Job Summary:

The Relationship Manager – SME is responsible for driving SME portfolio growth through
acquisition of new customers, deepening existing relationships, ensuring high-quality credit
underwriting, and delivering tailored financial solutions to SMEs. The role focuses on
increasing funded and non-funded income, growing deposits, and ensuring portfolio quality
in line with the institution’s risk appetite.

Responsibilities:

Business Development and Sales

• Acquire new SME customers to grow the loan book, deposits, and transactional income.
• Identify financing opportunities in targeted MSME sectors.
• Develop and maintain a strong pipeline of SME prospects.
• Upsell and cross-sell additional bank products.
• Conduct market intelligence to identify trends and growth opportunities.
• Drive achievement of monthly and quarterly sales targets.

B. Relationship Management

• Build strong client relationships.
• Conduct customer visits and business reviews.
• Handle onboarding, documentation, and service follow-up.
• Maintain customer satisfaction.

C. Credit Appraisal and Risk Management

• Conduct credit assessments and cashflow analysis.
• Prepare high-quality credit proposals.
• Support collections in monitoring repayments.
• Identify and escalate early warning signs.
• Ensure compliance with internal and regulatory guidelines.

D. Portfolio Management

• Maintain a performing SME portfolio.
• Track performance, repayment behaviour, and limit utilization.
• Conduct periodic portfolio reviews.
• Maintain accurate engagement records.

E. Reporting and Operational Support

• Prepare weekly reports and pipeline updates.
• Support branch teams in achieving business targets.
• Participate in product improvement sessions.

KEY PERFORMANCE INDICATORS (KPIs)

• SME loan disbursement targets
• Deposit growth targets
• Non-funded income contribution
• Portfolio quality (PAR metrics)
• Number of new SME accounts opened
• Customer retention level
• TAT and quality of credit proposals
• Weekly field activity and visit reports

Minimum Qualifications:

• Diploma holders with strong SME experience may be considered.

Professional Experience:

• 2–4 years’ experience in SME banking or microfinance.
• Proven sales and credit appraisal experience.
• Experience with MSME lending models is an added advantage.

Key Skills:

• Strong selling, negotiation, and customer relationship skills.
• Excellent credit analysis abilities.
• Understanding of SME market dynamics.
• Good communication and presentation skills.
• Ability to work under pressure and meet targets.
• High integrity and professionalism.

Personal Attributes:

• Self-driven and ambitious.
• Customer-centric.
• Analytical thinker.
• Field-oriented.
• Ethical and reliable.