Relationship Manager

Job Title

Working Capital Relationship Manager

Reporting To

Zonal Head / Regional Manager / Head MSME / Head – Business Banking (as per hierarchy)

Location

Assigned territory / branch / region (as per bank's requirement)

Experience

Job Location : Pan India

Typically 3 – 8 years of relevant experience in lending / working capital / business banking (MSME / commercial)

Preferably experience in handling credit proposals, portfolio management, and business development in a bank or NBFC

Key Responsibilities

1. Business Acquisition & Growth

2. Source, acquire, and onboard new clients (especially SMEs / MSMEs / Corporate) for working capital products (CC, OD, WCDL, STL, etc.).

3. Achieve targets in terms of loan disbursements, credit limits, and revenue (interest + fee income).

4. Develop lead pipelines through market research, referrals, industry contacts, channel partners, DSAs, etc.

5. Portfolio Management

6. Monitor and maintain the health of the working capital portfolio.

7. Ensure periodic review, renewal, and renewal proposals.
8. Early warning monitoring of stress accounts, identifying deteriorations and escalating to credit / recovery in time.

9. Manage NPAs, overdue accounts, and ensure timely collections and corrective actions.

10. Credit Appraisal & Documentation

11. Assess credit proposals: analyze financial statements, cash flows, business models, credit ratings, etc.

12. Prepare credit memos / proposals and present to sanctioning authority.
13. Ensure proper documentation, compliance with bank policy, KYC, regulatory requirements.

14. Coordinate with internal teams—Operations, Legal, Credit, Risk—for smooth sanction and disbursement.

15. Crosssell / Upsell

16. Identify opportunities to crosssell bank products (e.g. trade finance, term loans, bank guarantees, insurance, working capital term loans, vendor finance) to existing clients.

17. Increase share of wallet per client.

18. Relationship Management & Client Servicing

19. Build strong relationships with clients; act as a trusted advisor.

20. Resolve client queries, grievances, and ensure retention and upsell.

21. Engage in periodic business reviews with clients, and suggest optimal solutions to their cash flow / working capital needs.

22. Coordination & Stakeholder Management

23. Liaise with credit, operations, legal, risk, treasury, and branch / regional offices to ensure smooth end-to-end process.

24. Work with channel partners, DSAs, business associates for lead generation.

25. Ensure turnaround time (TAT) norms are met.

26. Market Intelligence & Strategy

27. Stay abreast of industry / sector / market trends, competitor offerings, regulatory changes, and economic environment.

28. Propose new products or modifications, pricing strategies.

29. Provide feedback to management on business conditions, challenges, competitor moves.

30. Reporting & MIS

31. Provide regular reports: pipeline status, disbursement, portfolio aging, NPAs, margin, revenue, etc.

32. Ensure adherence to internal policies, compliance guidelines, audit norms, and regulatory requirements.

Key Skills & Competencies

• Strong credit analysis skills, financial modeling, understanding of cash flows, ratio analysis.
• Understanding of working capital / trade finance / allied products (CC, OD, discounting, WCDL, STL).
• Good relationship building, negotiation, persuasion, and communication skills.
• Customercentric orientation, ability to manage multiple stakeholders.
• Result oriented, target driven, with ability to work under pressure.
• Good knowledge of regulatory & compliance norms (KYC, RBI guidelines, MSME regulations).
• Analytical mindset, risk awareness, due diligence orientation.
• Local market knowledge / network (industry connections).
• Good command over language, presentation skills.

Qualifications

• Bachelor's degree (Commerce / Business / Finance / Economics)
• Preference: MBA / PGDM in Finance / Banking or related specialization (desirable, but