Relationship Manager / Senior Relationship Manager – Working Capital Acquisition

Organisation: Kotak Mahindra Bank Ltd.

Business Unit: Business Banking Assets

Department: Working Capital Acquisition

Locations: Jaipur and Ajmer, Rajasthan

Grade: Manager / Senior Manager

Experience: 3–7 years

1. Role Purpose

To drive current-to-bank (NTB) customer acquisition and grow the Working Capital portfolio by developing relationships with SME/MSME customers, identifying business opportunities and delivering quality lending business in the assigned geography.
1. Key Responsibilities

A. Business Development & Customer Acquisition
- Acquire current SME/MSME customers for Working Capital facilities.
- Generate quality leads through market mapping, referrals, CA networks, business associations and direct customer engagement.
- Build and maintain a strong pipeline of prospective borrowers.
- Achieve assigned targets for NTB acquisition, sanctions, disbursements and portfolio growth.

B. Working Capital Products
- Source and develop business across Cash Credit (CC), Overdraft (OD), Term Loans, Export Packing Credit (EPC), PCFC, Bank Guarantees (BG) and Letters of Credit (LC), as applicable.
- Identify cross-selling opportunities across relevant business banking products.
- Develop customer relationships to improve overall banking engagement and share of business.

C. Credit Assessment & Proposal Management
- Understand customers’ business models, financial statements, banking operations and working capital requirements.
- Analyse financial performance, cash flows, debt obligations and repayment capacity.
- Coordinate preparation and submission of credit proposals with complete documentation.
- Liaise with Credit, Operations, Legal, Technical and other internal teams for timely processing and disbursement.
- Ensure adherence to the bank’s credit policies, documentation requirements and regulatory guidelines.

D. Portfolio Quality & Risk Management
- Ensure quality sourcing and appropriate customer selection.




- Monitor account conduct, financial performance and early warning indicators.
- Maintain portfolio quality and minimise delinquency and avoidable credit losses.
- Ensure compliance with KYC, AML and internal risk management requirements.

E. Market Development & Relationship Management
- Build a strong network among SME/MSME promoters, chartered accountants, consultants and local business communities.
- Track competitor offerings, market opportunities and customer requirements.
- Maintain strong relationships with existing and prospective customers to generate sustainable business.

1. Candidate Profile

* 3–7 years of relevant experience in SME/MSME banking, Working Capital Finance or Business Banking Assets.
- Proven experience in NTB customer acquisition and sourcing of working capital facilities.
- Sound understanding of credit appraisal, financial analysis and lending documentation.
- Knowledge of CC/OD, Term Loans, BG, LC and export finance products is preferred.
- Strong communication, negotiation, relationship management and business development skills.
- Ability to independently manage the complete acquisition journey, from lead generation to disbursement.

1. Preferred Candidate Background

Professionals currently working in relevant SME/MSME or Working Capital businesses at private sector banks, small finance banks or other lending institutions are encouraged to apply. Local candidates from Jaipur and Ajmer/Kishangarh with relevant experience, an established business network and knowledge of the local market will be prioritised.
1. Performance Expectations

* Consistent NTB customer acquisition and achievement of business targets.
- Strong conversion of leads into sanctions and disbursements.
- Quality credit proposals and adherence to turnaround times.
- Healthy portfolio performance and compliance with internal policies.
- Development of long-term SME/MSME customer relationships.

1. Application Process

Interested candidates may share their updated CV through direct message or contact the hiring manager for further details. Employee referrals are welcome.

📌 Relationship Manager (Jaipur)
🏢 Kotak Mahindra Bank
📍 Jaipur