Relationship Manager/ Territory Head- MEG

Role Type:

Individual Contributor

Travel Requirement:

Yes – Candidate must be comfortable with regular travel within the assigned location.

Educational Qualifications:

• Any Graduate
• Preferred: B.Com, M.Com, MBA (Finance & Marketing)

Experience Required:

• 1–3 years of relevant experience in:
• Working capital
• Term loans
• Client acquisition
• Business banking products

Job Purpose:

To drive initiatives aligned with the bank's key business objectives, ensuring superior customer engagement and business growth in the working capital and SME lending segment.

Key Responsibility Areas & Actionables

1. Branch Management & Engagement

• Plan weekly branch visits and ensure structured coverage.
• Attend monthly morning meetings with each branch.
• Collaborate with RM/PB to scope and execute joint calls.
• Leverage branch and catchment area activities for lead generation.
• Drive RM/PB activation through planned branch activities.
• Monitor CRM for leads, follow-ups, and updates.
• Document branch interactions via Cogent/emails.
• Drive contests, recognition programs, and engagement to boost energy at branch level.

2. Lead Generation & Logins

• Target at least 2 client meetings/appointments per day.
• Communicate document requirements to customers in advance.
• Ensure follow-up for documents and arrange collection.
• Validate document completeness and analyze financials and bank statements.
• Conduct KYC verification.

3. Cross-Selling

• Act as a one-stop solution for Express OD clients.
• Cross-sell relevant financial products: Insurance, CASA, Credit Cards, and other asset products.
• Track and monitor lead conversions.

4. Loan Renewals

• Proactively manage non-auto renewals.
• Communicate with customers on required documentation.
• Follow up and ensure timely document collection and verification.
• Analyze customer financials and address any discrepancies.
• Recommend extensions for delayed but genuine cases.

5. Churn Management into WC Account

• Ensure post-disbursement churn is routed through HDFC Bank accounts.
• Manage OBA waiver justifications and inform customers regarding penalties or closures if needed.

6. Call Memos & Monitoring

• Monitor Express OD based on central triggers.
• Meet customers not contacted virtually, per the required frequency.

7. Delinquency Management

• Follow up rigorously based on case severity.
• Handle customer servicing via calls, emails, and personal visits.
• Coordinate joint visits with Credit Managers where necessary.

8. Complaint Handling

• Analyze and address customer complaints from CRM/MD/PNO/CRO sources.
• Liaise with internal teams and customers to resolve issues effectively.

Key Skills & Competencies

• Strong interpersonal and coordination skills
• Ability to manage multiple activities across teams
• Comfortable working under pressure and tight deadlines
• Good understanding of financial products, working capital needs, and SME customer behavior

Major Stakeholders

• Branch Banking Teams
• Operations
• Product Teams
• Credit Teams