Associate, Relationship Manager, Credit Program Small, Small Medium Enterprises

Job Purpose

To acquire, manage, and grow dealer relationships by providing working capital and inventory financing solutions to automobile, tractor, commercial vehicle, two-wheeler, and equipment dealers, while ensuring portfolio quality and compliance.

Key Responsibilities

Business Development & Acquisition

• Source and onboard in the targeted ecosystem new automobile dealer CV / PV / STEEL dealers for dealer finance facilities.
• Build strong relationships with OEMs, distributors, and dealer principals.
• Achieve disbursement, revenue, and AUM targets as per business plan.
• Identify cross-sell opportunities (CASA, insurance, working capital , etc.).

Relationship Management

• Act as the primary point of contact for assigned dealer portfolio.
• Maintain long-term relationships to ensure repeat business and portfolio growth.
• Address dealer queries related to limits, drawdowns, repayments, and documentation.

Credit & Operations Coordination

• Collect and verify KYC, financials, stock statements, and other credit documents.
• Prepare credit proposals and coordinate with credit, operations, and legal teams.
• Ensure timely renewal, enhancement, and review of limits.
• Monitor inventory funding, stock audits, and utilization of limits.

Portfolio & Risk Management

• Monitor dealer account performance and early warning signals.
• Ensure timely collections, overdue follow-ups, and delinquency control.
• Adhere to credit policies, compliance norms, and audit requirements.
• Maintain portfolio quality within prescribed delinquency levels.

Market & Industry Intelligence

• Track local market trends, OEM schemes, dealer sales cycles, and competition.
• Provide feedback on product features, pricing, and process improvements.

Key Performance Indicators (KPIs)

• NTB Disbursement & AUM growth
• Number of new dealer acquisitions
• Portfolio quality (DPD / NPA levels)
• Yield & fee income
• Renewal & retention ratio

Education

• Graduate in any discipline (MBA preferred)

Requirements

• Necessary experience minimum 5 yrs in Dealer Finance / Auto Loans / SME Lending
• Prior experience with banks / NBFCs preferred
• Graduate in any discipline (MBA preferred)
• Track local market trends, OEM schemes, dealer sales cycles, and competition.
• Knowledge of OEM-dealer ecosystem
• Experience handling automobile, CV, PV, STEEL dealer portfolios
• Local market knowledge and dealer network

Skills & Competencies

• Strong relationship management and negotiation skills
• Understanding of dealer finance products and inventory funding
• Credit appraisal and financial analysis skills
• Knowledge of OEM-dealer ecosystem
• Good communication and coordination abilities

Preferred Background

• Experience handling automobile, CV, PV, STEEL dealer portfolios
• Exposure to stock audits, dealer renewals
• Local market knowledge and dealer network

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