Relationship Manager - Working Capital

Ujjivan Small Finance Bank Ltd.; Ahmedabad District; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Ujjivan Small Finance Bank Ltd. is seeking a Relationship Manager for Working Capital in the MSME segment. The role focuses on acquiring and managing working capital facilities up to Rs.

10 Cr, with a strong emphasis on self-sourcing, channel partnerships, and staff referrals to drive growth at the RO location. The candidate will build client relationships, cross-sell CA, TD, insurance and salary accounts, and work with the team on disbursement, renewal and portfolio health.

Qualifications

• MBA or CA with 2 years experience; other graduates with 4 years relevant experience.
• 2–4 years in sales and working capital documentation; mixed sales + credit acceptable but primarily sales.

Responsibilities

• Drive MSME working capital business for the location and meet targets.
• Acquire customers through self-sourcing and by converting leads from DSAs, connectors, and staff referrals.
• Cross-sell products like CA, TD, Insurance, Salary accounts, and banking services to clients.
• Coordinate with team for disbursement and portfolio renewal and interest servicing.
• Monitor portfolio health and ensure adherence to credit procedures and internal controls.

Skills

Sales

Relationship management

Cross-selling

MSME lending

Target orientation

Education

MBA / CA with 2 Year experience; in case of other Graduate, relevant 4 year experience

Tools

MIS systems

Lending software

Documentation processes

Job description

Business/ Financials

POSITION DESCRIPTION

JOB TITLE : Relationship Manager-Working Capital

GRADE : SM

DEPARTMENT : MSME

LOCATION : RO

SUB-DEPARTMENT : TYPE OF POSITION : Permanent

REPORTS TO : Area Manager- Working Capital

REPORTING INTO

NA

ROLE PURPOSE & OBJECTIVE

• MSME vertical is a growing business for Ujjivan. The Relationship Manager will be an important position that will drive this business for the particular location.
• Focused customer acquisition of Working Capital - Fund Based & Non Fund Based customers for Facility amount up to Rs. 10 Cr and drive business.
• Self-sourcing of potential customer. Conversion of Leads from Channel partners (DSA/Connector) and Ujjivan Staff referrals.
• Focus on Relationship building with clients through cross sell of CA, TD, Insurance, Salary accounts, BNB and drive transactions through Ujjivan
• Coordinated with team members for the disbursement and work effectively for achieving assigned business targets
• Portfolio management like renewal, interest servicing etc.

KEY DUTIES & RESPONSIBILITIES OF THE ROLE

• Business/ Financials
• Daily/ Weekly /Monthly monitoring of the accomplishment of targets according to the annual/monthly targets established for branches under his/her responsibility
• Implement, supervise and control effectiveness of commercial strategy to reach the productivity and growth targets established.
• Customer (Both Internal & External)
• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure lower customer attrition by providing different products as per customer requirement.
• Focus on lower TAT as per laid down standards.
• Internal Process
• Monitor health of portfolio
• Ensure, supervise the correct implementation of the credit procedures including all the respective tools
• Discuss strategies and changes in terms of products, capacity building, procedures etc.
• Innovation & Learning
• Ensure adherence to training man-days/ mandatory training programs for self
• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self
• MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS
• Business/ Financials
• Daily/ Weekly /Monthly monitoring of the accomplishment of targets according to the annual/monthly targets established for branches under his/her responsibility
• Implement, supervise and control effectiveness of commercial strategy to reach the productivity and growth targets established.
• Customer (Both Internal & External)
• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure lower customer attrition by providing different products as per customer requirement.
• Focus on lower TAT as per laid down standards.
• Internal Process
• Monitor health of portfolio
• Ensure, supervise the correct implementation of the credit procedures including all the respective tools
• Discuss strategies and changes in terms of products, capacity building, procedures etc.
• Innovation & Learning
• Ensure adherence to training man-days/ mandatory training programs for self
• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• MBA / CA with 2 Year experience. In case of other Graduate, relevant 4 year experience

Experience

• 2 - 4 years in sales and documentation of working capital business. Mixed experience of Sales + Credit is acceptable, but should be predominantly in sales

Certifications

NA

Functional Skills

• Ability to drive sales performance. Will be required to manage customers of MSME loan at Branch level.
• Ability to engage with customers, colleagues & agencies providing valuation and legal opinion. Plan & execute Marketing and Sales promotion for MSME loans
• Awareness about different Liabilities, Insurance and loan products.
• Ability to speak and read regional language(s)- is desirable. Ability to communicate in English

Behavioral Skills

• Product knowledge
• Training Skills
• Willingness to travel & relocation as per business requirements and career opportunities
• Managing customer relations
• Performance oriented

Competencies Required

• Good Computer Knowledge
• Competent to handle MIS systems and Lending Software

KEY INTERACTIONS

INTERNAL

EXTERNAL

• Product and Marketing Team
• Regional Operations, Credit
• Audit, Vigilance and FCU team
• Technical Manager
• Legal Vendors
• External marketing agencies
• Competitor Counterparts