Relationship Manager

Abacus Consultants; Bharuch District; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Abacus Consultants seeks a Relationship Manager – Retail working capital to drive client partnerships across Pan India, coordinating with Territory Head and branches.

The role involves leading lead generation, CRM reviews, renewals, cross-selling and churn management to meet bank objectives in a dynamic retail banking environment.

Qualifications

• Experience in relationship management for retail working capital
• Strong CRM and branch coordination skills
• Ability to drive lead generation and conversions

Responsibilities

• Plan the branch visits detailing the coverage every week
• Meeting the branches during the morning meeting - every branch once a month
• Scoping the customer for lead/joint calls OR use of branch resources for leads
• Planning catchment area activity/scoping for lead generation/joint calls
• Ensure activation from activities and review branch performance
• Creating excitement in branches/spot sanctions/contests/recognition program
• Check CRM daily and review leads/updates with dates
• Planning calls to achieve 2 calls per day / 2 appointments per day
• Cross selling: be one-stop shop for Express OD clients with Insurance, CASA, CCs
• Renewals: mail docs, follow up, collect docs, check completeness
• Churn into WC account: post-disbursement ensure churn goes to bank account
• Call Memos: Express OD monitoring and timely customer contact
• Delinquency management: calls/emails/visits as needed
• Complaints: analyze and resolve with customers

Job description

Role & responsibilities

Job Name Relationship Manager

Job Title : Relationship Manager – Retail working capital

Team : Emerging Enterprises Group

Reports to (job) : Territory Head

Location of role : Pan India

Job Fn : Sales

Role Type: Individual contributor

Travel Required: Moderate

*IC – Individual contributor

Job Purpose

To run initiatives in line with key objectives of the Business in order to attain the banks objective of business leadership.

Key Responsibility Areas :

Actionable

1. Plan the branch visits detailing the coverage every week


2. Meeting the branches during the morning meeting - every branch once a month


3. Scoping the customer for lead/joint calls OR make use of available resources in the branch for leads/joint calls


4. Planning the catchment area activity/scoping for lead generation/joint call


5. Ensure activation from the activities above and review of branch performance/resource wise performance/review with CH as and when required.


6. Creating excitement in branches/spot sanctions/contests/recognition program


7. Check CRM daily and review the leads/update follow up leads/with dates

8 Document branch meeting through Cogent/mails

Lead generation/logins

1. Planning the above so that it translates into 2 calls per day/2 appointments per day


2. Send the communication to the customer on documents required


3. Follow up the on the calls made for documents/arrange for pickup of documents


4. Check for completeness of documents


5. Go through the Financials/bank statements for churn/bounces/interest servicing as per product


6. KYCs

Cross Selling

1. To be the one-stop shop for each of our Express OD clients and provide suitable gamut of financial products such as Insurance, CASA, Credit Cards, Other Assets Products as required by the customer.


2. Monitor and track Leads.

Renewals

1. Work on the renewals in advance for customers who are not getting auto renewed


2. Mail to the respective customers on docs required for renewal


3. Follow up weekly twice for docs


4. Arrange for collection of documents


5. Check the documents for completeness


6. Study the financials/bank statements/churn/interest servicing/aberrations from the stated nos as per product requirement


7. Speak to the customer for addressing issues/aberrations


8. For renewals overdue and having genuine delay put up for extensions

Churn into WC account

1. Post disbursement ensure that all business churn comes to bank account


2. If OBA waiver required/check for justification/check for churn/put up to the authority


3. If not inform the customer on closure of OBA/levy of 2% penalty

Call Memos

1. Express OD Monitoring to happen basis central triggers, customers falling in triggers and if not contacted virtually to be met by RM as required frequency.

Delinquency management

1. Depending upon severity of each case - Customer Call for servicing Interest.


2. Email communication to Branch & customer


3. Personal Visit to Customer / Joint Visit with Credit Manager;


4. Rigorous follow-up

Complaints : CRM / MD / PNO / CRO

1. Analyze complaint


2. Seek resolution post discussing with Customer