Relationship Manager - Business Banking

Job Title

Working Capital Relationship Manager

Reporting To

Zonal Head / Regional Manager / Head MSME / Head – Business Banking (as per hierarchy)

Location

Assigned territory / branch / region (as per bank’s requirement)

Experience

Job Location : Pan India

3 – 8 years

Key Responsibilities

1. Business Acquisition & Growth

• Source, acquire, and onboard new clients (especially SMEs / MSMEs / Corporate) for working capital products (CC, OD, WCDL, STL, etc.).
  
• Achieve targets in terms of loan disbursements, credit limits, and revenue (interest + fee income).
  
• Develop lead pipelines through market research, referrals, industry contacts, channel partners, DSAs, etc.
  

2. Portfolio Management

• Monitor and maintain the health of the working capital portfolio.
  
• Ensure periodic review, renewal, and renewal proposals.
  
• Early warning monitoring of stress accounts, identifying deteriorations and escalating to credit / recovery in time.
  
• Manage NPAs, overdue accounts, and ensure timely collections and corrective actions.
  

3. Credit Appraisal & Documentation

• Assess credit proposals: analyze financial statements, cash flows, business models, credit ratings, etc.
  
• Prepare credit memos / proposals and present to sanctioning authority.
  
• Ensure proper documentation, compliance with bank policy, KYC, regulatory requirements.
  
• Coordinate with internal teams—Operations, Legal, Credit, Risk—for smooth sanction and disbursement.
  

4. Crosssell / Upsell

• Identify opportunities to crosssell bank products (e.g. trade finance, term loans, bank guarantees, insurance, working capital term loans, vendor finance) to existing clients.
  
• Increase share of wallet per client.
  

5. Relationship Management & Client Servicing

• Build strong relationships with clients; act as a trusted advisor.
  
• Resolve client queries, grievances, and ensure retention and upsell.
  
• Engage in periodic business reviews with clients, and suggest optimal solutions to their cash flow / working capital needs.
  

6. Coordination & Stakeholder Management

• Liaise with credit, operations, legal, risk, treasury, and branch / regional offices to ensure smooth end-to-end process.
  
• Work with channel partners, DSAs, business associates for lead generation.
  
• Ensure turnaround time (TAT) norms are met.
  

7. Market Intelligence & Strategy

• Stay abreast of industry / sector / market trends, competitor offerings, regulatory changes, and economic environment.
  
• Propose new products or modifications, pricing strategies.
  
• Provide feedback to management on business conditions, challenges, competitor moves.
  

8. Reporting & MIS

• Provide regular reports: pipeline status, disbursement, portfolio aging, NPAs, margin, revenue, etc.
  
• Ensure adherence to internal policies, compliance guidelines, audit norms, and regulatory requirements.
  

Key Skills & Competencies

• Strong credit analysis skills, financial modeling, understanding of cash flows, ratio analysis.
  
• Understanding of working capital / trade finance / allied products (CC, OD, discounting, WCDL, STL).
  
• Good relationship building, negotiation, persuasion, and communication skills.
  
• Customercentric orientation, ability to manage multiple stakeholders.
  
• Result oriented, target driven, with ability to work under pressure.
  
• Good knowledge of regulatory & compliance norms (KYC, RBI guidelines, MSME regulations).
  
• Analytical mindset, risk awareness, due diligence orientation.
  
• Local market knowledge / network (industry connections).
  
• Good command over language, presentation skills.
  

Qualifications

• Bachelor's degree (Commerce / Business / Finance / Economics)
  
• Preference: MBA / PGDM in Finance / Banking or related specialization (desirable, but