The Acquisition Relationship Manager (ARM) in the SME business is responsible for acquiring new clients in the Small & Medium Enterprises segment, targeting businesses with turnover between ₹50 to ₹500 crores. As part of the fastest-growing vertical within Wholesale Banking at Kotak, the ARM plays a critical role in expanding the bank’s footprint, offering tailored banking solutions, and ensuring a seamless onboarding experience for new clients. The role demands strong financial acumen, relationship-building skills, and the ability to collaborate across internal teams to deliver comprehensive banking solutions.
1. New Client Acquisition
Acquire New-To-Bank (NTB) SME clients by offering customized banking solutions including asset-based products (funded and non-funded), transaction banking, trade finance, and treasury (FX).
Generate leads through internal channels, open market sourcing, DSAs, and strategic partnerships (SFG deals).
Conduct thorough business and financial analysis to identify suitable banking opportunities.
2. Credit Appraisal & Onboarding
Engage with credit, risk, legal, technical, and CAD teams to ensure smooth and timely onboarding of clients.
Prepare and present credit proposals with detailed financial analysis and risk assessment.
Ensure closure of documentation deferrals and compliance with audit and statutory requirements.
3. Relationship Management & Transition
Ensure a pleasant onboarding experience for NTB clients and facilitate a smooth handover to the portfolio management team.
Act as a trusted advisor during the initial engagement phase, addressing client queries and aligning solutions with business needs.
4. Cross-Selling & Revenue Generation
Identify and execute cross-sell opportunities across Kotak’s franchise including Trade, CMS, FX, KLI (Kotak Life Insurance), and KGI (Kotak General Insurance).
Drive fee income through trade finance, CMS, and FX solutions.
5. Performance Metrics & Reporting
Deliver on key performance indicators including NTB value, count, portfolio funding (PF), and FX income.
Track and report lead generation, conversion rates, and onboarding timelines.
Maintain high standards of portfolio hygiene and compliance.
