Relationship Manager

Job Purpose :

Responsible for generating LAP and Business Loan business through independent open-market sourcing, developing strong local market relationships, identifying potential customers, structuring cases, and ensuring business conversion from lead generation to disbursement.

Key Responsibilities

• Generate LAP and Business Loan & MEML business independently through open-market sourcing.
• Develop and maintain a strong local network of MSME/business owners, CAs, Tax Consultants, property brokers, builders, lawyers and other business connectors.
• Identify prospective customers and understand their business, financial and funding requirements.
• Maintain strong knowledge of LAP, MEML and Business Loan products, eligibility, LTV, FOIR/DBR, ROI, tenure, PF and other product parameters.
• Analyse customer financials, including Balance Sheet, P&L, ITR, GST returns, bank statements, existing liabilities and business performance.
• Conduct preliminary credit assessment and identify potential risks and deviations before login.
• Understand property-related aspects including market value, distress value, LTV, property type, location and mortgageability.
• Structure cases appropriately based on customer profile, financials, banking and available collateral.
• Coordinate with Credit, Legal, Technical, Operations and other internal teams for smooth processing.
• Present cases effectively to the Credit team, highlighting customer strengths, risks and mitigants.
• Negotiate with customers on ROI, PF, LTV, valuation and other commercial parameters to improve conversion.
• Maintain a healthy sales pipeline and achieve assigned login, sanction and disbursement targets.
• Ensure proper documentation and timely follow-up from login to sanction and disbursement.
• Build long-term relationships with customers and referral partners to generate repeat and referral business.
• Maintain accurate MIS, CRM updates and regular market/field visit reports.

Required Skills & Competencies

• Strong ability to generate business independently from the open market.
• Strong local network with MSME customers, CAs and Tax Consultants.
• Good knowledge of LAP and Business Loan products.
• Strong understanding of credit assessment and financial statement analysis.
• Knowledge of property valuation and LTV calculation.
• Strong case structuring and negotiation skills.
• Excellent communication and relationship management skills.
• Ability to identify credit risks and present cases effectively to Credit.
• Strong field-sales orientation and target-driven approach.
• Good pipeline management and follow-up skills.

Preferred Profile

• Experience in LAP, Business Loans, MEML, MSME lending or secured lending.
• Candidates with an established local market/CA/Tax Consultant network will be preferred.
• Candidates should have the ability to source and convert business independently without being completely dependent on DSA-generated leads.