SECTION I: BASIC INFORMATION
Job Title: Relationship Manager - Acquisition
Grade: AVP
Business Unit: SEB
Division: SEB
Department: SEB
Location: PAN India
Reporting to: Cluster Business Leader
SECTION II: ROLE SUMMARY
The role holder is responsible for the acquisition of New-to-Bank MSME relationships through the CRM and Knowledge Banking approach. The role also involves building an Asset Book by extending Working Capital Facilities and Term Loans to MSME Clients.
SECTION III: KEY RESPONSIBILITIES/ACCOUNTABILITIES
Core Responsibilities
- Acquisition of New-to-Bank MSME relationships through the CRM and Knowledge Banking approach.
- Engage with Branch Banking colleagues and MSME Associations Office Bearers to meet a minimum of 2 MSME Clients daily.
- Build Asset Book by offering Working Capital Facilities and Term Loans.
- Develop Liability Book with Current Accounts, Savings Accounts, Fixed Deposits, and Trade & Treasury products.
- Enhance Book Profitability by cross-selling POS Machines, Salary Accounts, Insurance, and Wealth Management Products.
- Collaborate with Risk, Operations, and Service teams to improve TAT and ensure smooth client onboarding.
- Achieve top-line and bottom-line targets by consistently enhancing productivity.
People Management/Self-Management Responsibilities
- Define performance goals with the reporting manager and ensure they are monitored and achieved.
- Identify development needs and work towards bridging gaps through training and professional networks.
- Stay updated on professional/industry developments.
- Understand and develop competencies relevant to the role.
Risk and Internal Control Responsibilities
- Follow risk policies to mitigate operational, regulatory, financial, and reputational risks.
- Execute internal control systems and provide relevant information for departmental audits.
SECTION IV: KEY INTERACTIONS
Internal Interactions:
- Risk Management: Coordination to improve TAT and client onboarding.
- Branch Banking: Acquisition of New-to-Bank MSME relationships.
External Interactions:
- MSME Associations: Acquisition of New-to-Bank MSME relationships through Knowledge Banking.
SECTION V: KNOWLEDGE & EXPERIENCE
Knowledge
- Minimum Qualifications: Bachelor's degree in any field (Master's in Financial Management preferred)
- Professional Certifications: CA/CFA preferred, AMFI/NCFM/IRDA certifications are an added advantage
- Language Skills: Written and spoken English is essential
Experience
- Years of Experience: 2-3 years with at least 1 year in a similar role
- Nature of Experience: Prior experience in Banking/NBFC in Working Capital
SECTION VI: COMPETENCIES & KEY PERFORMANCE INDICATORS
Behavioral Competencies
- Customer Focus
- Professional Entrepreneurship
- Drive for Results
- Influence and Impact
- Quality Focus
Technical Competencies
- Strong written and verbal communication skills
- Proficiency in MS Office
- Excellent networking and interpersonal skills
- Ability to manage complex client situations
- Knowledge of regulatory guidelines
- Strong sense of accountability and initiative
- Sensitivity to confidentiality and compliance issues
