Relationship Manager Acquisition

Role Summary

This position focuses on acquiring new-to-bank MSME business banking relationships using CRM and knowledge banking approaches. The role involves building the asset portfolio through working capital facilities and term loans to MSME clients, as well as growing the liability portfolio by promoting current accounts, savings accounts, and fixed deposits. Additional emphasis is on cross-selling trade, transaction, and wealth management products to enhance profitability and client loyalty.

Key Responsibilities

• Acquire new MSME business banking relationships via CRM and knowledge banking methods.
• Engage regularly with branch banking colleagues and MSME association office bearers to meet a minimum of two MSME clients daily.
• Develop the asset book by providing working capital and term loan facilities to MSME customers.
• Expand the liability book through promotion of current, savings accounts, fixed deposits, and trade products such as cash management services, trade, and treasury offerings.
• Improve client retention and profitability by cross-selling POS machines, salary accounts, insurance products, and other wealth management services.
• Collaborate with risk, operations, and service teams for efficient loan processing and client onboarding.
• Achieve assigned targets for both revenue and productivity improvements.

Self-Management

• Set and monitor performance goals in consultation with the manager.
• Take ownership of personal development needs and pursue learning opportunities beyond formal training.
• Demonstrate and develop relevant competencies continuously.
• Stay updated on industry developments and professional best practices through ongoing education and networking.

Risk and Control

• Adhere strictly to risk policies to manage operational, regulatory, financial, reputational, and audit risks.
• Implement internal control systems and support audit processes with necessary data.

Key Interactions

• Coordinate with Risk Management to improve loan delivery timelines and client onboarding.
• Collaborate with Branch Banking for acquisition efforts.
• Engage with MSME Associations to support business acquiring strategies.

Knowledge and Experience

• Bachelor’s degree in any discipline; Master’s in Financial Management preferred.
• Certifications like AMFI, NCFM, or IRDA are advantageous.
• Minimum 2-3 years relevant experience including at least one year in a similar role.
• Experience in Banking or NBFC sectors related to Working Capital, LAP, or Mortgages.
• Proficiency in spoken and written English is required.

Competencies

• Customer Focus: Understanding clients’ needs and delivering timely solutions.
• Professional Entrepreneurship: Taking initiative with little direction, owning tasks responsibly.
• Drive for Results: Urgency in achieving outcomes and positive attitude toward challenges.
• Influence and Impact: Effective persuasion and solution-oriented approach with stakeholders.
• Quality Focus: Maintaining standards and seeking process improvements.

Technical Skills

• Strong verbal and written communication abilities.
• Proficient in Microsoft Office applications.
• Excellent networking and interpersonal skills to handle complex client situations.
• Maintains confidentiality and compliance.
• Strong accountability and self-motivation.
• Good understanding of business banking and regulatory guidelines.