Relationship Manager-Retail Instituion and Govt Banking

Ujjivan Small Finance Bank Ltd.; Rajkot; On-site; INR 600,000 - 1,400,000; Full time

Job summary

Ujjivan Small Finance Bank Ltd. seeks a Relationship Manager for Retail Institutions and Government Banking to acquire new to bank customers, manage relationships and deepen the portfolio across mapped branches in the assigned region.

You will drive cross-sell of CMS, POS, QR, and other fintech solutions through branch banking channels. The role emphasizes achieving fee targets, CASA growth, and maintaining high acquisition quality while collaborating with digital alliance partners and branch

Qualifications

• Graduate, with a Masters in Marketing preferable.
• MBA/PGDM or equivalent Qualification preferred.
• Core experience of 3 to 10 years in Retail Institutions / Government Banking / Retail branch banking / Current Account acquisition / Transactional Banking / Liability sales.
• Functional experience in Sales, Marketing, Operations with P&L responsibility.
• Strong leadership and people management traits.

Responsibilities

• Create and develop strategy / plan for Retail Institutions and Government Banking Business sales and value build up in the assigned territory.
• Implement strategy as devised and guided by corporate office / Regional or circle office.
• Devise and execute marketing strategies, sales promotions and contests with corporate / regional or circle product/marketing teams.
• Ensure the achievement of the company’s goals on Retail Institutions and Government Banking Business across all assigned territory.
• Oversee sales performance at assigned branches and maintain portfolio quality.
• Schedule review meetings with Regional Head / Cluster Head - Retail Institutions and Government Banking, etc.
• Establish personal networks across all circles.

Skills

Relationship management

Sales & marketing

Negotiation

People management

Customer service

Communication skills

Digital / tech orientation

Education

Graduate with MBA/PGDM

Masters in Marketing

Job description

POSITION DESCRIPTION

JOB TITLE : Relationship Manager-Retail Institutions and Government Banking

GRADE : SM

DEPARTMENT : Retail Institutions and Government Banking

LOCATION : Regional Office / Area Office / Branches

SUB-DEPARTMENT : TYPE OF POSITION : Full-time

REPORTS TO : Cluster Head - Retail Institutions and Government Banking

REPORTING INTO N.A

ROLE PURPOSE & OBJECTIVE

As a product specialist, RM – Retail Institutions and Government Banking Business will be responsible for acquisition of new to bank retail institutional customers through self-sourcing as well as through mapped branches, relationship management and deepening of portfolio of retail institutional customers of the mapped branches of the Branch Banking of the assigned regions / territory / clusters. Will be driving Retail Institutions and Government Banking Business along with cross sell of products such as POS, QR, Payment Gateway, CMS, payment and collection solutions, fee collection and other fintech solutions as per alliances and partnerships within branch banking for ring-fencing the customers and ensuring cash-flows of the customers are channelized into Ujjivan Small Finance Bank.

SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Owns the total Retail Institutions and Government Banking Business incremental budget of the assigned regions / territory / clusters / branches.
• Responsible for achieving fee targets of cross-sell products like CMS, POS, QR, TPP and other solutions.
• Interact and collaborate with digital alliances partners of the bank
• Cross sell POS, QR, Payment Gateway, CMS, Net Banking, fee collection solutions etc. which helps in value build up.
• Ensure high CASA ratio by sale of CASA accounts to retail institutional customers and maintaining quality of acquisition.

KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business/ Financials

• Create and develop strategy / plan for Retail Institutions and Government Banking Business sales and value build up and ensure its implementation in the assigned territory.
• Implement strategy as devised and guided by corporate office / Regional or circle office.
• Devise and execute marketing strategies, sales promotions and contests in liaise with the corporate / regional or circle product/marketing team.
• Ensure the successful achievement of the company’s goals on Retail Institutions and Government Banking Business across all its’ assigned territory.
• Ensure sales volume is at its maximum and maintaining acquisition quality.
• Oversee the Retail Institutions and Government Banking Business sales performance at assigned branches.
• Schedule occasional review meeting with Regional Head / Cluster Head - Retail Institutions and Government Banking, CBHs, Cluster Heads, BMs, RMs and other stake holders.
• Reviewing and maintaining good portfolio quality.
• Establish personal networks across all circles.

Customer (Both Internal and External)

• Ensure seamless on-boarding experience for customers.
• Ensuring best in class TAT and processing standards.
• Ensuring that any service complaints are resolved in a timely manner.
• Dipstick surveys with customers to understand the product needs and suggest changes.
• Competitor watch and give relevant suggestion sand feedback to constantly improvise products in-tune with the market.
• Joint calls / sales support and training to branches.

Internal Process

• Build a strong Retail Institutions and Government Banking sales pipeline and mindshare.
• Working towards eliminating bottlenecks in the process and rejuvenating the customer journey with Ujjivan Small Finance Bank.
• Timely training to branch staff so as to ensure product knowledge, change in processes are communicated in a timely manner downwards

Innovation and Learning

• Supporting branch level outbound resources including Branch Managers / BSMs to perform their role of Retail Institutions acquisition adequately.
• Ensure adherence to training man-days/ mandatory training programs etc.
• Ensure goal setting, mid-year review and performance appraisal processes are completed within specified timelines

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Graduate, with a Masters in Marketing Preferable.
• MBA/ PGDM or equivalent Qualification preferred.

Experience (Years and Core Experience Type)

• Preferred core experience of 3 to 10 years in Retail Institutions / Government Banking / Retail branch banking / Current Account acquisition/ Transactional Banking / Liability sales.

Certifications

• None

Functional Skills

• Wide exposure in Sales and distribution
• Experience spanning major functional aspects of the business – Sales / Marketing, Business operations and Technology with PandL responsibility.
• Strategic thinking, innovation, strong negotiation and leadership characteristics
• Strong People Management skills
• Strong analytics and technology orientation
• Relevant demonstrated leadership experience in managing a hi-performance team with a sound understanding of key business drivers

Behavioral Skills

• Relationship Skills
• Sales Skills
• Execution Skills
• Influencing Skills
• Team management
• Negotiation skills
• Customer Service Orientation
• Communication skills (both oral and written)

Competencies

• Prior experience in driving large teams / branches both direct and indirect
• Proven sales record
• Relationship management
• Acquisition of HV / Large institutions

KEY INTERACTIONS

INTERNAL

• Branch Banking
• Product
• Alternate Channels
• HR
• Vigilance
• IT
• Risk and Compliance
• Digital Banking

EXTERNAL

• Corporates, LLP, HUF, Partnerships and Individual Customers.
• Institutional customers like Trust, Association, Societies, Clubs, Sec 8/25 cos., NGOs, NPOs, etc.
• Local govt bodies
• Digital alliance partners

PREPARED BY - Sumeet Bhatia

DATE - 23/04/2025

REVIEWED BY -

DATE -

LAST UPDATED BY - TM Team

DATE - 09/02/2026