Regional Head

Forward; Mumbai; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Forward in Mumbai seeks a Regional Relationship Head Emerging & Growth Clients to drive business development and loan-book growth across the region. The role focuses on acquiring and managing relationships with emerging and growth-oriented corporates, mid-market clients, intermediaries, and banking partners to expand revenue and portfolio quality.

You will own end-to-end client acquisition, build a robust pipeline, monitor credit and risk, and coordinate with Credit, Risk, Legal, and Operations

Responsibilities

• Identify and develop new business opportunities within the Emerging & Growth / Mid-Market segment across the assigned region.
• Drive end-to-end client acquisition through prospecting, lead generation, client engagement, need identification, solution structuring, and relationship management.
• Build and maintain strong relationships with corporates, promoters, CFOs, treasurers, intermediaries, DSAs, and banking partners to generate a consistent business pipeline.
• Expand the loan book by sourcing quality opportunities aligned with the organization’s target segments and credit appetite.
• Develop a strong understanding of the local market, competitive landscape, industries, and emerging business opportunities.
• Drive disbursements, revenue generation, and loan-book expansion for the region.
• Own the sales funnel and ensure effective conversion of leads into sanction and disbursement.
• Drive deal closures by working closely with internal stakeholders and ensuring timely resolution of commercial and credit-related requirements.
• Achieve defined business, AUM/loan-book, disbursement, revenue, and profitability targets.
• Maintain regular interaction with existing and prospective clients to understand their evolving business and financing requirements.
• Ensure high standards of customer service, client satisfaction, relationship deepening, and retention.
• Identify opportunities for cross-sell, up-sell, and wallet-share expansion across the NBFC’s product suite.
• Develop long-term relationships with key decision-makers and promoters within the emerging and growth client segment.
• Work closely with Credit, Risk, Legal, Operations, and other internal teams to ensure smooth and timely execution of transactions.
• Understand and adhere to the organization’s credit policy, risk parameters, regulatory requirements, KYC, documentation, and approval processes.
• Coordinate with relevant stakeholders to ensure effective deal structuring, documentation, sanction, and disbursement within agreed TATs.
• Maintain strong focus on portfolio quality while balancing business growth and risk considerations.
• Monitor the existing portfolio and maintain regular engagement with clients to identify potential risks or early warning signals.
• Keep abreast of local market developments, industry trends, sectoral changes, customer financial health, and competitive activity.
• Proactively identify and report indicators of customer stress, potential defaults, deterioration in business performance, or sector-specific risks.
• Support portfolio reviews and ensure timely escalation of concerns to relevant stakeholders.
• Prepare and share periodic MIS, sales pipeline, disbursement, revenue, portfolio, and performance reports with relevant stakeholders.
• Track business performance against targets and identify gaps and corrective actions.
• Maintain accurate and updated records of client relationships, opportunities, and pipeline.

Skills

Relationship Management

Business Development

Client Acquisition

Credit Knowledge

Job description

We are looking for aRegional Relationship Head Emerging & Growth Clientsto drive business development and loan-book growth across the assigned region. The role will focus on acquiring and managing relationships withemerging and growth-oriented corporates, mid-market clients, intermediaries, and banking partners, while driving revenue, business expansion, and strong portfolio quality.

Location - Mumbai

Key Accountabilities

1. Business Development & Client Acquisition

• Identify and develop new business opportunities within theEmerging & Growth / Mid-Market segmentacross the assigned region.
• Drive end-to-end client acquisition throughprospecting, lead generation, client engagement, need identification, solution structuring, and relationship management.
• Build and maintain strong relationships withcorporates, promoters, CFOs, treasurers, intermediaries, DSAs, and banking partnersto generate a consistent business pipeline.
• Expand the loan book by sourcing quality opportunities aligned with the organization’s target segments and credit appetite.
• Develop a strong understanding of the local market, competitive landscape, industries, and emerging business opportunities.

2. Revenue & Loan Book Growth

• Drivedisbursements, revenue generation, and loan-book expansionfor the region.
• Own the sales funnel and ensure effective conversion of leads into sanction and disbursement.
• Drive deal closures by working closely with internal stakeholders and ensuring timely resolution of commercial and credit-related requirements.
• Achieve definedbusiness, AUM/loan-book, disbursement, revenue, and profitability targets.

3. Relationship Management

• Maintain regular interaction with existing and prospective clients to understand their evolving business and financing requirements.
• Ensure high standards ofcustomer service, client satisfaction, relationship deepening, and retention.
• Identify opportunities forcross-sell, up-sell, and wallet-share expansionacross the NBFC’s product suite.
• Develop long-term relationships with key decision-makers and promoters within the emerging and growth client segment.

4. Credit & Transaction Management

• Work closely withCredit, Risk, Legal, Operations, and other internal teamsto ensure smooth and timely execution of transactions.
• Understand and adhere to the organization’scredit policy, risk parameters, regulatory requirements, KYC, documentation, and approval processes.
• Coordinate with relevant stakeholders to ensure effective deal structuring, documentation, sanction, and disbursement within agreed TATs.
• Maintain strong focus on portfolio quality while balancing business growth and risk considerations.

5. Portfolio Monitoring & Market Intelligence

• Monitor the existing portfolio and maintain regular engagement with clients to identify potential risks or early warning signals.
• Keep abreast oflocal market developments, industry trends, sectoral changes, customer financial health, and competitive activity.
• Proactively identify and report indicators ofcustomer stress, potential defaults, deterioration in business performance, or sector-specific risks.
• Support portfolio reviews and ensure timely escalation of concerns to relevant stakeholders.

6. MIS & Business Reporting

• Prepare and share periodicMIS, sales pipeline, disbursement, revenue, portfolio, and performance reportswith relevant stakeholders.
• Track business performance against targets and identify gaps and corrective actions.
• Maintain accurate and updated records of client relationships, opportunities, and pipeline.