Master Initiative Relationship Manager

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 : Master Initiative Relationship Manager

Job Purpose

Responsible for scoping of the entire Branch Catchment and classifying the Customers across the different Segments and Sub-Segments of the Master Initiative Programme. Responsible for doing the entire Catchment Mining and the Opportunity Sizing across all the Customer Segments and Sub-Segments of Master Initiative. Acquiring these identified customers and managing their banking relationship as part of the portfolio of the MI- RM

Keywords & Responsibilities 

Catchment Scoping

• Scoping the entire Branch Catchment and classifying the customers across the Segments Sub-Segments of Master Initiative
• Updating the Customer Profiler and the Overall Business Potential which can be expected from these Customers on regular basis in CRM Next.
• Following up with every customer on regular basis and ensuring that the Lead is converted and the Relationship is shifted to our Bank.
• Closely coordinate with Other Departments within the Bank - Product Teams, Assets Team, CPU, Operations, IT Team etc. for any specific request like Customization, Special Pricing, Additional Special Facilities etc.
• Take assistance from their Seniors and other Departments for the conversion of the Lead.
• Replicate the Best Practices for One Converted Customer in a Segment for all other Customers in that Segment
• Updating all the details which have been discussed during the Meeting with these Customers in CRM Next.
• Joint calls being done along with Supervisor as per defined process and timely update the same.
• Regular Follow Up with all these prospective MI Customers for conversion of Leads and extracting additional Business Opportunities.
• Seeking Reference of Relatives and Friends from these MI

Portfolio Management (Acquiring, Enhancing, Deepening and Retention)

• Acquiring NTB Customers for our HNW Managed Programme – Imperia / Preferred (Preferred & above)
• Upgrading existing Non-Managed Customers (Low Penetrated Customers) who has the Potential to meet the Managed Programme Criteria
• Regular interaction with the customer to build rapport to understand and update the profile.
• Enhance the Overall value/book size of the portfolio
• Maintain the overall quality / hygiene parameters of the portfolio
• Cross selling products of the bank based on the customer needs
• Joint calls being done along with Supervisor as per defined process
• Advisory services to be offered based on the requirement in coordination with Wealth Team.
• Attrition control of customers
• Achieving MTD and YTD Revenue Targets

Key Skills(examples listed below)

• Sales and Influencing Skills
• Banking Product & Process Knowledge
• NRI Product and Regulatory Knowledge
• Planning and Organizing Skills
• Good Communication skills
• Knowledge of Competition & Current trends in financial Industry.