Acquisition Relationship Manager - sme - sales

Acquisition Relationship Manager

The Acquisition Relationship Manager (ARM) in the SME business is responsible for acquiring new clients in the Small & Medium Enterprises segment, targeting businesses with turnover between ₹50 to ₹500 crores. As part of the fastest-growing vertical within Wholesale Banking at Kotak, the ARM plays a critical role in expanding the bank's footprint, offering tailored banking solutions, and ensuring a seamless onboarding experience for new clients. The role demands strong financial acumen, relationship-building skills, and the ability to collaborate across internal teams to deliver comprehensive banking solutions.

Responsibilities

1. New Client Acquisition:

• Acquire New-To-Bank (NTB) SME clients by offering customized banking solutions including asset-based products (funded and non-funded), transaction banking, trade finance, and treasury (FX).
• Generate leads through internal channels, open market sourcing, DSAs, and strategic partnerships (SFG deals).
• Conduct thorough business and financial analysis to identify suitable banking opportunities.

2. Credit Appraisal & Onboarding:

• Engage with credit, risk, legal, technical, and CAD teams to ensure smooth and timely onboarding of clients.
• Prepare and present credit proposals with detailed financial analysis and risk assessment.
• Ensure closure of documentation deferrals and compliance with audit and statutory requirements.

3. Relationship Management & Transition:

• Ensure a pleasant onboarding experience for NTB clients and facilitate a smooth handover to the portfolio management team.
• Act as a trusted advisor during the initial engagement phase, addressing client queries and aligning solutions with business needs.

4. Cross-Selling & Revenue Generation:

• Identify and execute cross-sell opportunities across Kotak's franchise including Trade, CMS, FX, KLI (Kotak Life Insurance), and KGI (Kotak General Insurance).
• Drive fee income through trade finance, CMS, and FX solutions.

5. Performance Metrics & Reporting:

• Deliver on key performance indicators including NTB value, count, portfolio funding (PF), and FX income.
• Track and report lead generation, conversion rates, and onboarding timelines.
• Maintain high standards of portfolio hygiene and compliance.