Portfolio Relationship Manager-SME-Sales

Wholesale Banking – SME –Portfolio Relationship Manager

Grade – Manager/Senior Manager/Chief Manager

 

About the Business

SME, part of Wholesale Banking Group, deals in corporates with turnover between fifty to five hundred crores. These new corporates have unique and challenging banking needs

 

Specification

What are the areas (in quantitative terms) the job has an impact on?

PRM will manage existing book. PRM will be doing limit enhancement, renewals and refer new to bank accounts. PRM will own the relationship and be a SPOC for all client needs. PRM will cross sell Trade, Forex and CMS solutions

 

Key Deliverables

New To Bank Accounts

Growing the current book size

Cross Sell

Portfolio Profitability and Hygiene

Relationships

External clients

Internal clients- BIU, Product, RMs, Leadership Team

 

Qualification and Experience

Graduate

Preferably MBA or CA

 

Job Skills

Stays abreast of the key trends in identified markets and leverages that knowledge when engaging with customers

Anticipates and analyses client needs and expectations

Understands the importance of KOTAK ethics when dealing

Understands the importance of and the principles of credit appraisal/risk at Kotak. Understand company financials

1. Portfolio Management Manage and grow the existing client portfolio by maintaining strong relationships and understanding client needs. Handle credit renewals, limit enhancements, and ensure timely documentation and compliance. Monitor portfolio health and ensure adherence to internal risk and credit guidelines. 2. Client Acquisition & Relationship Ownership Refer and onboard New-To-Bank (NTB) accounts by identifying potential clients and presenting Kotak’s value proposition. Act as the SPOC for all client interactions, ensuring seamless coordination across products and services. Build long-term relationships with clients to enhance engagement and retention. 3. Cross-Selling & Revenue Growth Identify opportunities to cross-sell Trade Finance, Forex, and Cash Management Services (CMS) solutions. Collaborate with internal product teams to deliver customized solutions that meet client requirements. Drive revenue growth through increased product penetration and wallet share. 4. Portfolio Profitability & Hygiene Ensure profitability of the managed portfolio by optimizing pricing, product mix, and service delivery. Maintain portfolio hygiene by ensuring timely renewals, documentation, and compliance with credit norms. Track and manage delinquencies, if any, and take proactive steps to mitigate risks. 5. Internal & External Stakeholder Management Liaise with internal teams such as BIU, Product, Risk, and Leadership to ensure smooth service delivery. Represent client interests internally and ensure timely resolution of service issues. Maintain strong external relationships with clients, auditors, and other stakeholders. Qualifications & Experience Graduate (mandatory); MBA or Chartered Accountant (preferred). Prior experience in SME banking, corporate relationship management, or credit appraisal is desirable.