Relationship Manager

Poonawalla Fincorp Ltd.; Lapkaman, Rajkot, Surat; On-site; INR 400,000 - 800,000; Full time

Job summary

Poonawalla Fincorp Ltd. is seeking a proactive loan sourcing executive in Gujarat to generate LAP and Business Loan business through open-market channels. You will build a strong local network of MSME owners, COs, tax consultants and other connectors to identify customer needs and structure cases.

Strong credit awareness and negotiation skills are essential for converting leads into disbursements. The role requires deep product knowledge of LAP, MEML, and business lending parameters, and a track

Qualifications

• Ability to generate business independently from the open market.
• Strong local MSME network with CAs/Tax consultants.
• Solid knowledge of LAP, MEML and Business Loan parameters.

Responsibilities

• Generate LAP and Business Loan & MEML business independently through open-market sourcing.
• Develop and maintain a strong local network of MSME/business owners, CAs, Tax Consultants, property brokers, builders, lawyers and other business connectors.
• Identify prospective customers and understand their business, financial and funding requirements.
• Maintain strong knowledge of LAP, MEML and Business Loan products, eligibility, LTV, FOIR/DBR, ROI, tenure, PF and other product parameters.
• Analyse customer financials, including Balance Sheet, P&L, ITR, GST returns, bank statements, existing liabilities and business performance.
• Conduct preliminary credit assessment and identify potential risks and deviations before login.
• Structure cases appropriately based on customer profile, financials, banking and available collateral.
• Coordinate with Credit, Legal, Technical, Operations and other internal teams for smooth processing.
• Present cases effectively to the Credit team, highlighting customer strengths, risks and mitigants.
• Negotiate with customers on ROI, PF, LTV, valuation and other commercial parameters to improve conversion.
• Maintain a healthy sales pipeline and achieve assigned login, sanction and disbursement targets.
• Ensure proper documentation and timely follow-up from login to sanction and disbursement.
• Build long-term relationships with customers and referral partners to generate repeat and referral business.
• Maintain accurate MIS, CRM updates and regular market/field visit reports.

Skills

Open-market sourcing

MSME network

Credit assessment

Financial statement analysis

LTV/FOIR/ROI knowledge

Negotiation

Pipeline management

Field sales

CRM/MIS updates

Documentation & follow-up

Job description

Job Purpose :

Responsible for generating LAP and Business Loan business through independent open-market sourcing, developing strong local market relationships, identifying potential customers, structuring cases, and ensuring business conversion from lead generation to disbursement.

Key Responsibilities

• Generate LAP and Business Loan & MEML business independently through open-market sourcing.
• Develop and maintain a strong local network of MSME/business owners, CAs, Tax Consultants, property brokers, builders, lawyers and other business connectors.
• Identify prospective customers and understand their business, financial and funding requirements.
• Maintain strong knowledge of LAP, MEML and Business Loan products, eligibility, LTV, FOIR/DBR, ROI, tenure, PF and other product parameters.
• Analyse customer financials, including Balance Sheet, P&L, ITR, GST returns, bank statements, existing liabilities and business performance.
• Conduct preliminary credit assessment and identify potential risks and deviations before login.
• Understand property-related aspects including market value, distress value, LTV, property type, location and mortgageability.
• Structure cases appropriately based on customer profile, financials, banking and available collateral.
• Coordinate with Credit, Legal, Technical, Operations and other internal teams for smooth processing.
• Present cases effectively to the Credit team, highlighting customer strengths, risks and mitigants.
• Negotiate with customers on ROI, PF, LTV, valuation and other commercial parameters to improve conversion.
• Maintain a healthy sales pipeline and achieve assigned login, sanction and disbursement targets.
• Ensure proper documentation and timely follow-up from login to sanction and disbursement.
• Build long-term relationships with customers and referral partners to generate repeat and referral business.
• Maintain accurate MIS, CRM updates and regular market/field visit reports.

Required Skills & Competencies

• Strong ability to generate business independently from the open market.
• Strong local network with MSME customers, CAs and Tax Consultants.
• Good knowledge of LAP and Business Loan products.
• Strong understanding of credit assessment and financial statement analysis.
• Knowledge of property valuation and LTV calculation.
• Strong case structuring and negotiation skills.
• Excellent communication and relationship management skills.
• Ability to identify credit risks and present cases effectively to Credit.
• Strong field-sales orientation and target-driven approach.
• Good pipeline management and follow-up skills.

Preferred Profile

• Experience in LAP, Business Loans, MEML, MSME lending or secured lending.
• Candidates with an established local market/CA/Tax Consultant network will be preferred.
• Candidates should have the ability to source and convert business independently without being completely dependent on DSA-generated leads.