Channel Relationship Manager

Godrej Capital · India

GODREJ FINANCE

Supply Chain Finance

Channel Relationship Manager

Business Line

Supply Chain Finance (SCF)

Location

Multiple Cities

Reports To

National Head – Channel Sales

Role Level

Junior-Mid / Individual Contributor (City/Regional)

Role Overview

Godrej Finance is looking for Channel Relationship Managers to be based across multiple cities, working under the National Head – Channel Sales. This is a field-facing sales role responsible for acquiring and managing dealers and vendors within anchor ecosystems, as well as self-sourcing invoice discounting opportunities from the open market and through fintech partnerships.

The ideal candidate is a hands-on SCF sales professional with prior field sales experience, strong product knowledge, and the drive to meet aggressive activity and sourcing targets.

Key Responsibilities

• Dealer/Vendor Acquisition: Acquire and manage dealers and vendors within assigned anchor ecosystems, driving onboarding and activation on SCF programs.
• Product Structuring & Advisory: Understand the working capital needs of dealers/vendors and position the right SCF product — dealer finance, vendor finance, or invoice discounting.
• Open Market Sourcing: Self-source invoice discounting opportunities (PID/SID) from the open market and through fintech partnerships, beyond anchor-tied business.
• Field Sales & Pipeline Management: Drive high-frequency field sales activity, with an expectation of at least 10–15 client meetings per week, to build and convert a strong pipeline.
• Initial Credit Assessment: Conduct preliminary review of prospects' balance sheets and financials to assess creditworthiness before onboarding, in coordination with the Credit team.
• Onboarding & Documentation: Manage end-to-end onboarding of dealers/vendors, including documentation, KYC, and coordination with Credit and Operations for disbursement.
• Relationship Management: Build and maintain strong working relationships with dealers, vendors, and relevant anchor/fintech stakeholders to ensure program adoption and repeat business.
• Portfolio Servicing: Monitor onboarded accounts for utilization, repayment behavior, and servicing needs; escalate issues proactively.
• Reporting: Maintain accurate sourcing and pipeline MIS, and report activity and conversion metrics to the Channel Sales leadership.

Key Requirements

Experience

• 2–4 years of overall work experience, with a track record of acquiring and managing dealers/vendors from anchor ecosystems.
• Prior experience in SCF sales is mandatory.
• Experience self-sourcing open-market invoice discounting products (PID/SID) is an added advantage.

Skills & Attributes

• Strong understanding of key SCF products — dealer finance, vendor finance, and invoice discounting.
• Working knowledge of balance sheets, financial statements, and initial credit assessment.
• Strong field sales orientation, with the ability to consistently deliver 10–15 client meetings per week.
• Good relationship-building and communication skills across dealers, vendors, and channel partners.
• Self-starter with the ability to source business independently, including from open market and fintech channels.
• Target-driven with strong ownership and follow-through on the sales pipeline.
• Comfortable with high on-ground mobility within the assigned city.

Education

• Graduate; MBA/PGDM (Finance/Sales) preferred but not mandatory.

What Success Looks Like

• Consistent achievement of weekly meeting and sourcing targets.
• Steady growth in dealer/vendor onboarding from both anchor ecosystems and open market.
• Healthy conversion of self-sourced PID/SID opportunities.

Good portfolio quality and low es