RBH (Relationship Banking Head)-EBFS

Company

HDFC Bank is one of India's premier banks providing a wide range of financial products and services to over 43 million customers. Promoted by Housing Development Finance Corporation (HDFC), India's leading housing finance company, HDFC Bank began operations in 1995 with a simple mission: to be a "World-class Indian Bank"​. With a single-minded focus on product leadership, customer focus and operational excellence, the bank has accomplished this, emerging as a leading player in all its business segments. From a full range of products to the sheer convenience of their delivery, HDFC Bank today has made significant strides in the banking space. It was recognized as India’s Most Valuable Brand for 5 consecutive years in a study conducted by Kantar, a research agency of the WPP group.

Job Role : RBH (Relationship Banking Head)-EBFS

Job Purpose

• Drive and manage the KCMs /CSRMs reporting to him/her to enable successful relationship management of allocated corporate
• Ensure achievement of business targets across liability and cross sell products
• Monitoring business growth vis-à-vis potential available in the assigned companies (total employee strength, total salary payout, addressable base for cross sell products)
• Joint working with relevant stakeholders at the regional level across CBG / ECG / BBG / Assets / Cards 

Job Responsibilities(JR)

Increase wallet share of existing portfolios(AMB,Sal Upload,ATS,NAV & Nos.)-

•  Scoping of business opportunity in the corporate managed by KCMs / CSRMs – potential to be mapped at a company level – basis actual business and total employee strength, total salary payout, addressable base to whom products can be cross sold.
•  Joint working with wholesale banking regional teams for meeting expected numbers dimensioned in the share of existing corporate
• Review of competition offers in all corporate and align offer requirement jointly with the Salary product team for offer upgrade, segmented offering where required

Senior Management Accounts Sourcing

• Scoping with KCMs / CSRMs to identify senior management officials at each corporate and have a joint calling plan with CHs / BMs to ensure NTB premier acquisition of senior management accounts
• Ensure senior management NTB sourcing from new deals

Product Penetration at portfolio level

•  Review of wallet share and product holding with CHs / BMs to ensure close monitoring and business growth from managed customers of corporate
• Review of product penetration and draw out a detailed action plan corporate wise with respective regional product / sales teams (activity calendar) to ensure higher penetration to existing base of accounts and increase in run rates of unit sales. Push Perks App registration as per budgets, Bill Pay, Salary Family Accounts.

95% SLC credit at portfolio level

• Drive KCMs / CSRMs to achieve a higher % of salary credit by company with a clear focus on building Net CIB and product holding at a company level

Portfolio Objective

·         Review of engagement with KCMs / CSRMs alongwith service branch BMs to ensure that key contact points are met as per guidelines, offers are reviewed, new product launches / bank milestones are shared and we have a strong visibility across all office locations of the company in the assigned region

·         Review and track business generated from new deals

1.    Account opening and salary credit to start within 3 months of company code generation

2.    Commitments to be met within 6 months of company code generation

3.    Ensure all business parameters of the corporate such as CNR, SLC%, average salary, average ticket size etc. are being adequately met

·         Joint working with Regional Marketing Managers to ensure brand building and visibility at corporate locations across helpdesks / activities/ ATM sites / kiosks etc

·         Joint visits to corporate with KCMs / CSRMs / BMs to monitor and track progress of key business initiatives and service quality

To ensure that Farming  & Hunting initiatives as per the GTM Corporate Salary Desk are carried out by KCMs/ CSRMs