Relationship Manager

4 weeks ago

Bengaluru, Karnataka, India Aditya Birla Group Full time

Job Context:

The Large Corporates segment in Aditya Birla Group focuses on large-sized corporates, partnering with them on diverse needs such as structured financing, promoter funding, working capital funding, project finance, etc. in line with their unique business needs.

Key Challenges

  • To originate and increase market share in assigned coverage area, growing a robust book against stiff competition.
  • To liaise with different stakeholders to ensure loan conversion/sanction/utilization percentages are high and an appropriate sourcing funnel is built to meet targets.
  • To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing risk and enhancing portfolio health.
  • Skill sets required to meet these challenges include execution excellence, business & commercial acumen, good product and industry understanding.

Key Result Areas

Sales Growth & Client Acquisition

Identify business development opportunities and execute client acquisition activities (prospecting, lead generation, client engagement, need articulation, solution fitment, relationship maintenance), driving book expansion and Aditya Birla Group brand presence in the market.

Deliver on sales targets as assigned as part of the Large Corporates segments, by building strong client relationships via proactive engagement and customized solutioning.

Scan the market, competitive offerings and potential clients in Large Corporates segments on a periodic basis; report on emerging trends and business opportunities.

Identify, report on and execute opportunities for cross-selling other Aditya Birla Group products/solutions as per client needs.

Client Engagement & Relationship Management

Identify and act on opportunities for effective client engagement through proactive communication and partnership orientation.

Operational Effectiveness

Proactively liaise with internal stakeholders to enhance process efficiencies for strong client engagement and relationship management.

Drive faster TATs by building strong relationships with internal stakeholders in order to enhance brand credibility and expand customer base.

Adopt prescribed improvements in processes and best practices in order to enhance operational productivity, adhere to and improve TATs, and suggest improvements as well.

Prepare MIS and report on sales operations and productivity metrics such as disbursements, profits, NPAs, client base expansion, new product launches, new branches, etc., periodically as per agreed timelines and formats.

Internal Stakeholder Management

Proactively build and maintain relationships with key internal stakeholders (E.g. Operations, Risk) for smooth and efficient transactions and issue resolution.

Risk Management

Execute compliant Sales Operations and work in line with risk management principles in coordination with Risk team.

Support risk management by maintaining focus on prescribed guidelines and process checks at all stages, raising potential alarm cases in advance.

Provide inputs on financial risk in proposals to clients and support proposal finalization in accordance with risk management practices.

Proactively identify and report risks in order to ensure portfolio quality is maintained.

As part of Relationship Maintenance, study client performance (accounts, business performance, etc.) periodically.

Liaise with internal stakeholders (such as Risk, Operations etc) and client stakeholders for optimal resolution of specific escalation cases.

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