Relationship Manager - SME LAP-DSA-Prime, Pune

Job Description – Relationship Manager

 responsible for financing the short-term, medium-term,

and long-term working capital and supply chain needs of SMEs through a suite of customized

products with varied tenures.

 The key business metrics for success include loan book size, profitability, and a zero-tolerance

approach to delinquency.

 A strong understanding of business finance, loan structuring techniques, and credit administration is

essential to building credibility with customers and gaining a competitive edge.

 Deep knowledge of local market dynamics—including specific occupations/trades, industries, and

local financial and investment preferences—is critical for structuring loans effectively and identifying

new business opportunities.

 Expand market share in targeted locations and outpace competition.

 Continuously upgrade financial acumen, including knowledge of loan structuring methods and

business financials, to build trust and credibility with customers.

 Stay informed about recent market trends and evolving local market preferences to align with

customer needs.

 Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize

the risk of non-performing assets (NPAs).

 Safeguard financed amounts by conducting post-sanction surveillance, maintaining strong client

relationships, and monitoring collateral to ensure the complete safety of the financing.

Key Responsibilities

• Sales Growth
  
  

Achieve Sales Targets Through The Following Actions

 Drive pipeline funnel to achieve book size and market share.

 Monitor local market trends and competitive offerings, identifying opportunities for business

expansion in the region.

 Ensure minimal client attrition through strong client engagement activities.

 Regularly engage with investment bankers, chartered accountants, and brokers to source new

business.

 Raise escalation on delinquent cases/potential NPAs and closely monitor these through the team for

collection dues.

 Track key accounts in the portfolio for business health and early warning signs of NPAs.

• Client Acquisition & Relationship Management
  
  

 Acquisition of new clients by identifying potential leads and conversion strategies.

 Increase area business volume through strong cross-selling initiatives and innovative product

offerings.

 Cultivate deeper customer relationships by ensuring faster turnaround times (TATs) in collaboration

with Credit Analysts.

 Utilize technology to improve operational efficiencies and responsiveness in customer service,

ensuring retention of existing customers.

• Disbursal - Timely Loan Disbursement with Proper Documentation
  
  

 Coordinating with internal stakeholders to process loan applications.

 Responding to queries from internal teams to ensure timely and accurate disbursal.

 Completing transactions with customers with the appropriate documentation.

• Market Intelligence
  
  

 Gather market intelligence on competitive strategies, policies, and processes regularly.

 Share the collected market intelligence with the Area Sales Manager to adjust business tactics

accordingly.

• Portfolio Quality & Profitability
  
  

 Track overdue accounts daily for the business and ensure timely collections.

 Intervene to ensure collection on initial overdue accounts in a timely manner.

 Ensure profitability by applying appropriate pricing strategies and processing fees.

 Implement cost management initiatives on a timely and accurate basis.

• Organization Process Efficiency
  
  

 Adhere to all processes for both pre and post-sourcing activities.

 Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational

performance.