Relationship Manager-Working Capital

Ujjivan Small Finance Bank; India; On-site; INR 700,000 - 1,100,000; Full time

Job summary

Ujjivan Small Finance Bank seeks a Relationship Manager-Working Capital for RO location within the MSME vertical. You will drive working capital facilities up to Rs. 10 Cr and focus on customer acquisition, cross-selling, and relationship building.

You will source leads from DSAs, channel partners, and staff referrals, coordinate with teams for disbursement, monitor portfolio health, and strive to achieve targets. Regional language ability and willingness to travel are beneficial.

Qualifications

• MBA/CA with 2 year experience; otherwise 4 years in relevant roles.
• 2–4 years in sales and documentation of working capital; mix of sales + credit acceptable.
• Knowledge of MSME loan products and promotional activities.
• Ability to engage with customers and partners to drive lending through branches.

Responsibilities

• Drive sales performance and manage MSME loan customers at branch level.
• Source and convert leads from channel partners and staff referrals.
• Cross-sell CA, TD, Insurance, salary accounts and other services.
• Monitor portfolio health; ensure timely disbursement and renewals.
• Ensure adherence to credit procedures and use of lending tools.
• Coordinate with product/marketing teams and external vendors.

Skills

Sales performance

Customer engagement

MSME loans

MIS / Lending software

English communication

Education

MBA/CA with 2 years experience

Graduate with 4 years experience

Tools

Lending Software

MIS systems

MS Excel

Job description

Job Description:

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

• 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
• INTERNAL
• EXTERNAL

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

Requirements: