HANSRAJ RATHI
Pune
Summary
Results-driven professional with experience working with SMB and MSME clients, combining financial analysis and client relationship management. Skilled in lead qualification, client engagement, and understanding business needs to support sales opportunities. Proven ability to collaborate with cross-functional teams and manage client interactions effectively. Strong analytical and communication skills with a focus on pipeline growth and customer acquisition.
Overview
5
5
years of professional experience
2015
2015
years of post-secondary education
Work History
Smal Business Enterprises Loans - Sales Associate
Kotak Mahindra Bank
09.2025 - Current
- Generated and qualified SMB and MSME leads through outbound prospecting, leveraging prior experience working with business loan and working capital customers.
- Built relationships with SME business owners and decision-makers, understanding their operational and financial requirements to identify potential opportunities for digital and AI-based solutions.
- Conducted initial discovery calls and needs assessment to understand customer pain points related to customer engagement, automation, and operational efficiency.
- Utilized experience in business loan analysis, financial statement review, and credit assessment to better understand client business models and recommend suitable solutions.
- Maintained and updated CRM systems to track leads, sales pipeline, follow-ups, and prospect engagement.
- Assisted clients with account inquiries and financial product information.
- Coordinated with the sales and product teams to schedule product demonstrations and present chatbot / conversational AI solutions to prospective SMB clients.
- Applied strong risk awareness, documentation discipline, and compliance mindset gained from banking operations to ensure accurate data management and process adherence.
- Managed continuous follow-ups and relationship building with prospects, converting them into qualified opportunities and supporting revenue pipeline growth.
- Leveraged prior exposure to SME lending, credit monitoring, and customer relationship management to effectively communicate value propositions to MSME clients.
Credit Associate
ICICI Bank
02.2021 - 02.2025
- Streamlined SMB/MSME loan application and onboarding processes, improving turnaround time and enhancing overall customer experience and client satisfaction.
- Managed end-to-end issuance of Letters of Credit (LC) and Bank Guarantees (BG) including limit verification, margin calculations, documentation review, and coordination with internal banking teams.
- Conducted financial analysis of SME clients by evaluating key ratios such as Debt-Equity Ratio, Current Ratio, and Working Capital Cycle to assess creditworthiness and business sustainability.
- Reviewed commercial contracts, proforma invoices, and BG formats to ensure compliance with approved credit terms and regulatory guidelines.
- Assessed customer exposure levels by analyzing existing fund-based and non-fund-based limits to ensure compliance with sanctioned limits and internal risk policies.
- Collaborated closely with sales and relationship management teams by providing insights into customer credit profiles, financial strength, and business potential to support new client acquisition.
- Built strong relationships with SMB and MSME business owners, understanding their operational and financial needs to identify opportunities for technology-driven customer engagement solutions.
- Maintained and updated CRM records, documentation, and client interactions, ensuring accurate pipeline tracking and effective follow-ups.
- Monitored industry trends, SME market conditions, and client business performance to support strategic decision-making and improve client engagement.
- Applied strong risk assessment, compliance awareness, and relationship management skills developed in banking to support sales discussions and build trust with business clients.
- Reviewed credit applications for accuracy and completeness.
Education
Bachelor’s Degree - Commerce / Management (or equivalent)
Sant Gadge Baba Amravati University
Amravati, Maharashtra Certificate Of Completion - Company Secretary
Institute of Company Secretaries of India, Delhi
04.2016 - 12.2016
Bhawrilal Samra English High School
Amravati , IndiaSkills
- Lead Generation & SMB/MSME Client Outreach
- CRM Management & Sales Pipeline Tracking
- MS Excel (Data Analysis, VLOOKUP, Pivot Tables) & Reporting
- Client Relationship Management & Discovery Calls
- Analytical Thinking & Data-Driven Sales Approach
ADDITIONAL EXPERIENCE / EXPOSURE
- - Exposure to syndicated loan structures and multi-lender coordination.
- - Understanding of interest rate mechanisms (floating/fixed), accruals, and resets.
- - Experience in capital markets operations including settlements and reconciliations.
- - Worked on data validation, reporting accuracy, and operational risk mitigation.
Personal Information
Additional Information
Technical Skills: MS Excel, SAP (FICO basic) & LOS/LMS
Languages
English
Beginner
A1
Marathi
Beginner
A1
Hindi
Beginner
A1
Certification
Completed Oracle AI Certification
Timeline
Smal Business Enterprises Loans - Sales Associate
Kotak Mahindra Bank
09.2025 - Current
Credit Associate
ICICI Bank
02.2021 - 02.2025
Certificate Of Completion - Company Secretary
Institute of Company Secretaries of India, Delhi
04.2016 - 12.2016
Bachelor’s Degree - Commerce / Management (or equivalent)
Sant Gadge Baba Amravati University
Bhawrilal Samra English High School