Sales Manager – Commercial Cards

RBL is seeking a Sales Manager for its Commercial Cards division. This individual will be responsible for building and scaling the bank’s commercial card business across three primary categories: Large Corporates, SMEs, and Startups. The role involves driving the success of the commercial cards portfolio by achieving both top-line and bottom-line targets, acquiring new customers, and managing key corporate banking relationships.

Key Responsibilities:

1. Product Setup and Sales Excellence:
   • Achieve top-line and bottom-line growth targets for the commercial card portfolio.
   • Collaborate with corporate and commercial banking teams to drive the effective adoption of commercial cards.
   • Gain a deep understanding of the card P&L and manage the card portfolio effectively.
   • Build and maintain end-to-end relationships with top corporate banking clients.
   • Ensure portfolio quality by proactively identifying and addressing any signs of stress within client operations.
   • Lead the Commercial Card business through bank branches to enhance product visibility.
   • Support CASA teams in strategically positioning commercial cards to corporates and SMEs.
   • Identify and overcome barriers to increasing card volumes.
   • Adhere to KYC and sales processes and work collaboratively with other departments.
   • Track business progress and perform audit checks.
2. Governance:
   • Ensure compliance with risk governance for the product and its variants.
   • Monitor commercial spend utilization in accordance with regulatory and internal risk guidelines.

Experience Required:

• 3-8 years of sales experience, preferably in credit cards and corporate banking.
• Strong skills in stakeholder management and interpersonal communication.
• A graduate degree is required; preferably a post-graduate or MBA.
• Experience in managing corporate client relationships is essential.

Organizational Network and Interlinkages:

Internal:

1. Card Operations (both pre- and post-sales)
2. Card Risk and Policy Teams
3. Card Tech & Analytics Teams
4. Corporate & IB Business Teams
5. Commercial Business Teams
6. Corporate & Commercial Credit Teams
7. Branch Banking Teams
8. Retail (SME) Credit Teams
9. Card Customer Service

External:

1. Networks and Other Service Providers
2. Technology Service Providers
3. Reward Partners
4. Co-brand and Other Sourcing Partners

Competency Requirements:

Technical Skills:

• Product Knowledge: In-depth understanding of the features and benefits of commercial cards.
• Payments Experience: Knowledge of commercial payment use cases such as GST, direct taxes, vendor payments, marketing spends, and procurement.
• CRM Proficiency: Ability to effectively utilize CRM tools for lead management and sales tracking.
• Data Analysis: Skills in analyzing market trends, customer behavior, and sales data for decision-making.
• Industry Regulations: Awareness and adherence to relevant industry regulations, ensuring legal and ethical sales practices.
• ECU Knowledge: Proficiency in MS Excel, Word, and PowerPoint.

Behavioral Skills:

• Effective Communication: Clear and persuasive communication to convey information and ideas.
• Active Listening: Ability to attentively understand customer needs and concerns.
• Negotiation Capabilities: Ability to negotiate terms and close deals successfully.
• Empathy: Ability to understand and share the feelings of customers to build rapport.
• Resilience: Capability to handle rejection and setbacks while maintaining motivation and focus.
• Customer-Centric Approach: Focus on meeting customer needs and ensuring satisfaction in sales efforts.