Manage and grow a portfolio of SME corporate clients, serving as the primary relationship contact. Responsibilities include credit renewals, limit enhancements, documentation, compliance, portfolio monitoring, client acquisition, cross-selling trade finance, forex, and cash management services, profitability management, delinquency mitigation, and coordination with risk, product, and internal banking teams.
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.
Responsibilities1. 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.
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