Relationship Manager

Job Description
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 new-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.
2. Key Responsibilities
A. Business Development & Customer Acquisition
* Acquire new 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.
3. 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.
4. 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.
5. 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.
6. Application Process
Interested candidates may share their updated CV through direct message or contact the hiring manager for further details.
Employee referrals are welcome.

Work arrangement
No