Sharekhan Relationship Manager Interview: Rounds, Questions and Preparation

What the job involves

As a Relationship Manager in banking, finance, and insurance, you are the primary point of contact for clients, responsible for building and maintaining long-term relationships. Your day involves understanding client financial goals, recommending suitable products such as mutual funds, insurance, and loans, and ensuring portfolio performance. You also handle client queries, resolve issues, and work towards sales targets while ensuring compliance with regulations.

Role and Industry Knowledge

1. 1

   What do you understand by the role of a Relationship Manager in a broking or financial services firm?

   Highlight client acquisition, relationship management, product advisory, and revenue generation through cross-selling.

2. 2

   Can you explain the difference between a demat account and a trading account?

   Demat holds securities electronically, while trading account facilitates buying and selling; both are often linked.

3. 3

   What are some key financial products you would recommend to a first-time investor?

   Mention mutual funds, fixed deposits, insurance, and SIPs, aligning with risk profile and goals.

4. 4

   How does the stock market function, and what factors influence it?

   Cover primary/secondary markets, indices, and factors like economic data, corporate earnings, and global events.

Technical and Product Knowledge

1. 5

   What is a mutual fund, and what are the different types?

   Explain equity, debt, hybrid, and index funds, and mention SIP vs lump sum.

2. 6

   How would you assess a client's risk tolerance?

   Discuss questionnaires, income, investment horizon, and past behavior to categorize as conservative, moderate, or aggressive.

3. 7

   What is the difference between life insurance and general insurance?

   Life insurance covers mortality risk, while general insurance covers health, motor, property, etc.

4. 8

   What are KYC norms, and why are they important?

   Know Your Customer is mandatory for identity verification, preventing fraud and money laundering.

Practical Scenarios

1. 9

   A client is unhappy with the performance of their portfolio during a market downturn. How would you handle this?

   Show empathy, review portfolio, explain market cycles, and suggest rebalancing if needed.

2. 10

   You have to sell a new insurance product to an existing client who is not interested. What do you do?

   Focus on needs-based selling, highlight benefits, and respect their decision without being pushy.

3. 11

   How would you generate leads for new client acquisition?

   Mention referrals, networking, cold calling, seminars, and digital marketing.

4. 12

   If a client wants to invest a large sum but has a low risk appetite, what would you recommend?

   Suggest debt funds, fixed deposits, and diversified portfolios with low volatility.

Behavioural and HR Questions

1. 13

   Why do you want to work as a Relationship Manager in the banking, finance, and insurance sector?

   Show passion for client interaction, financial markets, and a career in sales and advisory.

2. 14

   Describe a time when you had to convince someone to see things your way.

   Use STAR method, highlight persuasion, listening, and positive outcome.

3. 15

   How do you handle pressure and meet targets?

   Talk about prioritization, time management, and staying motivated.

4. 16

   Where do you see yourself in five years?

   Align with growth in the organization, such as senior RM or team lead, and continuous learning.