Overview

An SME Banking Relationship Manager manages and grows a portfolio of Small and Medium Enterprise clients by offering financial solutions, including lending, trade finance, and cash management. Key duties include acquiring new business, preparing credit proposals, analyzing financial statements, and mitigating risks to meet sales targets and ensure portfolio quality.

Key Responsibilities

Business Development: Actively acquiring new SME customers and cross-sell banking products (loans, FX, trade services) to existing clients to increase wallet share.

Credit Analysis & Risk: Prepare credit memos and financial proposals, analyze client creditworthiness, and monitor portfolio performance to manage risk and minimize non-performing loans (NPLs).

Relationship Management: Act as the primary contact for clients, addressing queries, building long-term relationships, and conducting regular portfolio reviews.

Sales Targets: Achieve set financial targets for assets (loans) and liabilities (deposits) within the bank’s risk framework.

Compliance: Adhere to Know Your Customer (KYC), Anti-Money Laundering (AML), and internal regulatory policies.

Required Skills and Qualifications

Experience: Previous experience in relationship management, specifically with SME or commercial clients. 2–4 years’ SME banking/relationship management experience is required.

Technical Skills: Strong understanding of financial statement analysis, accounting principles, credit risk, and financial modeling.

Education: University degree in Business, Finance, Economics, or a related field.

Soft Skills: Excellent negotiation, communication, interpersonal, and problem-solving skills.

Other Skills: Strong financial analysis ability and demonstrated business acumen and market awareness.

Key Performance Indicators (KPIs)

• Portfolio growth (loans and deposits)
• Customer acquisition targets
• Portfolio Quality (PAR - Portfolio at Risk)
• Revenue growth/margin management, positive jaws MoM

• Actively acquiring new SME customers and cross-sell banking products (loans, FX, trade services) to existing clients to increase wallet share.
• Prepare credit memos and financial proposals, analyze client creditworthiness, and monitor portfolio performance to manage risk and minimize non-performing loans (NPLs).
• Act as the primary contact for clients, addressing queries, building long-term relationships, and conducting regular portfolio reviews.
• Achieve set financial targets for assets (loans) and liabilities (deposits) within the bank’s risk framework.
• Adhere to Know Your Customer (KYC), Anti-Money Laundering (AML), and internal regulatory policies.

• Strong understanding of financial statement analysis, accounting principles, credit risk, and financial modeling.
• Excellent negotiation, communication, interpersonal, and problem-solving skills.
• Strong financial analysis ability and demonstrated business acumen and market awareness.

• Previous experience in relationship management, specifically with SME or commercial clients.
• University degree in Business, Finance, Economics, or a related field.