Senior Relationship Manager - Construction Finance

Job Purpose

Job Purpose Description

Job Context & Major Challenges

Organizational Context

Key Aspects:

Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act, 1987. The company offers a complete range of housing finance solutions such as home loans, home improvement and home construction loans, balance transfer and top-up loans, loans against property and construction finance. The company acquired its license on 9th July 2014 and has aggressive growth plans.The ABHFL Sales organization works broadly with 3 customer segments – retail (individual) customers, institutional customers (for retail and institutional loan consumers) and builders (for both retail tie-ups and construction finance), with a major share of the business coming from retail customers. Client segments can also be divided into Salaried and Self-employed, with both of these having very different preferences and needs.Job Context

Key Aspects:

The Construction Finance division caters to the short term and long term funding needs of the developers against project across the country. The product portfolio includes Construction finance against projects and Structured finance against committed cash flow of developers. The role holder is entirely responsible for Relationship building and structuring of all deals and managing the portfolio.Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth understanding of the customer’s 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 termAll of the above can lead to strong competitive differentiation and enable quicker market penetration and profitable growthThe lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others.The role holder is entirely responsible for Relationship building and structuring of all deals and managing the portfolio.Key ChallengesThis is high risk and high return business, highly volatile but secured. Present CF portfolio is approx. 5% of HFC book though contributes approx. 23% of bottom line. CF book is Critical from overall retail home loan business proposition and remain competitive in market.Number of borrowers may be less but it demands high relationship management skills as projects and customers require day to day monitoring and dealings almost on a weekly basis.HFC business is diversified in terms of geography and customers, we neither can have bulky exposure on book nor concentration on geographies, thus Construction Finance business in HFC also should be in line with the exiting retail proposition, this requires Onboarding of smaller clients with the same amount of work and quality as in case of large corporate borrower.

Enabling Skill Sets & Qualifications

The critical skill sets required to meet these challenges are Building builder relationships, past experience in Real estate debt or equity business, Structuring knowledge, communication & presentation skills, strong Real estate market network & high customer service orientation.The education & experience required to fulfil this profile are a Post graduate with minimum 4 to 8 yrs of experience in Real estate lending space

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1 Implement the sales plan for the Construction Finance division, building relationships with developers and identifying areas of opportunity for ABHFL Drive on-ground sales for the construction finance division by building strong relationships with developers and promotersManage direct relationships with key promoters the location to identify and access opportunities for project lending, leverage the existing developer base and Group relationships by building strong relationships with key resources.Drive an increase in fee based income from real estate developersPromote cross-selling / up selling of group financial product offerings and utilize them as value differentiators; e.g. the home loan business is a big opportunity for creating scale through this channel.Source timely, accurate, quality and pertinent information and data primarily through market research/ feedback to assist in decision making of viability of projectKRA2 Build superior customer service levels and a strong value proposition while ensuring compliance to internal risk parameters Gain a thorough understanding of customer needs and requirementsUnderstand the technical and financial aspects of projects including project size, progress and risk factorsStructure customized deals as per internal parameters and suit customer requirementsOversee the initial stages of the risk management process, collating the necessary documentation, carrying out preliminary risk assessments and forwarding the files to the credit teamCoordinate with the risk and operations teams to evaluate and approve loan applications, while maintaining customer service levels including turn-around-timeCommunicate with customers on a periodic basis, identifying and addressing their issues so as to maintain high levels of customer satisfactionManage the account renewal process, ensuring continuing relationships with key customersKRA3 Ensure compliance to internal risk parameters and monitor the health of customer accounts on a periodic basis to minimize risk and potential delinquencies Ensure that internal risk parameters and external regulatory norms are followed at all points in the lending processEnsure the maintenance of acceptable asset quality of CF loans; track delinquencies closely so as to minimize NPA levelsEnsure that key parameters related to projects and developers are monitored closely on a continuous basis, so as to mitigate potential risk factorsUnderstand local currents and risk factors, providing an input to take decisions on new and existing loansKRA4 Implement the sales plan for the Construction Finance division, building relationships with developers and identifying areas of opportunity for ABHFL Drive on-ground sales for the construction finance division by building strong relationships with developers and promotersManage direct relationships with key promoters the location to identify and access opportunities for project lending, leverage the existing developer base and Group relationships by building strong relationships with key resources.Drive an increase in fee based income from real estate developersPromote cross-selling / up selling of group financial product offerings and utilize them as value differentiators; e.g. the home loan business is a big opportunity for creating scale through this channel.Source timely, accurate, quality and pertinent information and data primarily through market research/ feedback to assist in decision making of viability of project