Relationship Manager-Working Capital

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

Job summary

Ujjivan Small Finance Bank Ltd. is seeking a Relationship Manager-Working Capital for its RO location. The role involves acquiring MSME clients for working capital facilities up to Rs. 10 Cr, sourcing leads, and converting them through channel partners and staff referrals.

The candidate will focus on cross-selling and relationship building, ensuring timely disbursement, renewal, and portfolio health, with strong emphasis on achieving sales targets and minimizing delinquency.

Qualifications

• MBA or CA with 2 years experience; other graduates with 4 years experience.
• 2–4 years in sales; MSME background preferred.
• Experience in working capital lending and channel coordination.

Responsibilities

• Acquire focused Working Capital customers (fund-based & non-fund-based) up to Rs. 10 Cr.
• Drive cross-selling of CA, TD, Insurance, Salary accounts, and related products.
• Build and maintain relationships; coordinate with Credit, CAD and Operations for disbursement.

Skills

MSME lending

Relationship management

Sales target achievement

Cross-selling

Communication in English

Education

MBA / CA

Bachelors with 4 years experience

Tools

MIS systems

Lending software

Job 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.

SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Monthly Business volume as per the business target. Productivity of around 1.5 - 2 Cr Monthly Fresh Limit set-up
• Timely Interest serving, Regular Churning to prevent Delinquency
• Timely Renewal of existing customers, managing 20 - 40 customers
• Coordination with Credit Manager for case approval and CAD and Operations for case disbursement.
• Maintains Daily sales report and sharing with supervisor.
• Maintains DSA tracker for pay-out processing.
• 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

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

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

PREPARED BY : Harshul Khandelwal

DATE : 15 th May 2023

REVIEWED BY : Vicky Jain

DATE : 15 th May 2023

LAST UPDATED BY : TM Team

DATE : 8 th August 2023