POSITION DESCRIPTION JOB TITLE : Relationship Manager-Working Capital GRADE : SM DEPARTMENT : MSME LOCATION : RO SUB-DEPARTMENT : TYPE OF POSITION : Permanent REPORTS TO : Area Manager- Working Capital REPORTING INTO NA
ROLE PURPOSE & OBJECTIVE
MSME vertical is a growing business for Ujjivan. The Relationship Manager will be an significant position that will drive this business for the particular location.
Focused customer acquisition of Working Capital - Fund Based & Non Fund Based customers for Facility amount up to Rs. 10 Cr and drive business.
Self-sourcing of potential customer. Conversion of Leads from Channel partners (DSA/Connector) and Ujjivan Staff referrals.
Focus on Relationship building with clients through cross sell of CA, TD, Insurance, Salary accounts, BNB and drive transactions through Ujjivan
Coordinated with team members for the disbursement and work effectively for achieving assigned business targets
Portfolio management like renewal, interest servicing etc.
SIZE OF THE ROLE
FINANCIAL SIZE
NON-FINANCIAL SIZE
Monthly Business volume as per the business target. Productivity of around 1.5 – 2 Cr Monthly Fresh Limit set-up
Timely Interest serving, Regular Churning to prevent Delinquency
Timely Renewal of existing customers, managing 20 – 40 customers
Coordination with Credit Manager for case approval and CAD and Operations for case disbursement.
Maintains Daily sales report and sharing with supervisor.
Maintains DSA tracker for pay-out processing
KEY DUTIES & RESPONSIBILITIES OF THE ROLE
Business/ Financials
Daily/ Weekly /Monthly monitoring of the accomplishment of targets according to the annual/monthly targets established for branches under his/her responsibility
Implement, supervise and control effectiveness of commercial strategy to reach the productivity and growth targets established.
Customer (Both Internal & External)
Ensure customers are educated about all products/services offered by Ujjivan.
Ensure lower customer attrition by providing different products as per customer requirement.
Focus on lower TAT as per laid down standards.
Internal Process
Monitor health of portfolio
Ensure, supervise the correct implementation of the credit procedures including all the respective tools
Discuss strategies and changes in terms of products, capacity building, procedures etc.
Innovation & Learning
Ensure adherence to training man-days/ mandatory training programs for self
Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self
MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS
Educational
Qualifications
~ MBA / CA with 2 Year experience. In case of other Graduate, relevant 4 year experience
Experience
~ 2 - 4 years in sales and documentation of working capital business. Mixed experience of Sales + Credit is acceptable, but should be predominantly in sales
Certifications
~ NA
Functional Skills
Ability to drive sales performance. Will be required to manage customers of MSME loan at Branch level.
Ability to engage with customers, colleagues & agencies providing valuation and legal opinion. Plan & execute Marketing and Sales promotion for MSME loans
Awareness about different Liabilities, Insurance and loan products.
Ability to speak and read regional language(s)- is desirable. Ability to communicate in English
Behavioral Skills
Product knowledge
Training Skills
Willingness to travel & relocation as per business requirements and career opportunities
Managing customer relations
Performance oriented
Competencies Required
Good Computer Knowledge
Competent to handle MIS systems and Lending Software
KEY INTERACTIONS
INTERNAL
EXTERNAL
Product and Marketing Team
Regional Operations, Credit
Audit, Vigilance and FCU team
Technical Manager
Legal Vendors
External marketing agencies
Competitor Counterparts
PREPARED BY : Harshul Khandelwal
DATE : 15 th May 2023
REVIEWED BY : Vicky Jain
DATE : 15 th May 2023
LAST UPDATED BY : TM Team
DATE : 8 th August 2023