JOB PURPOSE:
- To manage a portfolio of key relationship accounts of 60 plus clients of the bank.
- Achieve sales volumes and targets and contribute to the bottom line profitability of the division and the bank To Coach, Support and mentor the Unit Team Members.
- The Senior RM will proactively manage and grow assets under management and increase his/her portfolio profitability and increase investment penetration.
- To Deputize the Unit Head and manage the Unit Team Members during absence of the Unit Head.

JOB DIMENSIONS:

Quantifiable:
- Target Achievement: would be responsible for generating revenues as stated in the Objectives through the sales of Investments and Bancassurance products
- Portfolio AUM Increase: Prospect new key relationship accounts and increase the bank market share. Maximize his/her portfolio profitability and increase the AUMs.
- Investment Penetration: To build investment penetration in portfolio.

Non Quantifiable:
- Customer Relationship Management: The job holder is expected to make qualitative contributions in terms of ensuring realistic commitments are made to customers and render them excellent service to differentiate ourselves from the competition.
- Prompt response to customer complaints: To ensure in the event of any complaints, the same is addressed within a reasonable time period. To make sure any service failure is redressed immediately to avoid any threat to the banks reputation and ensure such issues do not repeat in the future.

Key Results Areas:
- Portfolio and AUM Increase: Heavily focused on prospecting key relationship accounts, as specified by business, to increase the banks market share.
- Customer Relationship Management: Maintain, serve and enhance his/her existing relationships and achieve targeted sales numbers through capitalizing on his/her sales skills and analytical abilities in presenting and providing the suitable products to his/her clients. Enhance the Wealth Management proposition through on going relationship management and by providing proactive investment advice to customers.
- Target Achievement: Achieves volume and revenue goals via the combination of customer acquisition and relationship deepening through the execution of an effective sales process as per the set business plan.

MAIN TASKS & RESPONSIBILITIES:
- Basic Discipline: Ensure basic discipline is maintained through timely reporting to office. Ensure adherence to dress code and code of conduct.
- Day To Day Activities: To develop and manage UHNW direct client relationships and enhance the Wealth Management proposition through on going relationship management and by providing proactive investment advice to customers based on his risk profile. Maintain and update Client Relationship Management MIS. Prospecting to ensure 3-4 meetings a day.
- Prepare daily sales reports

Target Achievement:
- To ensure specified targets viz. NTB/upgrade sourcing, revenue and AUM growth targets are met.
- To ensure all cross sell opportunities are effectively leveraged and referred/closed.

Training:
- Ensure attendance at each sales training programs. Be adequately trained to prevent mis-selling. Assist the Unit Manager in training new Team members and take the new members on joint calls.
- Weekly Sales Reviews: Attend weekly review meeting to ensure there is no gap in planned v/s actual numbers set out for the week. Take corrective action wherever there is a discrepancy in planned v/s actual delivery. Highlight identified customers for reclassification and take necessary action. Discuss issues pertaining to the time period and resolve the same immediately. Discuss success stories with other team members that would have a positive impact on business. Draw up goals for the subsequent week
- Compliance & Quality: Ensure strict compliance on documentation provided by the customers.
- Ensure compliance policies are understood and strictly implemented
- Bring in quality customers to the bank, which leads to quality references thus ensuring each case is profitable to the bank.
- Ensure clean and healthy sourcing without resorting to quick-fix measures and fraudulent practices that may affect performance of the portfolio.
- Maintain and update Customer Handover Form in case of reclassification/handover of cm to another RM.
- Deliver superior service to match and exceed customer expectations to achieve customer delight

Market Intelligence:
- To maintain in-depth knowledge of global and local financial markets so as to be abreast with current market trends.
- Proactively provide feedback to the Area Manager and supporting units of new products, marketing, service opportunities and issues to assist in a decision-making process consistent with the banking experience.
- Monthly presentation and analysis of one competition product offering.