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.