Relationship Manager - Working Capital

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

Job summary

Ujjivan Small Finance Bank Ltd. invites applications for the Relationship Manager-Working Capital role at the RO location. The incumbent will drive MSME Working Capital lending, source new clients, and manage existing relationships with a focus on cross-selling and portfolio health.

The role requires target achievement, customer acquisition, coordination with Credit and Operations for disbursement, and ongoing portfolio management including renewals and servicing.

Qualifications

• MBA or CA with relevant experience; other graduates with 4 years in sales acceptable.
• 2–4 years in sales and working capital; mix of sales and credit is okay but sales focus preferred.
• Ability to drive sales performance and manage MSME loan customers at branch level.

Responsibilities

• Drive acquisition of Working Capital facilities up to Rs. 10 Cr.
• Self-source leads; convert channel partner referrals and staff referrals.
• Cross-sell CA, TD, Insurance, Salary accounts, and other products.
• Coordinate with Credit and Operations for disbursement and portfolio renewal.
• Maintain daily/weekly/monthly sales reports and manage customer relations.

Skills

Sales drive

Customer engagement

Portfolio management

MIS systems

Lending knowledge

Education

MBA / CA with 2 year experience

Other graduates with 4 years experience

Tools

Lending Software

MS Excel

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