Regional Relationship Head – Project Finance – NBFC Forward Group

The Corporate Institute; Mumbai; On-site; INR 800,000 - 1,200,000; Full time

Job summary

The Corporate Institute in Mumbai seeks a dynamic professional for a Business Development and Sales role, focusing on building relationships with mid-to-senior level corporate clients. You will support the Zonal Head to achieve budgeted volumes, assist in strategy execution, structure deals, and ensure robust risk management and compliance across the portfolio.

The position involves cross-selling, new client acquisition, KYC/due diligence, and proactive portfolio monitoring to sustain growth in

Responsibilities

• Assist Zonal Head in achieving budgeted sales, profitability and fee income in the designated area.
• Assist in implementing zonal strategy and tap local network to hit targets for volumes, net interest income, fees and assets.
• Initiate cross-selling initiatives to generate additional revenues.
• Acquire new clients and build relationships with mid-management at target customers.
• Identify prospective corporates, intermediaries and bankers to build a healthy pipeline.
• Engage with customers across hierarchy to source opportunities and assist in collections when needed.
• Use alternate products to reactivate inactive customers and source new clients.

Job description

Role & responsibilities:

1. Business Development & Sales:

• 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 or 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 or target customers at their middle management to operating levels and Build long term & sustainable business relationship to identify their latent or express needs on funding requirements and generate leads for PSFG.
• To use alternate products or cross sell product offerings to activate inactive customers and source new customers into the system.

2. Deal Structuring & Documentation:

• 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.

3. Risk Management & Compliance:

• 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.

4. Portfolio Management:

• 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 or overdues (if any) by engaging actively & proactively with all stakeholders.