Senior Relationship Manager

1)  Job Purpose:Write the purpose for which the job exists (in 2-3 lines)(Max 1325 Characters)

To monitor all aspects of the loan performance of existing clients which includes supporting the collection of payments, making sure payments are made, answering customer service inquiries and taking care of any other client needs that may arise such as renewals, limit enhancements, issue of certificates and re-evaluation of interest rates.

2) Dimensions:

Business Workforce Number 

3000

Unit Workforce Number 

425

Function Workforce Number 

90

Department Workforce Number 

90

Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter

Average Book size under supervision:

• For Regional Portfolio Manager 1200 Cr - 750 Cr
• For Sr. Portfolio Manager 275 Cr
• For Portfolio Manager – 200 Cr

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

Job Context:

• Understanding of business finance, loan structuring methods and credit administration are key to building a health portfolio of customers, building credibility, and gaining good reputation in the local market
• Understanding of local regional market characteristics such as region-specific occupations/trade, local financial and investment preferences, and practices important to gain competitive advantage while leading client engagement.
• Constant monitoring of collaterals, post sanction surveillance is essential to pre-empting potential NPAs and de-risk against fraudulent intent and actions. This makes the role of portfolio managers an extremely critical role of building deep client relationships.
• Fee income and utilization of loan are key business metrics that impact overall profitability. These are again driven in large measure through sustained client engagements, understanding the client’s needs, earning credibility with the client as a trusted advisor and overall relationship building.

Key Challenges:

• Mitigate and manage risk by proactively identifying accounts/ sectors which are under pressure.
• Recommend mitigation actions on a case to case basis such as restructuring or eliminating loans, increasing interest rates or fees and protect organization interests.

4) Key Result Areas: Write

Key Result Areas

Supporting Actions

Maintaining average book

• Maintains all parameters of the book under supervision
• Ensures opening and closing book as per targets
• Monitors loan repayment activities and takes necessary action to collect past due accounts and monitors ongoing repayment ability of all other accounts.

Portfolio Quality

• Provides loan increases and renewals to existing clients. Manages the renewal process by working with the Relationship Manager, customer, and credit.
• Examines loans due for re-evaluation and potential renewal to determine if they still represent profitable investments for the organization. Prepares the renewal application and submits it for approvals accordingly
• Ensures that assigned loan accounts operate as authorized, and take all measures necessary to correct default payments or, in the case of non-performing loans, enforces the security documentation to ensure loan repayment
• Works closely with credit, collections and legal for accounts defaulting on DPD

Cross Sell

• Deepen wallet share and ROE expansion by selling more products to each customer
• Effectively utilizes customer engagement and solutions complimentary products understanding customer needs

Relationship Management

• Ensures problems/ issues are resolved satisfactorily 
• Provides advice and counsel to clients regarding trends and conditions of the business environment, capital markets and general credit trends.
• Participates in community and business functions/groups to ensure a positive image for the business and brand within the region’s marketplace.

5)  Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

NA

6)  Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives

Relationship Type

Frequency

Nature

Internal

ZSM - SME

PM – SME

Risk dept

Operations dept

Weekly

‘

Daily

Need Based

Weekly

Strategic planning & account updates; specific client requests; Portfolio MIS.

Portfolio monitoring

Portfolio monitoring

Client servicing issues, TAT reviews

External

Customers

Weekly

Customer relationship management (CRM), understanding their requirement