Portfolio Relationship Manager_SME_0412_4598_1043067

Kotak Mahindra Bank; New Delhi; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Kotak Mahindra Bank seeks a Portfolio Relationship Manager for its SME segment in Wholesale Banking. You will manage a portfolio of corporate clients with ₹50-₹500 crore turnover, handle credit renewals, limit enhancements, and cross-sell Trade, Forex and CMS solutions. Serve as the SPOC for all client needs.

Graduate required; MBA or CA preferred. Prior SME banking or corporate RM/credit appraisal experience is desirable.

Qualifications

• Graduate (mandatory).
• MBA or Chartered Accountant preferred.
• Prior experience in SME banking, corporate relationship management, or credit appraisal desirable.
• Knowledge of credit risk and Kotak ethics is important.
• Ability to manage and grow a client portfolio as SPOC for client needs.

Responsibilities

• Portfolio Management: grow existing client portfolio, handle renewals and documentation, monitor risk and portfolio health.
• Client Acquisition & Relationship Ownership: onboard NTB accounts, coordinate across products and services, build long-term client relationships.
• Cross-Selling & Revenue Growth: identify opportunities to cross-sell Trade Finance, Forex, and CMS solutions; collaborate with product teams.
• Portfolio Profitability & Hygiene: optimize pricing and service delivery; ensure timely renewals and compliance; manage delinquencies if any.
• Internal & External Stakeholder Management: liaise with BIU, Risk, and Leadership; maintain external relationships with clients, auditors and stakeholders.

Skills

Relationship management

Credit appraisal

Cross-selling

Portfolio management

Education

MBA

CA

Job description

Job Description:

The Portfolio Relationship Manager (PRM) in the SME segment of Wholesale Banking is responsible for managing and growing a portfolio of corporate clients with turnover ranging from ₹50 to ₹500 crores. This role involves deep relationship management, credit handling, and cross-selling of banking solutions tailored to the unique needs of emerging corporates. The PRM acts as a single point of contact (SPOC) for all client requirements, ensuring high levels of service, profitability, and portfolio hygiene.

Wholesale Banking - SME - Portfolio Relationship Manager

Grade - Manager/Senior Manager/Chief Manager

About the Business

SME, part of Wholesale Banking Group, deals in corporates with turnover between fifty to five hundred crores. These new corporates have unique and challenging banking needs

Specification

What are the areas (in quantitative terms) the job has an impact on?

PRM will manage existing book. PRM will be doing limit enhancement, renewals and refer new to bank accounts. PRM will own the relationship and be a SPOC for all client needs. PRM will cross sell Trade, Forex and CMS solutions

Key Deliverables

New To Bank Accounts

Growing the current book size

Cross Sell

Portfolio Profitability and Hygiene

Relationships

External clients

Internal clients- BIU, Product, RMs, Leadership Team

Qualification and Experience

Graduate

Preferably MBA or CA

Job Skills

Stays abreast of the key trends in identified markets and leverages that knowledge when engaging with customers

Anticipates and analyses client needs and expectations

Understands the importance of KOTAK ethics when dealing

Understands the importance of and the principles of credit appraisal/risk at Kotak. Understand company financials

Responsibilities

1. Portfolio Management Manage and grow the existing client portfolio by maintaining strong relationships and understanding client needs. Handle credit renewals, limit enhancements, and ensure timely documentation and compliance. Monitor portfolio health and ensure adherence to internal risk and credit guidelines.

2. Client Acquisition & Relationship Ownership Refer and onboard New-To-Bank (NTB) accounts by identifying potential clients and presenting Kotak's value proposition. Act as the SPOC for all client interactions, ensuring seamless coordination across products and services. Build long-term relationships with clients to enhance engagement and retention.

3. Cross-Selling & Revenue Growth Identify opportunities to cross-sell Trade Finance, Forex, and Cash Management Services (CMS) solutions. Collaborate with internal product teams to deliver customized solutions that meet client requirements. Drive revenue growth through increased product penetration and wallet share.

4. Portfolio Profitability & Hygiene Ensure profitability of the managed portfolio by optimizing pricing, product mix, and service delivery. Maintain portfolio hygiene by ensuring timely renewals, documentation, and compliance with credit norms. Track and manage delinquencies, if any, and take proactive steps to mitigate risks.

5. Internal & External Stakeholder Management Liaise with internal teams such as BIU, Product, Risk, and Leadership to ensure smooth service delivery. Represent client interests internally and ensure timely resolution of service issues. Maintain strong external relationships with clients, auditors, and other stakeholders. Qualifications & Experience Graduate (mandatory); MBA or Chartered Accountant (preferred). Prior experience in SME banking, corporate relationship management, or credit appraisal is desirable.

Requirements: