Relationship Officer-Mortgage

Role & responsibilities

• As the debt arm of Aditya Birla Financial Services Group (ABFSG), Aditya Birla Finance Limited (ABFL) offers
• specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial
• Real Estate and Mortgages. Currently ranked within the top 25 NBFCs of India, we have made significant progress
• and our balance sheet at INR 15,000 Cr plus exceeds that of several mid-sized Banks and NBFCs.
• A well established brand and top 3 player in the Capital Markets space, today our product suite comprises of a well-
• diversified look, with equal weightage and focus given to the 3 lines of business. Having seen a y.o.y cumulative
• growth of 50% in both top-line and bottom line, sustainable profitability continues to be the key management
• agenda.
• The company has a well-defined vision of being one of the most reputed and material financiers within the lending
• space spread across both retail HNI and corporate clientele. We have made significant investments in our process
• and system infrastructure towards preparing for the next level of growth and are one of the only financial entities
• certified for ISO 9001:2008 across all our business processes. Spread across 18 cities, we plan on further
• diversifying our risk and revenue mix through expansion into new geographies and new product segments allowing
• our customers a one-window shop for all their financing needs.

Preferred candidate profile

• Mortgage lending encompasses a wide variety of financing solutions for clients, ranging from vanilla Home Loans
• and Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction
• Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals/ salaried]
• against a wide array of lending programs, each of which aims to estimate the clients repayment capability
• accurately before the company to take an exposure. The lending program requires assessing clients on various
• dimensions, including income, repayment behaviour, stability of income/ residence, profile, collateral [valuation,
• marketability], ownership structure of business and the property and many others.
• Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth
• understanding of the customers business model, customers & suppliers, success factors and dependencies needs
• to be taken into account given these are long term exposures [ranging upto 15 20 years]. The financials are
• assessed to understand the repayment capability in the near and long term. Collateral assessment is another
• complex part of the underwriting process involving checking the structural stability, marketability, valuation,
• regulatory / local body compliance and legal veracity all to ensure the property can be liquidated to repay the loan
• if required in case of customer default.
• Lending is often structured to meet the client needs by deriving comfort through the hard collateral [can be a ready
• or under-construction property / project] and cash flows [in form of rentals, or project cash-flows both against sold/
• unsold receivables].
• In construction finance, underwriting focuses not on the balance sheet but significantly on the project and the
• promoter group. Assessment here involves understanding the previous track record of the builder in terms of quality
• and timeliness of completion, saleability of projects, track record with other lenders and no. of projects delivered in
• the past. Project monitoring and end use of funds disbursed are critical here given risks around funds being used
• elsewhere, sale receivables not coming to the lender as a repayment and so on. Prudent customer selection is
• critical and is highly dependent on a relationship manager's market awareness and client background information.
• Being one of the most preferred asset classes in the lending space today lends this business the immense
• challenge of competing with all FIs / banks in a highly price sensitive target segment.
• The main challenges faced by this profile include keeping abreast of the latest market scenario, converting a
• potential lead into a client against competition by a thorough understanding of the client requirement and effective
• selling skills.
• The critical skill sets that this profile requires are communication, negotiation skills, high customer & target
• orientation, a strong local network & ability to perform in a team. The education & experience required to fulfil this
• profile are a Graduate/ Post-Graduate or an MBA with minimum 3-5 yrs of experience in the Mortgage lending
• division or Home loans division of a Bank/ NBFC