Senior Client Relationship Manager

Location: Chennai / Pondicherry/ Hyderabad

Experience : 5-10 Yrs

Position:

Senior Relationship Manager (SRM) / Relationship Manager (RM)

Department:

Retail Lending – Home Loans, Personal Loans, Auto Loans, LAP, Business Loans etc.

Reporting to Area Head

Role Overview

The Senior Relationship Manager / Relationship Manager will be responsible for acquiring, managing, and deepening client relationships in the retail lending segment. The role involves identifying lending needs, providing suitable product solutions, and ensuring high standards of customer service and compliance.

The SRM will focus on driving business volumes, mentoring junior RMs, and managing key relationships, while RMs will be responsible for business origination and client servicing.

Key Responsibilities: For Both SRM & RM

• Business Development

• Source new clients for retail lending products such as home loans, personal loans, auto loans, loan against property, and credit cards.
• Generate business through referrals, branch walk-ins, corporate tie-ups, and direct outreach.
• Client Relationship Management

• Understand customers’ financial needs and recommend appropriate lending products.
• Provide end-to-end support — from documentation to disbursement.
• Revenue & Targets

• Achieve monthly and quarterly sales targets for assigned lending products.
• Ensure cross-selling of allied products (insurance, deposits, etc.) where relevant.
• Risk & Compliance

• Adhere to credit underwriting norms, KYC requirements, and internal compliance policies.
• Ensure zero tolerance for regulatory breaches.

Additional Responsibilities –

Senior Relationship Manager

• Team Mentorship: Guide, coach, and support junior Relationship Managers in achieving their targets.
• Portfolio Management: Manage larger ticket-size loans and priority customers.
• Market Insights: Track competitor products, pricing, and lending trends to provide strategic inputs.
• Business Strategy: Work closely with product and credit teams to improve offerings and approval turnaround

Key Skills & Competencies

• Strong understanding of retail lending products and credit processes.
• Proven sales and relationship management skills.
• Ability to work under pressure and meet revenue targets.
• Excellent communication, negotiation, and interpersonal skills.
• Customer-first approach with high ethical standards.

Qualifications & Experience

• Graduate / Postgraduate in Finance, Business, or related field.
• Relationship Manager: 2–4 years of experience in retail lending or financial sales.
• Senior Relationship Manager: 5–8 years of relevant experience with proven track record in handling larger portfolios and mentoring teams.

Performance Indicators (KPIs)

• Monthly disbursement volume.
• Number of new accounts sourced.
• Customer satisfaction / Net Promoter Score (NPS).
• Portfolio quality (delinquency levels).
• Cross-sell ratio.