Relationship Manager

Job Purpose

Direct Reports (Position Title)

Resources

1. The objective of the Relationship Manager - SME Banking is to originate 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
• Leadership Effectiveness
• Customer Focus
• Tech Quotient
• Sustainability
• Adaptability
• Influence
• Collaboration
• Integrity
• Resilience
• Agility
• Decisiveness
• 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 / infrastructure sector through direct sourcing and open market channels.

Customer Acquisition:

• Acquire SME customers and manage their proposals, guiding them up to the disbursement stage.
• Achieve the targeted New To Business (NTB) numbers

Business Generation:

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

Cross-Selling:

• Cross-sell retail banking products to SME customers to maximize revenue and meet sales targets.
• Sales of other financial solutions including other products , leasing , insurance  & wealth etc . 

Portfolio Quality 

• Maintain the Early delinquency (ED) and other compliance parameters including PDD , deferrals etc

Compliance and Regulations:

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