Relationship Manager-Retail Institutions and Government Banking

• POSITION DESCRIPTION

JOB TITLE

Relationship Manager-Retail Institutions and Government Banking

GRADE

SM

DEPARTMENT

Retail Institutions and Government Banking

LOCATION

Regional Office / Area Office / Branches

SUB-DEPARTMENT

TYPE OF POSITION

Full-time

REPORTS TO

Cluster Head - Retail Institutions and Government Banking

REPORTING INTO

N.A

• ROLE PURPOSE & OBJECTIVE

As a product specialist, RM - Retail Institutions and Government Banking Business will be responsible for acquisition of new to bank retail institutional customers through self-sourcing as well as through mapped branches, relationship management and deepening of portfolio of retail institutional customers of the mapped branches of the Branch Banking of the assigned regions / territory / clusters.

Will be driving Retail Institutions and Government Banking Business along with cross sell of products such as POS, QR, Payment Gateway, CMS, payment and collection solutions, fee collection and other fintech solutions as per alliances and partnerships within branch banking for ring-fencing the customers and ensuring cash-flows of the customers are channelized into Ujjivan Small Finance Bank.

• SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Owns the total Retail Institutions and Government Banking Business incremental budget of the assigned regions / territory / clusters / branches.
• Responsible for achieving fee targets of cross-sell products like CMS, POS, QR, TPP and other solutions.
• Interact and collaborate with digital alliances partners of the bank
• Cross sell POS, QR, Payment Gateway, CMS, Net Banking, fee collection solutions etc. which helps in value build up.
• Ensure high CASA ratio by sale of CASA accounts to retail institutional customers and maintaining quality of acquisition.
• KEY DUTIES & RESPONSIBILITIES OF THE ROLE
• Business/ Financials
• Create and develop strategy / plan for Retail Institutions and Government Banking Business sales and value build up and ensure its implementation in the assigned territory.
• Implement strategy as devised and guided by corporate office / Regional or circle office.
• Devise and execute marketing strategies, sales promotions and contests in liaise with the corporate / regional or circle product/marketing team.
• Ensure the successful achievement of the company's goals on Retail Institutions and Government Banking Business across all its' assigned territory.
• Ensure sales volume is at its maximum and maintaining acquisition quality.
• Oversee the Retail Institutions and Government Banking Business sales performance at assigned branches.
• Schedule occasional review meeting with Regional Head / Cluster Head - Retail Institutions and Government Banking, CBHs, Cluster Heads, BMs, RMs and other stake holders.
• Reviewing and maintaining good portfolio quality.
• Establish personal networks across all circles.
• Customer (Both Internal and External)
• Ensure seamless on-boarding experience for customers.
• Ensuring best in class TAT and processing standards.
• Ensuring that any service complaints are resolved in a timely manner.
• Dipstick surveys with customers to understand the product needs and suggest changes.
• Competitor watch and give relevant suggestion sand feedback to constantly improvise products in-tune with the market.
• Joint calls / sales support and training to branches.
• Internal Process
• Build a strong Retail Institutions and Government Banking sales pipeline and mindshare.
• Working towards eliminating bottlenecks in the process and rejuvenating the customer journey with Ujjivan Small Finance Bank.
• Timely training to branch staff so as to ensure product knowledge, change in processes are communicated in a timely manner downwards
• Innovation and Learning
• Supporting branch level outbound resources including Branch Managers / BSMs to perform their role of Retail Institutions acquisition adequately.
• Ensure adherence to training man-days/ mandatory training programs etc.
• Ensure goal setting, mid-year review and performance appraisal processes are completed within specified timelines
• MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Graduate, with a Masters in Marketing Preferable.
• MBA/ PGDM or equivalent Qualification preferred.

Experience (Years and Core Experience Type)

• Preferred core experience of 3 to 10 years in Retail Institutions / Government Banking / Retail branch banking / Current Account acquisition/ Transactional Banking / Liability sales.

Certifications

• None

Functional Skills

• Wide exposure in Sales and distribution
• Experience spanning major functional aspects of the business - Sales / Marketing, Business operations and Technology with PandL responsibility.
• Strategic thinking, innovation, strong negotiation and leadership characteristics
• Strong People Management skills
• Strong analytics and technology orientation
• Relevant demonstrated leadership experience in managing a hi-performance team with a sound understanding of key business drivers

Behavioral Skills

• Relationship Skills
• Sales Skills
• Execution Skills
• Influencing Skills
• Team management
• Negotiation skills
• Customer Service Orientation
• Communication skills (both oral and written)

Competencies

• Prior experience in driving large teams / branches both direct and indirect
• Proven sales record
• Relationship management
• Acquisition of HV / Large institutions
• KEY INTERACTIONS

INTERNAL

EXTERNAL

• Branch Banking
• Product
• Alternate Channels
• HR
• Vigilance
• IT
• Risk and Compliance
• Digital Banking
• Corporates, LLP, HUF, Partnerships and Individual Customers.
• Institutional customers like Trust, Association, Societies, Clubs, Sec 8/25 cos., NGOs, NPOs, etc.
• Local govt bodies
• Digital alliance partners

PREPARED BY - Sumeet Bhatia

DATE - 23/04/2025

REVIEWED BY -

DATE -

LAST UPDATED BY - TM Team

DATE - 09/02/2026