Wealth Relationship Manager

Role Description

Designation: Wealth Relationship Manager

Grade: AVP

Legal Entity: Equitas Small Finance Bank

Business Unit: Branch Banking

Division: Liabilities

Department: Liabilities

Travel required: Yes

Level of travel: Extensive

Level: Individual

Job Dimension

Reporting To

RBM/Sr. RBM

Direct Reports 

Nil

Indirect Reports

Nil

Geographic spread 

Set of branches in a Metro city

Purpose of the role: 

• Fostering strong relationships with Mapped book HNI customers to grow CASA& TD and to deliver revenue generation by offering the customers the best financial planning solution through Insurance ( LI/GI/HI) and Investment solutions (MF/AIF/PMS/Structured Products/ Demat – Trading Account)
• Build Investment AUM through mapped book customers and through building book through own book HNI /UHNI clients AUM transfer
• Build Book of potential Customers for the Bank through acquiring HNI clients to increase profits
• Penetrate on Mapped book by positioning various products and solutions to mapped base customers to increase Product Holding to build stickiness

Key Responsibilities: 

1. Acquisition of new Customers and Increase book size.
2. Establish smooth relationships with new & existing clientele to generate new business and to solicit referrals – Domestic and NR.
3. Cross sell and Upsell of all the Banking Products, Assets, Digital channel activation, Activation of digital wealth management, etc.
4. Responsible for catering the investment needs of clients by providing them research based advises.
5. Interfacing all queries of Clients and understanding their investment needs.
6. Manage portfolios of clients and offer them investment solutions.
7. Investment Advisory to new and existing Clients and achieve revenue targets monthly.
8. Promote high quality sales, supply and customer service processes
9. Provide Market Feedback( New Product, Pricing, Competitor’s Activity, etc.)

Indicative Tasks

Competencies

Business Perspective

New Client Acquisition and Revenue generation

- Analytical Skills
- Planning

- Market Intelligence

- Result Orientation

- Decision Making

Contribute to P&L of the branches assigned

Deepen relationships with mapped book customer to increase wallet share 

Move MFAUM through own sourcing on HNI /UHNI customers 

Analyze trends in the area and provide inputs towards expansion of branch revenue

Develop initiatives to increase sales, customer base and enhance Equitas brand in the location

Process Perspective

Multiple Product Basket – Specific Product Vs Revenue 

- Analytical Skills
- Execution Excellence

- Collaboration

Contribute towards Branch Revenue

Identify issues faced by branches and report to respective Branch Manager

Track and ensure quality of portfolio & persistency efficiency through Bucket Management for the mapped book as per stipulated norms

Ensure strict adherence of risk parameters to mitigate the occurrence of customer related frauds

Stick to processes and timelines to ensure maximum branch productivity

Provide support for implementation of various initiatives across branches 

100% compliance on Audits

Customer Perspective

Build, manage and promote relationship with existing/new customers to generate new business and to solicit referrals

Building Relationships
- Selling Skills

Ensure continuous engagement of customers through efficient relationship management

Proactively identify gaps in the existing model and devise appropriate measures to strengthen customer service

Effectively handle customer complaints, if any

Track market trends and competitor practices across product lines. Carry out market and competitor analysis for the area

Analyze trends in the area and provide inputs towards business growth of branch

Learning & Growth Perspective

Work with the Branch Manager / Cluster / Regional /Zonal Manager to achieve targets of individual considering market conditions, potential and past performance 

- Team Bonding
- Coaching

- Collaboration 

Continuous learning from the market and self-Upgradation 

Understand competitor pricing and strategy

Nurture and align with whole team to take up larger roles and responsibility

Align towards Equitas core values and Mission in conducting the business

Constant efforts for Brand Positioning

Key Results Area

KEY PERFORMANCE INDICATOR

CASA Deepening AMB

(Quarter beginning mapped Book)

% of Book Growth 

CASA NTB AMB

Target Vs Achievement

TPP Revenue - in Rs.
(Investments, Insurance & *Asset Referral)

Target Vs Achievement

PPI - Product Penetration Index
(Average Growth @ Portfolio Level) 

% of Achievement

NTB Acquisition #
(number of *qualified accounts)

% of Achievement

TD book growth - in lacs
(NTB + Quarter Beginning Mapped Book)

% of Achievement

 "NIL" deviations in Audit/KYC/AML/Compliance norm

% of Achievement

Activation of customers in digital channel(Internet, Mobile & Debit Card) (min 70% customers)

% of Achievement

“NIL” escalations/complaints pertaining to customer service

% of Achievement

IRDA Certification & NISM Certification with Valid EUIN

YES 

Grouping in % of Book (min 30% of accounts to be having Group relationship)

% of Achievement

Desired Experience & Qualification:

• Post Graduate with 8+ years of relevant experience in Acquisition/relationship management
• Good local Network and Must have good knowledge of Insurance & Investment Products 
• Proven capacity to aim on Revenue targets and handle multitasking.
• Experienced folks from Banking/NBFC/Boutique Wealth Firms
• Strong Communication Skills