Bharat Financial Inclusion Relationship Manager Interview: Rounds, Questions and Preparation

What the job involves

A Relationship Manager in banking, finance, and insurance is responsible for acquiring new customers, retaining existing ones, and cross-selling financial products such as loans, savings accounts, and insurance. In a fast-growing microfinance or inclusive finance company like Bharat Financial Inclusion, the role involves significant field work, building trust with rural and semi-urban clients, and ensuring timely loan repayments. Day to day, you would meet customers, assess their credit needs, explain product features, collect documents, and coordinate with credit and operations teams.

Role and technical knowledge

1. 1

   What are the key responsibilities of a Relationship Manager in a microfinance company?

   Cover customer acquisition, loan appraisal, disbursement follow-up, repayment collection, and cross-selling. Mention field visits and maintaining portfolio quality.

2. 2

   Explain the difference between a secured loan and an unsecured loan. Which one is more common in microfinance?

   Define both, give examples, and state that microfinance typically deals with unsecured loans backed by group guarantee or joint liability.

3. 3

   What is KYC? Why is it important for a Relationship Manager?

   Explain Know Your Customer, its role in preventing fraud and money laundering, and how you would collect and verify documents.

4. 4

   What do you understand by Non-Performing Assets (NPAs)? How can a Relationship Manager help reduce NPAs?

   Define NPAs as loans overdue beyond a certain period. Mention regular follow-up, early warning signals, customer counselling, and restructuring options.

Practical scenarios

1. 5

   A customer is reluctant to share income proof for a loan application. How would you handle this?

   Show empathy, explain why documentation is required, offer alternative proofs, and escalate if needed without being pushy.

2. 6

   You have a target to sell 10 insurance policies in a month, but only 3 customers have shown interest. What do you do?

   Analyse reasons, revisit customer needs, use referrals, adjust pitch, and seek help from senior colleagues. Emphasise ethical selling, not mis-selling.

3. 7

   A borrower misses an EMI payment and avoids your calls. How do you recover the amount while maintaining a good relationship?

   Visit in person, understand the reason, offer a repayment plan if possible, and follow company guidelines. Avoid aggressive or illegal recovery practices.

4. 8

   You are assigned a new rural area with no existing customers. How would you build your customer base?

   Conduct a quick survey, partner with local leaders, organise small meetings, explain products simply, and start with a few trusted customers to build credibility.

Behavioural and situational questions

1. 9

   Tell me about a time you convinced someone to do something they were initially hesitant about.

   Use STAR method: situation, task, action, result. Highlight listening, empathy, and clear communication.

2. 10

   How do you handle rejection in sales? Give an example.

   Show resilience, learning from feedback, and maintaining a positive attitude. Mention a specific instance where you bounced back.

3. 11

   Describe a situation where you had to work under pressure or meet a tight deadline.

   Focus on prioritisation, time management, and staying calm. Quantify the outcome if possible.

4. 12

   Why do you want to work in field sales or relationship management, especially in rural areas?

   Connect personal motivation to helping people, financial inclusion, and career growth. Show willingness to travel and learn local culture.

HR and motivation

1. 13

   Why should we hire you for this role?

   Match your skills (communication, sales, local knowledge) to the job. Mention your eagerness to learn and ability to build trust.

2. 14

   Where do you see yourself in three years?

   Show ambition within the company, such as moving to a senior relationship or team lead role. Avoid saying you want to leave the sector.

3. 15

   Are you comfortable with extensive travel and working in rural areas?

   Answer honestly. If yes, give reasons. If hesitant, explain how you plan to adapt. Companies value commitment.

4. 16

   What do you know about our company and this sector?

   Research the company's mission, products, and reach. Mention microfinance's role in financial inclusion and any recent news about the sector.