Relationship Manager

Job Context:

The Large Corporates segment in LCMM focuses on large sized corporates (greater than 2000 Cr in annual revenues), partnering with them on diverse needs such as structured financing, promoter funding, working capital funding, project finance, etc. in line with their unique business needs. Dealing with an exclusive target segment comprising the biggest companies in the country and factoring distinct needs unique to sectors and individual business organizations, this segment’s performance is strongly linked to the quality and effectiveness of client engagement and relationship management.

Key Challenges

• To originate and increase market share in assigned coverage area, growing a robust book against stiff competition
• To liaise with different stakeholders to ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
• To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing risk and enhancing portfolio health
• Skill sets required to meet these challenges include execution excellence, business & commercial acumen, good product and industry understanding.

Sales Growth & Client Acquisition

Identify business development opportunities and execute client acquisition activities (prospecting, lead generation, client engagement, need articulation, solution fitment, relationship maintenance), driving book expansion and ABFL brand presence in the market

Deliver on sales targets as assigned as part of the Mid Corporates segments, by building strong client relationships via proactive engagement and customized solutioning

Scan the market, competitive offerings and potential clients in Mid Corporates segments on a periodic basis; report on emerging trends and business opportunities

Identify, report on and execute opportunities for cross-selling other ABFSG products/ solutions as per client needs 

Client Engagement & Relationship Management

Identify and act on opportunities for effective client engagement through proactive communication and partnership orientation

Operational Effectiveness

Proactively liaise with internal stakeholders to enhance process efficiencies for strong client engagement and relationship management

Drive faster TATs by building  strong relationships with internal stakeholders in order to enhance brand credibility and expand customer base

Adopt prescribed improvements in processes and best practices in order to enhance operational productivity, adhere to and improve TATs, and suggest improvements as well

Prepare MIS and report on sales operations and productivity metrics such as disbursements, profits, NPAs, client base expansion, new product launches, new branches, etc., periodically as per agreed timelines and formats

Internal Stakeholder Management

Proactively build and maintain relationships with key internal stakeholders (E.g. Operations, Risk) for smooth and efficient transactions and issue resolution

Risk Management 

Execute compliant Sales Operations and work in line with risk management principles in coordination with Risk team

Support risk management by maintaining focus on prescribed guidelines and process checks at all stages, raising potential alarm cases in advance

Provide inputs on financial risk in proposals to clients and support proposal finalization in accordance with risk management practices

Proactively identify and report risks in order to ensure portfolio quality is maintained

As part of Relationship Maintenance, study client performance (accounts, business performance, etc.) periodically 

Liaise with internal stakeholders (such as Risk, Operations etc) and client stakeholders for optimal resolution of specific escalation cases