Portfolio Relationship Manager - sme - sales

Portfolio Relationship Manager (PRM) - SME Segment

The Portfolio Relationship Manager (PRM) in the SME segment of Wholesale Banking is responsible for managing and growing a portfolio of corporate clients with turnover ranging from ₹50 to ₹500 crores. This role involves deep relationship management, credit handling, and cross-selling of banking solutions tailored to the unique needs of emerging corporates. The PRM acts as a single point of contact (SPOC) for all client requirements, ensuring high levels of service, profitability, and portfolio hygiene.

Responsibilities

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.