Relationship Manager – Loan Consulting (Home Loans / LAP / Corporate)

Job Title

Relationship Manager – Loan Consulting (Home Loans / LAP / Corporate)

Location

Mumbai, Maharashtra, India

Experience

3 – 4 years in lending / secured loans / mortgage / consulting / banking

Role Summary

The Relationship Manager will be responsible for sourcing, managing, and growing a loan portfolio across home loans, loan against property (LAP), and corporate lending. This role involves business development, client acquisition, portfolio management, and ensuring strong relationships with both customers and lending institutions. The incumbent will also oversee credit evaluation, CIBIL clearance, FOIR (Fixed Obligations to Income Ratio) assessment, and end-to-end loan processing.

Key Responsibilities

• Business Development & Acquisition
• Generate new leads via DSAs, brokers, corporate networks, and direct clients.
• Engage with HNI clients, self-employed professionals, SMEs, and corporate decision-makers for loan requirements.
• Build and maintain a strong referral network (builders, real estate agents, financial advisors).
• Identify cross-sell opportunities (e.g., insurance, credit cards, CASA) to enhance revenue.
• Client Relationship Management
• Serve as the primary point of contact for clients throughout the loan lifecycle.
• Understand client needs, structure appropriate loan products (home loan, LAP, corporate).
• Provide continuous follow-up and excellent service to clients to enhance satisfaction and retention.
• Manage documentation and regular updates for clients on processing status.
• Portfolio Management
• Monitor and manage an assigned portfolio to ensure business growth and quality.
• Track repayment behavior, early warning signals, and delinquency.
• Work on portfolio review and credit reviews periodically.
• Liaise with internal risk, credit, legal, operations teams for underwriting, approvals, and documentation.
• Credit Assessment & Underwriting Support
• Conduct preliminary due diligence: credit checks, CIBIL score, income verification, FOIR calculation, property valuation (in coordination with technical/legal teams).
• Prepare loan proposals / credit memos for bank / NBFC underwriting.
• Coordinate with banks / lenders to ensure timely assessment and disbursal.
• Ensure all compliance, KYC, and documentation are complete and accurate.
• Operations & Process Management
• Oversee the end-to-end loan processing, from application to disbursal.
• Coordinate with internal operations, legal, and credit teams to resolve any issues.
• Ensure high service standards and maintain good NPS / customer satisfaction.
• Train and mentor any junior RMs, DSAs, or sales partners (if applicable).
• Reporting & Targets
• Meet assigned business targets in terms of lead generation, disbursals, and portfolio growth.
• Prepare regular reports (weekly/monthly) on pipeline, conversions, disbursals, and portfolio health.
• Deliver regular feedback to senior management on market trends, competitor activity, and client feedback.

Key Skills & Competencies

• Domain knowledge: Strong understanding of home loans, LAP, corporate lending, credit underwriting, FOIR, CIBIL.
• Relationship-building: Excellent interpersonal and networking skills, with the ability to build trust with clients and partners.
• Analytical ability: Ability to assess financial statements, credit worthiness, risk parameters.
• Sales orientation: Proven track record of meeting / exceeding sales targets.
• Communication: Good verbal and written communication skills; ability to articulate loan products, risks, and structures clearly.
• Negotiation: Experience negotiating with clients and lenders.
• Teamwork: Collaborate well with cross-functional teams (credit, operations, legal).
• Time-management: Ability to prioritize tasks and manage a dynamic pipeline.
• Technical skills: Proficiency in MS Excel, credit modeling, loan MIS.
• Compliance mindset: Understanding of KYC, regulatory requirements, credit policies.

Education & Qualification

• Graduate (any discipline) required; MBA / PGDM (Finance) preferred.
• Certifications in finance / credit / risk management is a plus.

Performance Metrics (KPIs)

• Number of leads generated / converted
• Loan disbursal volume (home loan, LAP, corporate)
• Portfolio growth (AUM)
• Delinquency / NPL ratio in managed portfolio
• Customer satisfaction / NPS
• Cross-sell revenue (insurance, credit cards, etc.)

What We Offer

• Competitive salary + performance-based incentives
• Opportunity to work in a fast-growing loan consulting business
• Exposure to multiple lending products and institutional lenders
• Professional growth: ability to manage and own a client portfolio
• Training and mentorship in credit underwriting, sales, and portfolio management

Job Type: Full-time

Pay: ₹484,775.41 - ₹1,114,846.23 per year

Work Location: In person