Business Loan Relationship Manager

Job Description Business Loan Relationship Manager

Position

Business Loan Relationship Manager

Industry

Banking / Financial Services

Function

Business Banking / SME & MSME Lending

Role Summary

The Business Loan Relationship Manager will be responsible for acquiring, developing, and managing relationships with MSME/SME and business banking customers, with a primary focus on sourcing and growing the Business Loan portfolio.

The role involves identifying prospective customers, understanding their business and financial requirements, recommending appropriate lending solutions, managing the end-to-end loan acquisition process, and ensuring a high-quality loan portfolio while delivering revenue and business targets.

Key Responsibilities

• Acquire new SME/MSME and business banking customers through direct sourcing, referrals, market visits, connectors, and existing relationships.
• Generate leads and build a strong pipeline for Business Loans, Working Capital, Term Loans, LAP and other business lending products.
• Understand customers’ business models, financial requirements, cash flows, banking relationships, and funding needs.
• Recommend suitable loan products and structure proposals in line with customer requirements and the Bank’s credit policies.
• Manage the end-to-end sales process, from lead generation and customer acquisition to documentation, credit processing, sanction, and disbursement.
• Coordinate closely with Credit, Operations, Risk, Legal, Compliance and other internal teams to ensure timely processing of loan proposals.
• Conduct regular customer meetings and market visits to develop and strengthen business relationships.
• Maintain strong relationships with existing customers and identify opportunities for cross-selling and up-selling banking products.
• Generate business through CA/consultant networks, DSAs, connectors, business communities, corporate relationships and other sourcing channels.
• Ensure accuracy and completeness of customer and loan documentation.
• Monitor the portfolio and maintain regular contact with customers to identify early warning signals and potential repayment issues.
• Ensure adherence to the Bank’s credit, risk, KYC, AML, compliance and regulatory guidelines.
• Achieve assigned monthly/quarterly targets for disbursement, sourcing, revenue, customer acquisition and portfolio growth.
• Maintain accurate records of leads, applications, sanctions, disbursements and customer interactions in the Bank’s CRM/system.
• Track market developments, competitor offerings, pricing and lending trends to identify new business opportunities.

Key Products

Depending on the Bank's product portfolio, the RM may handle:

• Business Loans
• MSME/SME Loans
• Working Capital Loans
• Business Term Loans
• Loan Against Property (LAP)
• Cash Credit / Overdraft
• Machinery / Equipment Finance
• Trade Finance
• Commercial Vehicle / Business Finance
• Other secured and unsecured business lending products

Candidate Profile

• Graduate/MBA in Finance, Marketing, Banking or a related discipline preferred.
• 2–6 years of relevant experience in Business Banking, SME/MSME Lending, Business Loans, LAP or Retail/Commercial Lending.
• Strong experience in customer acquisition and loan sourcing.
• Good understanding of financial statements, business cash flows and basic credit assessment.
• Strong knowledge of the local business/MSME market and customer ecosystem.
• Good communication, negotiation and relationship-management skills.
• Ability to independently generate leads and develop a strong business network.
• Target-oriented with strong sales and business development capabilities.
• Ability to coordinate effectively with Credit and Operations teams.

Key Performance Indicators

• Business Loan sourcing
• Monthly/quarterly disbursement
• New customer acquisition
• Portfolio growth
• Revenue generation
• Lead-to-disbursement conversion
• Customer retention
• Cross-sell/up-sell
• Portfolio quality and delinquency
• Compliance and process adherence

Preferred Candidate

Candidates currently working with Banks, NBFCs or Financial Institutions in Business Banking, SME/MSME Lending, Business Loans, LAP, Working Capital or Commercial Lending will be preferred.