Relationship Manager - ABG

Key Result Areas

Supporting Actions

Sales Growth & Client Acquisition

• Build and maintain a pipeline of new business opportunities with large enterprises/MSMEs relating to Supply Chain Finance
• Deliver on sales targets and KPIs by building strong relationships with customers and channel partners, and provide regular updates on sales performance and pipeline health
• Maintain organizational goals on portfolio ROE and quality
• Segment the market and identify potential direct clients, approach them and generate business through customized digital lending offerings that meet client requirements
• Establish strong relationships with key stakeholders and decisionmakers within strategic accounts

Distribution & Market Expansion

• Upsell and Cross-sell in Key Accounts
• Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competition
• Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment
• Engage with regional network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; escalate issues appropriately for timely resolution
• Attend industry events and conferences to promote our solutions and develop new business relationships

Customer Servicing & Relationship Management

• Coordinate with risk, operations, products & customer success teams to execute robust, customer friendly loan approval and booking processes
• Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations
• Ensure customer queries/ complaints are addressed in a timely and effective manner and coordinate personally to expedite the same
• Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs

Risk Management

• Execute compliant sales operations and work in line with risk management principles via coordination with Risk team
• Ensure closure of deal documentation and credit administration requirements
• Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the unsecured loan transaction and raising potential alarm cases in advance
• Proactively identify and report risks in order to ensure portfolio quality is maintained
• Liaise with the channel partners, customers and the risk team on specific escalation cases

Internal Stakeholder Management

• Proactively build and maintain relationships with key internal stakeholders (Risk, Operations, Product, Tech, Customer Success) for smooth and efficient transactions and issue resolution
• Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand customer and channel base
• Partner with peer KAMs/RMs to overcome challenges and support sales growth