IBSFINCORP - Key Result Areas (KRA)
Relationship Manager (RM)
Key Responsibilities
1. Business Development & Sales
- Achieve monthly Login and Disbursement targets assigned by the company.
- Generate new business through direct sales, Channel Partners (CPs), referrals, and self-sourcing.
- Focus on secured lending products including Loan Against Property (LAP), Home Loans, Construction Loans, Working Capital Loans, Business Loans, and Balance Transfer.
- Maintain a healthy sales pipeline to ensure consistent business achievement.
2. Channel Partner Development
- Identify, empanel, and activate new Channel Partners (Builders, DSAs, Property Consultants, Chartered Accountants, Architects, Financial Consultants, etc.).
- Empanel a minimum of 2 new Channel Partners every month.
- Build long-term relationships with active CPs.
- Conduct regular CP visits and engagement activities.
- Ensure continuous business generation from existing CPs.
3. Customer Acquisition & Relationship Management
- Meet prospective customers through field visits and scheduled appointments.
- Understand customer financial requirements and recommend suitable loan solutions.
- Maintain regular follow-up until loan disbursement.
5. Product Mix Management
- Maintain a minimum 70% Loan Against Property (LAP) contribution in monthly business.
- Promote all company loan products based on customer requirements.
- Maximize profitability through the recommended product mix.
6. RRP (Referral & Repeat Business Program)
- Generate repeat business from existing customers.
- Drive referral business through satisfied customers and Channel Partners.
- Achieve RRP activation equivalent to 20% of monthly book size.
- Maintain regular engagement with past customers.
7. Documentation & Process Compliance
- Collect complete customer documentation before login.
- Ensure document accuracy and completeness.
- Coordinate with Credit and Operations for smooth processing.
- Comply with all company SOPs and lending guidelines.
- Ensure customer confidentiality and regulatory compliance.
8. CRM & Sales Discipline
- Update every customer interaction in CRM.
- Record meeting outcomes and follow-up actions.
- Maintain accurate customer data.
- Track lead status until closure.
- Submit daily activity updates and maintain CRM hygiene.
9. Cross-Functional Coordination
- Coordinate with ASM, VRM, Credit, Operations, and Marketing teams.
- Resolve customer queries promptly.
- Facilitate faster approvals and disbursements.
- Escalate issues affecting customer experience or business timelines.
