Manager – Client Acquisition (Debt Syndication & Structured Finance)

GrowthAlly Advisors Private Limited; Mumbai; On-site; INR 1,200,000 - 1,900,000; Full time

Job summary

GrowthAlly Advisors Private Limited in Mumbai is seeking a Manager – Client Acquisition to drive new business development for debt syndication, structured finance, corporate lending, and alternative credit solutions.

You will build and leverage a strong network among promoters, CFOs, finance heads, and corporate decision-makers to understand client needs and present financing options. The role emphasizes a sales-driven approach with execution-focused collaboration.

Qualifications

• 3–8 years of experience in sales of debt syndication or corporate lending.
• Proven ability to generate leads and convert prospects into mandates.
• Strong understanding of debt financing structures and credit concepts.

Responsibilities

• Client Acquisition & Business Development: identify and acquire new clients requiring debt financing and build a robust pipeline across sectors.
• Lead Generation & Sales Pipeline Management: track prospects from initial contact to mandate conversion and closure.
• Relationship Management: develop long-term relationships with clients and key decision-makers to generate repeat business.
• Transaction Origination & Mandate Conversion: drive discussions, prepare proposals, coordinate with internal teams, and close mandates.

Skills

Sales orientation

Relationship building

Networking

Debt financing knowledge

Education

Bachelor's Degree in Finance/Commerce/Economics/Accounting/Business Administration

MBA / PGDM in Finance

CA / CFA / FRM (preferred)

Job description

Employment Type: Full-Time

Experience Required: 3–8 Years

Reporting To: Director – Debt Capital Markets / Investment Banking

Role Summary

The Manager – Client Acquisition will be responsible for driving new business development and client acquisition for debt syndication, structured finance, corporate lending, and alternative credit solutions.

The role will focus on identifying and developing relationships with corporates, SMEs, promoter-led businesses, real estate companies, project developers, and other borrowers with debt financing requirements. The candidate will be responsible for generating qualified leads, understanding client funding requirements, presenting financing solutions, and converting opportunities into mandates.

The ideal candidate should have a strong network among promoters, CFOs, finance heads, entrepreneurs, and corporate decision-makers, along with a sound understanding of debt products, credit fundamentals, and financing structures.

The role requires a strong sales orientation, relationship-building capability, commercial acumen, and an execution-focused approach, with the ability to work closely with internal debt execution teams to take mandates from origination through successful closure.

Key Responsibilities

Client Acquisition & Business Development

• Identify and acquire new clients requiring debt financing, refinancing, structured debt, working capital, project finance, acquisition finance, or growth capital.
• Build and maintain a strong pipeline of prospective borrowers across corporate, SME, promoter-led, real estate, infrastructure, and other relevant sectors.
• Generate business through direct prospecting, industry networks, referrals, professional relationships, and market intelligence.
• Develop relationships with promoters, CXOs, CFOs, finance heads, treasury teams, and key decision-makers.
• Conduct client meetings to understand business objectives, funding requirements, existing debt structures, and financing challenges.
• Convert qualified prospects into mandates and revenue-generating transactions.
• Maintain consistent business development activity to achieve monthly, quarterly, and annual acquisition targets.

Debt Financing Solution Sales

• Understand client funding requirements and identify suitable debt financing solutions.
• Pitch products including:
  • Term Loans
  • Working Capital Facilities
  • Structured Debt
  • Promoter Funding
  • Project Finance
  • Acquisition Finance
  • Refinancing
  • Corporate Debt
  • Private Credit
  • Mezzanine / Structured Capital
  • Growth Capital
• Assess the broad feasibility of proposed transactions before taking opportunities to the execution team.
• Develop compelling financing propositions based on client requirements, financial profile, collateral availability, cash flows, and business objectives.
• Coordinate with internal credit and execution teams to determine appropriate financing structures and potential lender appetite.
• Clearly communicate transaction benefits, financing options, indicative pricing, timelines, and requirements to prospective clients.

Lead Generation & Sales Pipeline Management

• Build a robust and continuously growing database of potential borrowers and corporate prospects.
• Identify companies with upcoming refinancing, expansion, acquisition, working capital, capex, or liquidity requirements.
• Track prospects through various stages of the sales funnel, from initial contact to mandate conversion and closure.
• Maintain accurate CRM records, lead status, follow-ups, expected transaction sizes, and probability of conversion.
• Develop structured sales plans for achieving individual and team revenue targets.
• Regularly review pipeline quality and prioritize high-probability opportunities.

Relationship Management

• Develop long‑term relationships with existing and prospective clients to generate repeat business and referrals.
• Act as the primary relationship point for clients during the origination stage.
• Maintain regular engagement with clients and proactively identify future funding requirements.
• Build strong credibility with promoters and senior management by understanding their business and financing objectives.
• Develop referral networks through accountants, lawyers, consultants, investment professionals, bankers, and other intermediaries.
• Strengthen the firm's market presence through relationship-driven business development.

Transaction Origination & Mandate Conversion

• Lead initial discussions with prospective clients and understand their financing objectives.
• Collect preliminary financial and business information required for transaction assessment.
• Prepare or coordinate preparation of teasers, client proposals, transaction summaries, and preliminary financing presentations.
• Coordinate with internal teams for preliminary credit assessment and transaction feasibility.
• Present financing proposals to clients and negotiate commercial terms, mandate structures, and engagement terms.
• Drive mandate signing and ensure a smooth handover to the transaction execution team.
• Remain engaged with the client throughout execution to support relationship management and transaction closure.

Market & Sector Mapping

• Develop deep knowledge of sectors, industries, and borrower segments with high financing demand.
• Identify companies approaching refinancing cycles, expansion phases, acquisitions, capex programs, or liquidity events.
• Track market trends in corporate lending, private credit, structured finance, NBFC lending, and alternative financing.
• Identify emerging borrower segments and new business opportunities.
• Map target companies, promoters, and decision‑makers within identified sectors.
• Monitor competitor activity, market pricing, financing structures, and client acquisition strategies.

Financial & Credit Understanding

• Review basic financial statements and understand key business and credit metrics.
• Evaluate:
  • Revenue and EBITDA
  • Debt and leverage
  • DSCR
  • Interest Coverage Ratio
  • Cash flows
  • Working capital requirements
  • Existing borrowing arrangements
  • Collateral / security position
  • Promoter contribution and net worth
• Understand the broad credit strengths and potential concerns of prospective borrowers.
• Identify transactions that are commercially viable and suitable for the firm's financing network.
• Work with credit and execution teams to refine transaction structures and improve fundability.

Internal & Stakeholder Coordination

• Work closely with debt execution, credit, research, legal, and senior management teams.
• Ensure complete and accurate information is shared with internal teams after mandate acquisition.
• Coordinate client information requirements during the initial evaluation and execution process.
• Maintain visibility on transaction progress and proactively communicate client expectations.
• Support resolution of commercial or relationship‑related issues during transaction execution.
• Ensure a seamless transition from sales/origination to transaction execution.

Key Performance Indicators

• Number of qualified new leads generated.
• Value of debt financing opportunities originated.
• Number of client meetings and active prospects.
• Mandates acquired.
• Conversion ratio from lead to mandate.
• Total transaction value originated.
• Revenue generated from new clients.
• Successful transaction closures.
• Repeat business and client referrals.
• Growth in the firm's corporate client network.

Key Skills & Competencies

• Strong sales and business development orientation.
• Proven ability to acquire new corporate and promoter relationships.
• Strong network among promoters, CFOs, finance professionals, and business owners.
• Excellent relationship management and communication skills.
• Strong understanding of debt financing and corporate lending products.
• Ability to understand financial statements and basic credit parameters.
• Strong negotiation and influencing skills.
• Ability to identify genuine financing requirements and qualify leads effectively.
• Strong presentation and pitching capabilities.
• Commercially driven and target‑oriented mindset.
• Ability to work independently and build a business pipeline from the ground up.
• Strong follow‑up, persistence, and closing skills.
• Ability to manage multiple prospects and transactions simultaneously.

Educational Qualifications

• Bachelor's Degree in Finance, Commerce, Economics, Accounting, Business Administration, or related discipline.

Preferred

• MBA / PGDM in Finance or Marketing.
• CA, CFA, FRM, or equivalent professional qualification.
• Certification in Financial Modeling, Credit Analysis, Corporate Finance, or Sales & Relationship Management.

Preferred Industry Background

• Debt Syndication
• Investment Banking
• Corporate Banking
• Commercial Banking
• NBFCs
• Financial Services
• Private Credit
• Structured Finance
• Corporate Finance Advisory
• Financial Advisory
• SME Lending
• Business Loans
• Real Estate Finance
• Fintech Lending Platforms

Ideal Candidate Profile

• 3–8 years of experience in sales of debt syndication, corporate banking, financial advisory, NBFCs, or structured finance.
• Proven track record of acquiring new corporate / promoter clients.
• Existing network among businesses, promoters, CFOs, finance heads, or intermediaries will be an advantage.
• Experience in selling or originating debt financing products.
• Strong understanding of corporate borrowing requirements and financing structures.
• Demonstrated ability to generate leads independently and convert prospects into mandates.
• Strong commercial and negotiation skills.
• Comfortable engaging with senior decision‑makers and promoters.
• Target‑oriented professional with strong ownership and accountability.
• Ability to balance new client acquisition, relationship management, and mandate conversion.

Compensation & Benefits

• Competitive fixed compensation aligned with market benchmarks.
• Performance‑linked incentives based on client acquisition, mandate conversion, transaction value, and successful closures.
• Opportunity to build and manage a high‑value corporate client portfolio.
• Exposure to complex debt syndication, structured finance, and alternative credit transactions.
• Opportunity to work closely with leading banks, NBFCs, private credit funds, AIFs, and institutional lenders.
• Fast‑track career progression based on business development and revenue performance.
• Quarterly performance reviews and professional development opportunities.

Skills: finance,credit,promoters,structured finance,client acquisition,structures,capital,management,sales