Regional Relationship Head – Project & Structured Finance

Required Skills & Competencies:

– Analytical thinking and attention to detail.

– Integrity and strong ethical standards.

– Effective communication and reporting.

– Process orientation and innovative mindset.

– Networking and stakeholder management.

– Ability to conduct training and awareness sessions.

Key Responsibilities:

1. Sales and Profitability:

– 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.

– To identify prospective Business houses, Corporates, Intermediaries & Bankers in the designated area & establish relationships to have a healthy pipeline & regular business.

2. Client Acquisition:

– 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.

– All sanction from bilateral deals with direct client relationship.

– No syndication / down-sell from other lenders.

3. Operational Effectiveness:

– Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions (Risk, Operations) & direct client relationships.

– High quality & in-depth credit appraisal.

– Successful cross-selling of other products of ABFL/ABC to potential business groups.

4. Client Relationship Management:

– To set high standards of Client Relationship Management – Negotiation of the Term sheets, NOCs, Pricing etc.

– Wide sector and market knowledge which enables effective deal structuring & term sheet discussions with the customer.

5. Customer Service:

– To maintain constant interactions with the clients, ensure effective Customer Service standards and superior client satisfaction.

– To ensure satisfaction for the Portfolio clients & ensure effective servicing for their various requirements from loan processing to information requirements to post disbursement requirements like balance confirmations, NOCs etc.

6. Risk Management and Compliance:

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

– To be aware of all critical policies, processes & documentation for all the PSFG products & ensure compliance.

– To revisit existing processes/policies and suggest improvements to improve efficiency w.r.t. cost.

7. Portfolio Management:

– To ensure high standards of portfolio management (shared accountability with Risk Management team).

– 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.