Relationship Manager

Job Descript

Position: Relationship Manager (RM)

Department: Retail Banking / Microfinance / Home Loans / CASA

Location: As per business requirement

Employment: Full-time

Job Summary The Relationship Manager is responsible for customer acquisition, relationship management, sales, cross-selling of banking products, and achievement of business targets . The RM will develop new customer relationships, manage existing customers, understand their financial requirements, and offer suitable banking and financial products.

Key Responsibilities

• Acquire new customers through field visits, references, leads, local market activities and customer meetings .

• Maintain and strengthen relationships with existing customers.

• Understand customer financial requirements and recommend appropriate banking products.

• Achieve assigned monthly and annual sales/business targets .

• Cross-sell products such as:

• Savings Current Accounts

• Fixed/Recurring Deposits

• Home Loans

• Loan Against Property (LAP)

• Microfinance loans

• Insurance and other financial products

• Generate leads and convert them into business.

• Follow up with customers from lead generation to documentation and disbursement/account opening , as applicable.

• Ensure proper KYC and documentation as per bank policies and regulatory requirements.

• Coordinate with credit, operations, collections and other internal departments.

• Resolve customer queries and complaints promptly.

• Monitor customer accounts and maintain regular contact with customers.

• Conduct market visits and identify new business opportunities.

• Maintain accurate customer information and update the bank's CRM/system.

• Ensure compliance with bank policies, processes and applicable RBI regulations.

Vertical-Specific Responsibilities

Retail RM

• Manage retail customers and their banking requirements.
• Acquire CASA, deposits and retail loan customers.
• Cross-sell multiple banking products.
• Build a profitable customer portfolio.

Microfinance RM

• Conduct extensive field visits.
• Identify and acquire eligible microfinance customers.
• Conduct customer/group meetings.
• Complete documentation and coordinate loan processing.
• Follow up on repayments and portfolio quality.
• Maintain relationships with customers in the assigned area.

Home Loan RM

• Source home-loan and LAP customers.
• Generate leads through builders, brokers, referrals and direct marketing.
• Collect income/property documents.
• Coordinate with credit and operations teams.
• Follow applications through sanction and disbursement.
• Maintain relationships with customers and referral partners.

CASA RM

• Acquire Savings and Current Account customers.
• Generate deposits and increase CASA balances.
• Visit businesses and potential customers for acquisition.
• Cross-sell FD/RD, insurance, loans and other products.
• Maintain relationships with existing CASA customers.
• Achieve account-opening and deposit targets.

Required Skills

• Good communication and interpersonal skills
• Customer relationship management
• Sales and convincing skills
• Lead generation and conversion
• Basic knowledge of banking and financial products
• Negotiation skills
• Target-oriented approach
• Basic computer/CRM knowledge
• Willingness to travel for customer/field visits

Educational Qualification

Graduate in any relevant discipline such as Commerce, Finance, Business Administration or a related field. Experience requirements may vary by RM vertical and grade.

Key Performance Indicators (KPIs)

• New customer acquisition
• CASA/deposit growth
• Loan sourcing and disbursement
• Cross-selling
• Revenue/business generated
• Customer retention
• Portfolio quality/collections, where applicable
• Achievement of monthly and annual targets
• Compliance and documentation quality

This job is provided by Shine.com