Relationship Manager

Department:

1. Role Overview

The Relationship Manager is responsible for acquiring new clients, managing existing client portfolios, and delivering end-to-end financial advisory services. The RM ensures consistent revenue generation, high client satisfaction, and compliant operations while coordinating closely with sales, operations, and product teams.

2. Key Responsibilities

A. Client Acquisition & Business Development

• Identify and onboard new clients through cold calls, referrals, corporate activities, and lead follow-ups.
• Conduct financial need analysis for prospects and recommend appropriate products.
• Prepare and deliver sales presentations, product demos, and investment proposals.
• Achieve monthly/quarterly business targets for insurance, mutual funds, SIPs, loans, demat accounts, PMS, and other financial products.

B. Client Relationship Management

• Act as the primary point of contact for all client queries, portfolio updates, service issues, and product guidance.
• Build long-term, trust-based relationships with high-net-worth and retail clients.
• Conduct periodic portfolio reviews (monthly/quarterly) and share performance reports.
• Track major life events of clients (e.g., renewal reminders, birthdays, financial goals) and provide timely recommendations.
• Ensure high client retention and low attrition through proactive engagement.

C. Sales Planning & Pipeline Management

• Maintain a structured sales pipeline through CRM/software.
• Update daily activity tracker (calls, meetings, follow-ups, proposals sent).
• Create weekly/monthly sales forecasts and action plans.
• Work with product teams to create customized solutions for clients.

D. Coordination with Internal Teams

• Coordinate with operations for proposal submissions, policy issuance, KYC, documentation, and servicing requests.
• Collaborate with the underwriting and claims team for client issues.
• Ensure accurate documentation of onboarding forms, risk profiling, mandates, switching requests, etc.

E. Compliance, Documentation & Reporting

• Follow all regulatory guidelines (IRDAI, SEBI, Exchanges, RBI depending on products).
• Conduct mandatory risk profiling and suitability checks before product recommendation.
• Ensure all applications are complete, error-free, and compliant.
• Maintain updated client records and KYC documents in the system.
• Report mis-selling red flags, operational discrepancies, or process gaps immediately.

3. Required Skills & Competencies

A. Technical / Product Knowledge

• Good understanding of:
• Life & Health Insurance
• Mutual Funds (Lumpsum, SIP, STP, SWP)
• Equity & Demat operations
• PMS/AIF (optional but preferred)
• Loans, credit cards, and other retail financial products
• Knowledge of financial planning concepts like risk profiling, asset allocation, goal planning.

B. Relationship & Communication Skills

• Excellent interpersonal, presentation, and negotiation abilities.
• Strong client-handling and objection-management skills.
• Ability to build rapport and trust quickly.

C. Behavioral Skills

• Self-driven, result-oriented, and target-focused.
• Good analytical thinking for interpreting financial data.
• High emotional intelligence and patience with clients.
• Strong time management and ability to handle multiple clients simultaneously.

4. Performance Metrics (KPIs)

(Optional Tell me if you want them expanded for a report)

• Monthly business targets achieved (Insurance, MF, Equity, etc.)
• Number of new clients acquired
• Revenue generated per client
• Client retention rate
• Cross-sell/upsell ratio
• Activity metrics: calls, meetings, follow-ups, proposals
• Portfolio review completion %
• Turnaround time on servicing issues
• Compliance score (error-free forms, correct documentation)