIG client relationships.

Manage and ensure effective implementation of functional policies, procedures and controls across all activities of the assigned department to meet procedural, legislative, and quality/service objectives. Participate in financial analysis of clients and their industries/markets to identify opportunities and risks. Originate new business opportunities with target clients across banking products; examine and resolve credit, market and operational risk aspects of transactions in collaboration with products and enablement units. Maintain credit quality of client relationships within the portfolio to the level set by Bank management. Identify and develop cross-selling opportunities to increase cross-sell ratio with key clients. Maintain satisfactory audits on the portfolio. Attend on- and off-the-job training for team development. Ensure internal processes for existing portfolio and NTBs comply with Bank policies. Adhere to process KPIs, ORM, BCP and Internal Audit requirements. Support clients in day-to-day banking needs with relevant support functions; escalate operational issues as needed. Ensure all client files/documents are maintained with CAD, LPM. Own KYC processes (NTB and review/renewal) for accounts under CMU, ensuring onboarding/review/renewals meet standards and timelines in line with KYC/AML policies and regulatory requirements. Manage day-to-day operations of low-revenue single-product clients under CMU. Collaborate with relevant units to exit relationships not within IB classification or with growth potential. Manage operational work for accounts; ensure regulatory and internal policy compliance in client interactions and transactions. Review and analyze financial statements, MIS and reports to track performance against budgets.