Relationship Manager SME -LAP DSA

Abacus Consultants; Delhi; On-site; INR 900,000 - 1,400,000; Full time

Job summary

Abacus Consultants in Delhi seeks a finance sales professional to lead working capital solutions for SMEs, overseeing loan structuring, credit administration, and portfolio oversight. The role focuses on growing loan book size, expanding market share, and maintaining strong client relationships.

You will coordinate loan applications with internal teams, track market trends, and ensure timely disbursal with proper documentation, while safeguarding asset quality and profitability.

Qualifications

• Strong knowledge of business finance, loan structuring techniques, and credit administration.
• Deep understanding of local market dynamics, industries, and customer preferences.
• Proven ability to grow sales, source new clients, and manage relationships.
• Ability to ensure timely disbursal and robust post-sanction monitoring.

Responsibilities

• Drive sales growth and expand market share in the region.
• Acquire new clients and strengthen cross-selling opportunities.
• Coordinate loan disbursal with internal teams and ensure proper documentation.
• Gather market intelligence to adjust sales strategies.
• Monitor portfolio quality and profitability with timely collections.
• Improve organizational processes and reporting through MIS.

Skills

Business finance

Loan structuring

Credit administration

Portfolio management

Market intelligence

Job description

Role & responsibilities

responsible for financing the short-term, medium-term, and long-term working capital and supply chain needs of SMEs through a suite of customized products with varied tenures.

• The key business metrics for success include loan book size, profitability, and a zero-tolerance approach to delinquency.
• A strong understanding of business finance, loan structuring techniques, and credit administration is essential to building credibility with customers and gaining a competitive edge.
• Deep knowledge of local market dynamics including specific occupations/trades, industries, and local financial and investment preferences—is critical for structuring loans effectively and identifying new business opportunities.
• Expand market share in targeted locations and outpace competition.
• Continuously upgrade financial acumen, including knowledge of loan structuring methods and business financials, to build trust and credibility with customers.
• Stay informed about recent market trends and evolving local market preferences to align with customer needs.
• Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize the risk of non-performing assets (NPAs).
• Safeguard financed amounts by conducting post-sanction surveillance, maintaining strong client relationships, and monitoring collateral to ensure the complete safety of the financing.

Key Responsibilities:

1. Sales Growth

   Achieve sales targets through the following actions:

   • Drive pipeline funnel to achieve book size and market share.
   • Monitor local market trends and competitive offerings, identifying opportunities for business expansion in the region.
   • Ensure minimal client attrition through strong client engagement activities.
   • Regularly engage with investment bankers, chartered accountants, and brokers to source new business.
   • Raise escalation on delinquent cases/potential NPAs and closely monitor these through the team for collection dues.
   • Track key accounts in the portfolio for business health and early warning signs of NPAs.

2. Client Acquisition & Relationship Management

   • Acquisition of new clients by identifying potential leads and conversion strategies.
   • Increase area business volume through strong cross-selling initiatives and innovative product offerings.
   • Cultivate deeper customer relationships by ensuring faster turnaround times (TATs) in collaboration with Credit Analysts.
   • Utilize technology to improve operational efficiencies and responsiveness in customer service, ensuring retention of existing customers.

3. Disbursal - Timely Loan Disbursement with Proper Documentation

   • Coordinating with internal stakeholders to process loan applications.
   • Responding to queries from internal teams to ensure timely and accurate disbursal.
   • Completing transactions with customers with the appropriate documentation.

4. Market Intelligence

   • Gather market intelligence on competitive strategies, policies, and processes regularly.
   • Share the collected market intelligence with the Area Sales Manager to adjust business tactics accordingly.

5. Portfolio Quality & Profitability

   • Track overdue accounts daily for the business and ensure timely collections.
   • Intervene to ensure collection on initial overdue accounts in a timely manner.
   • Ensure profitability by applying appropriate pricing strategies and processing fees.
   • Implement cost management initiatives on a timely and accurate basis.

6. Organization Process Efficiency

   • Adhere to all processes for both pre and post-sourcing activities.
   • Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational performance.