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Commercial Banking Relationship Manager

Finance

Commercial Banking Relationship Managers own the end-to-end credit and banking relationship for SME and mid-corporate clients — typically businesses with ₹50 crore to ₹500 crore annual turnover. At HDFC Bank Business Banking, ICICI Bank SME, Axis Bank Commercial Banking, Kotak Mahindra, Yes Bank, and IDFC First, an RM is responsible for structuring and sanctioning the full suite of working-capital products: cash-credit (CC) limits, overdraft (OD), term loans, letters of credit (LC), bank guarantees (BG), foreign-exchange hedging (forward contracts, options), supply-chain finance, and payroll banking — while cross-selling treasury and current-account products to defend the banking relationship from competing banks. The role is simultaneously a credit underwriter (assess drawing power against stock and debtors), a relationship banker (quarterly factory visits, promoter meetings), and a business developer (NPS-driven book growth with IRR targets set by the cluster head). Unlike corporate banking (₹500Cr+ clients with centralized credit cells) or retail banking (templated lending), commercial RM work requires independently assessing working-capital cycles, sector-specific risks (buyer concentration, channel credit, commodity exposure), and covenant monitoring on existing facilities.