Relationship Manager-Working Capital

Ujjivan Small Finance Bank Ltd.; Udaipur District; On-site; INR 600,000 - 800,000; Full time

Job summary

Ujjivan Small Finance Bank Ltd. invites a Relationship Manager- Working Capital to drive MSME business at the branch level. You will source customers, engage with channel partners and staff referrals to build a robust loan book up to Rs. 10 Cr.

Responsibilities include cross-selling financial products, maintaining portfolio health, and coordinating with Credit and Operations for smooth disbursements. Travel may be required as per business needs.

Qualifications

• MBA/CA with 2 years experience; other graduates with 4 years experience may qualify.
• 2-4 years in sales and working capital; mixed sales+credit acceptable but sales-focused.
• Experience in MSME loans and branch-level sales is preferred.

Responsibilities

• Drive MSME Working Capital sales at branches and meet targets.
• Source customers via self-prospecting and channel partners.
• Cross-sell CA, TD, Insurance, Salary accounts and BNB to clients.
• Coordinate with Credit and CAD for approvals and disbursement.
• Maintain portfolio health with timely renewals and servicing.

Skills

Sales driver

MIS systems

Lending software

Customer engagement

Education

MBA/CA with 2y exp

Tools

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.

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