Regional Relationship Head

Forward; Hyderabad; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Forward in Hyderabad, India seeks a seasoned professional to support the Zonal Head in achieving budgeted volumes, profitability and fee income. The role focuses on building strong relationships with large corporate clients, executing cross-sell strategies and ensuring robust risk management and loan documentation.

You will identify prospective business houses, establish relationships across client hierarchies, and drive new client acquisition while maintaining a healthy pipeline and timely

Qualifications

• Experience in corporate banking or client acquisition.
• Strong relationship-building with mid to senior management.
• Knowledge of credit processes, risk management and loan documentation.

Responsibilities

• Assist Zonal Head in delivering budgeted sales volumes, profitability and fee income in the zone.
• Assist in implementing business strategy and tap local network to achieve volumes, NII, fees and asset book.
• Initiate cross selling to generate additional revenues.
• Identify prospective businesses and establish relationships to maintain a healthy pipeline and regular business.
• Build relationships across client hierarchies from promoter to CFO to senior management to operating level.
• Use alternate products and cross-sell to activate inactive customers and source new ones.
• Set high standards of deal structuring, due diligence and loan documentation.
• Ensure compliance with risk, regulatory norms and credit policy; conduct portfolio reviews.
• Post-disbursement tracking, monitoring, collections and liaison with stakeholders to manage stress assets.

Job description

Role & responsibilities:

To assist Zonal Head in delivering budgeted sales volumes, profitability and Fee Income in the designated area:

• To assist Zonal Head in implementing devised Business strategy for the Zone and tap local network to achieve the budgeted business volumes / Net Interest Income / Fees / Asset Book etc.
• To initiate cross selling initiatives for generating additional revenues.

To undertake new client acquisition and establish healthy working relationships with the existing / target Customers at their middle management levels:

• To identify prospective Business houses, Corporates, Intermediaries & Bankers in the designated area & establish relationships to have a healthy pipeline & regular business.
• As all PSFG clients are large corporate houses, it is important for PSFG to ensure that PSFGs relationship with the Customer is established across the Customers hierarchy from Promoter to CFO to Senior Management to Mid Management to Operating level. Such strong relationships help not just in sourcing good business opportunities but also in Collections, in case of any adverse financial position of the Customer. SRM should constantly engage with existing / target customers at their middle management to operating levels and Build long term & sustainable business relationship to identify their latent / express needs on funding requirements and generate leads for PSFG. Such strong relationships help not just in sourcing good business opportunities but also in effective post-disbursement monitoring & Collections (in case of any adverse financial position of the Customer).
• To use alternate products/ cross sell product offerings to activate inactive customers and source new customers into the system.

To set high standards of Deal Structuring, Due Diligence& Loan Documentation:

• To have strong sectoral and product knowledge which enables effective deal structuring & term sheet discussions with the customer.
• To conduct detailed due diligence, analysis, evaluation of the deal thereby resulting in high quality appraisal.
• To ensure that Credit Appraisal Memorandums are sent for approval as per Standard Risk Norms.
• To work closely with Legal team to ensure that the loan documentation is closed with the customers to the satisfaction of PSFG.

To ensure strong adherence to risk management and regulatory norms and credit policy/process adherence, conduct portfolio review:

• To be aware of all critical policies, processes & documentation for all the PSFG products & ensure compliance
• To undertake documentation and KYC formalities for the customers in a seamless manner while managing good TATs
• To revisit existing processes/policies and suggest improvements to improve efficiency/cost effectiveness
• To keep up breast of the latest developments in the local market & report for any indication of customer defaults, sectoral changes etc.

To ensure high standards of portfolio management (shared accountability with Risk Management team) Reviews, Collections, Monitoring, & Stress Asset Management (NPA):

• To conduct proactive rigorous post disbursement tracking of clients through site visits, financial & operational performance review etc.,
• To ensure compliance of all critical policies & procedures, documentary and audit requirements for the business proposals and the portfolio on an ongoing basis
• To maintain good quality lending book and manage stress / overdues (if any) by engaging actively & proactively with all stakeholders.