Regional Head – MNC Banking

Role Overview:

We are looking for an experienced Regional Head – MNC Banking to lead and grow the MNC banking franchise across the assigned region.

The role will be responsible for acquiring mid-market MNC relationships, managing senior-level client relationships, driving wallet share and revenue growth, and building the region’s Supply Chain Finance (SCF) franchise through auto-ancillary and manufacturing ecosystems.

The incumbent will manage key relationships at CFO, Treasurer, VP Finance and Regional Finance Head levels, while leading a team of Relationship Managers across key cities.

Key Responsibilities:

1. Regional MNC Franchise Development:

– Develop and execute the regional MNC banking strategy in line with business objectives.

– Map and prioritise 80-100 mid-market MNC prospects across the region and own the pipeline from origination through onboarding.

– Personally manage the top 15-20 strategic MNC relationships at CFO, VP Finance, Treasurer and senior management levels.

– Build a strong regional ecosystem of CFOs, Treasurers, Finance Controllers, CA firms, law firms, FEMA consultants, industry associations and business influencers.

– Identify new MNC/GCC opportunities across emerging business hubs and cities.

– Drive the auto-ancillary and manufacturing MNC ecosystem by identifying anchor OEMs/Tier-1 companies and converting their vendor, dealer and contractor ecosystems into SCF opportunities.

2. Client Acquisition & Relationship Development:

– Target mid-sized MNCs with significant India growth and expansion plans, including: 1. New-to-India MNCs 2. MNCs scaling their India operations 3. Transaction-rich global corporates 4. Manufacturing and auto-ancillary companies 5. MNCs with integrated supply-chain ecosystems.

– Originate relationships by addressing key treasury and banking requirements such as: 1. Liquidity management 2. FX and hedging 3. Regulatory/FEMA advisory 4. ERP-enabled collections and payments 5. Working capital requirements.

– Conduct structured quarterly Wallet / Need Mapping Dialogues with CFOs and Treasurers.

– Identify opportunities to deepen relationships and convert them into multi-product banking relationships.

3. Product Orchestration & Revenue Growth:

– Drive comprehensive wallet penetration across: 1. Current Accounts & CASA 2. Cash Management Services 3. Trade Finance – LC, BG, Import/Export 4. FX & Derivatives / Hedging 5. Supply Chain Finance 6. Working Capital Finance 7. Capital Account transactions – FDI, ODI, ECB 8. Transaction Banking and Digital/API solutions.

– Lead regional Auto-Ancillary SCF programs, including: 1. Vendor financing 2. Dealer/distributor finance 3. Inventory financing 4. Purchase Order financing 5. Tier-1/Tier-2 supplier onboarding.

– Work closely with Trade, Treasury/FX, SCF, Capital Account and Credit teams to structure customised solutions.

– Drive revenue through NII, fee income, FX, Trade Finance, CMS and CASA balances.

– Escalate complex credit and structuring requirements to senior leadership and ensure timely resolution.

4. Team Leadership & RM Development:

– Recruit, lead and develop a team of 3-5 Relationship Managers across key cities.

– Define individual business targets, account plans, call plans and acquisition strategies.

– Conduct weekly pipeline and performance reviews.

– Mentor RMs on: 1. MNC client acquisition 2. Product penetration 3. Trade Finance 4. FX and hedging 5. SCF 6. FEMA and regulatory requirements 7. Credit appraisal and deal structuring.

– Build a high-performance culture focused on new acquisition, wallet penetration and revenue generation.

– Ensure adherence to KYC, AML, credit, regulatory and documentation requirements across the regional portfolio.

5. Ecosystem & Supply Chain Banking:

– Convert every strategic MNC anchor relationship into a broader vendor/dealer/contractor ecosystem banking opportunity.

– Drive addition of 15-20 MSME suppliers/dealers per SCF program, wherever commercially viable.

– Identify emerging MNC clusters and next-wave cities and establish coverage ahead of competition.

– Develop strong relationships with OEMs, Tier-1/Tier-2 suppliers, dealers and other supply-chain participants.

– Partner with the GCC leadership team to jointly manage MNC groups that also have GCC operations.

– Create a seamless one-bank proposition across MNC and GCC relationships.

Key Performance Indicators (KPIs):

– New MNC relationships acquired across the region.

– Regional MNC portfolio revenue and profitability.

– Wallet-share growth across strategic relationships.

– SCF programs launched with anchor MNCs.

– Number of vendor/dealer relationships onboarded.

– Trade Finance volumes.

– FX & Derivatives revenue.

– CASA / operating balances.

– Capital Account / FEMA mandates.

– New MNC relationships in emerging cities.

– Number of 4+ product relationships.

– Team productivity and RM acquisition performance.

– Portfolio quality and compliance.