Relationship Manager - Working Capital

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

Job summary

Ujjivan Small Finance Bank Ltd. is seeking a Relationship Manager for Working Capital in the MSME vertical. The role emphasizes acquiring and managing MSME working capital facilities, sourcing leads, cross-selling financial products, and maintaining strong client relations at the branch level.

You will coordinate with Credit and Operations teams to ensure timely disbursement, renewals, and portfolio health, while achieving annual targets and minimizing delinquencies through proactive servicing.

Qualifications

• MBA/CA with 2 years experience; for other graduates, 4 years experience
• 2-4 years in sales and documentation of working capital; mixed sales + credit acceptable
• Fluent in English; regional language skills desirable

Responsibilities

• Daily/Weekly/Monthly monitoring of targets as per branch plan
• Implement, supervise and control commercial strategy to reach productivity targets
• Educate customers on products/services offered by Ujjivan
• Drive cross-sell of CA, TD, Insurance, Salary accounts, and BNP
• Maintain portfolio health and timely renewals; manage 20-40 customers
• Coordinate with Credit Manager for approvals and with Operations for disbursement
• Maintain MIS reports and share with supervisors
• Ensure adherence to credit procedures and process improvements
• Engage with customers and agencies for marketing and sales activity
• Travel and relocate as per business needs

Skills

Sales Drive

Customer Engagement

MSME Loan Promotion

Cross-selling

MSME Portfolio Management

Education

MBA/CA with 2 years experience

Graduate 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.

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

• INTERNAL


• EXTERNAL

• 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