Area Sales Manager - SME Banking and Credit Risk

Job Purpose

Direct Reports (Position Title)

Resources

1. The objective of the Relationship Manager - SME Banking is to originate and convert new business prospects within the Small and Medium Enterprise (SME) sector through direct sourcing and open market channels. This role involves acquiring and managing customer relationships, taking proposals to the disbursement stage, generating revenue, and cross-selling retail products to SME clients.

Direct: 

Indirect Team Size (Onrolls):

Book Size: INR XX

Net interest income: 

Main Accountabilities

Qualifications & Experience

• Minimum Degree: Post Graduate/Graduate in any discipline
• Minimum Years/type of experience:3-6 years

Competencies:

• Speed
• Meritocracy
• Customer Focus
• Tech Quotient
• Adaptability
• Influence
• Collaboration
• Integrity
• Resilience
• Risk management
• Financial acumen

Functional Competencies

TCL shall populate as per the existing  grid

Key Decisions taken

• Selection of prospective SME clients to target for new business origination.
• Assessment of credit risk associated with SME clients and financing structures.
• Financial analysis and evaluation of creditworthiness of SME clients.
• Structuring of credit facilities tailored to the unique needs and risk profiles of SME clients. 

New Business Prospects:

• Originate new business prospects within the SME sector through direct sourcing and open market channels.

Customer Acquisition:

• Acquire SME customers and manage their proposals, guiding them up to the disbursement stage.

Business Generation:

• Meet existing SME clients to identify business opportunities and drive revenue.

Working Capital Facilities:

• Provide SMEs with a range of working capital facilities, such as Overdraft, Cash Credit, Dealer Finance, Vendor Finance, Letter of Credit, Bank Guarantee, Term Loan, etc., based on their specific needs.Customer Relationship Management:
• Manage and nurture customer relationships, addressing both service and sales queries with the goal of engaging and retaining SME clients.

Cross-Selling:

• Cross-sell retail banking products to SME customers to maximize revenue and meet sales targets.

Credit Risk Assessment:

• Assess the credit risk associated with SME clients and their proposed financing structures.
• Collaborate with credit and risk teams to ensure sound credit decisions.

Financial Analysis

• Conduct in-depth financial analysis of SME clients to evaluate their creditworthiness and funding requirements.
• Prepare and present comprehensive credit proposals.

Credit Structuring:

• Structure credit facilities for SMEs in a manner that aligns with their business needs and risk profiles.
• Optimize the credit solutions offered to SME clients.

Compliance and Regulations:

• Ensure compliance with all relevant regulatory requirements and internal policies.
• Stay updated on changes in regulations affecting SME banking.