Relationship Manager

Job Description

Relationship Manager / Senior Relationship Manager – Working Capital Acquisition

Organisation: Kotak Mahindra Bank Ltd.

Business Unit: Business Banking Assets

Department: Working Capital Acquisition

Locations: Jaipur and Ajmer, Rajasthan

Grade: Manager / Senior Manager

Experience: 3–7 years

1. Role Purpose

To drive new-to-bank (NTB) customer acquisition and grow the Working Capital portfolio by developing relationships with SME/MSME customers, identifying business opportunities and delivering quality lending business in the assigned geography.

2. Key Responsibilities

A. Business Development & Customer Acquisition

* Acquire new SME/MSME customers for Working Capital facilities.

* Generate quality leads through market mapping, referrals, CA networks, business associations and direct customer engagement.

* Build and maintain a strong pipeline of prospective borrowers.

* Achieve assigned targets for NTB acquisition, sanctions, disbursements and portfolio growth.

B. Working Capital Products

* Source and develop business across Cash Credit (CC), Overdraft (OD), Term Loans, Export Packing Credit (EPC), PCFC, Bank Guarantees (BG) and Letters of Credit (LC), as applicable.

* Identify cross-selling opportunities across relevant business banking products.

* Develop customer relationships to improve overall banking engagement and share of business.

C. Credit Assessment & Proposal Management

* Understand customers business models, financial statements, banking operations and working capital requirements.

* Analyse financial performance, cash flows, debt obligations and repayment capacity.

* Coordinate preparation and submission of credit proposals with complete documentation.

* Liaise with Credit, Operations, Legal, Technical and other internal teams for timely processing and disbursement.

* Ensure adherence to the bank's credit policies, documentation requirements and regulatory guidelines.

D. Portfolio Quality & Risk Management

* Ensure quality sourcing and appropriate customer selection.

* Monitor account conduct, financial performance and early warning indicators.

* Maintain portfolio quality and minimise delinquency and avoidable credit losses.

* Ensure compliance with KYC, AML and internal risk management requirements.

E. Market Development & Relationship Management

* Build a strong network among SME/MSME promoters, chartered accountants, consultants and local business communities.

* Track competitor offerings, market opportunities and customer requirements.

* Maintain strong relationships with existing and prospective customers to generate sustainable business.

3. Candidate Profile

* 3–7 years of relevant experience in SME/MSME banking, Working Capital Finance or Business Banking Assets.

* Proven experience in NTB customer acquisition and sourcing of working capital facilities.

* Sound understanding of credit appraisal, financial analysis and lending documentation.

* Knowledge of CC/OD, Term Loans, BG, LC and export finance products is preferred.

* Strong communication, negotiation, relationship management and business development skills.

* Ability to independently manage the complete acquisition journey, from lead generation to disbursement.

4. Preferred Candidate Background

Professionals currently working in relevant SME/MSME or Working Capital businesses at private sector banks, small finance banks or other lending institutions are encouraged to apply.

Local candidates from Jaipur and Ajmer/Kishangarh with relevant experience, an established business network and knowledge of the local market will be prioritised.

5. Performance Expectations

* Consistent NTB customer acquisition and achievement of business targets.

* Strong conversion of leads into sanctions and disbursements.

* Quality credit proposals and adherence to turnaround times.

* Healthy portfolio performance and compliance with internal policies.

* Development of long-term SME/MSME customer relationships.

6. Application Process

Interested candidates may share their updated CV through direct message or contact the hiring manager for further details.

Employee referrals are welcome.