Senior Relationship Manager - Mid Market

Key Aspects :

The EB & WM function is engaged in funding short term, medium term and long-term working capital needs of SMEs via a suite of customized short and long tenured products.

While unit of sizing up the business is its loan book size, profitability and zero tolerance on delinquency are key business objectives

Strong understanding of business finance, loan structuring methods and credit administration are key to building credibility with customers and gaining competitive advantage

Understanding of local market patterns such as specific occupations/trade, industries at play, local financial and investment preferences and practices important to gain competitive advantage while structuring loans and identifying leads.

Key Challenges

- Increase the market share in targeted locations against competition

- Constantly upgrade financial, know-how of self on loan structuring methods and business financials in order to build credibility with customers

- Stay abreast with the recent market trends and local market preferences and needs

- Ensure credit quality and carry out effective portfolio selection and pre-screening to minimize risk of NPAs

- To ensure complete safety of financed amount through post sanction surveillance by maintaining strong client relationships and monitoring collaterals .

Key Result Areas

Sales Growth :-

Achieves sales targets through

1. Driving pipeline funnel to achieve book size and market share

- Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region

- Ensures minimal client attrition through strong client engagement activities

- Engages with the investment bankers, chartered accountants and brokers in the for sourcing new business on a regular basis

- Raises escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.

- Tracks key accounts in the portfolio about health of the business and potential early warning signs of NPAs.

Client Acquisition & Relationship Management :-

- Acquisition of new clients

- Increases quantum of area business through strong focus on cross-selling initiatives & innovative product mixes.

- Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts, enabling the use of technology to improve operational efficiencies & responsiveness in customer service to ensure retention of existing customers.

Disbursal

- Timely disbursement of the loans to customers with proper documentation

- Coordinate with internal stakeholders to process the applications

- Coordinate with internal teams and respond to their queries to ensure timely & accurate disbursal

- Complete transactions with customer with appropriate documentation .

Market Intelligence

- Gather market intelligence towards evolving competitive business strategy, policies & processes:

- Gather market intelligence on a regular basis

- Share the market intelligence with the Area Sales Manager