Job Description:

Job Description – Regional Relationship Head

Wholesale Solutions – Emerging & Growth Clients

Role Summary

The Regional Relationship Head will support the regional leadership in growing the Emerging and Mid-Corporate lending business. The role involves acquiring and managing corporate relationships, developing financing opportunities, structuring transactions, conducting due diligence, coordinating loan documentation and delivering budgeted asset-book, revenue and profitability targets.

The incumbent will engage with promoters, CFOs and senior management while working closely with Credit, Risk, Legal, Operations and Finance teams to ensure efficient deal execution, portfolio quality and superior client service.

Key Responsibilities

1. Business Development and Financial Performance

• Support the implementation of the regional business-development strategy.
• Deliver assigned business-volume, asset-book, net-interest-income and fee-income targets.
• Identify new lending and financing opportunities within Emerging and Mid-Corporate segments.
• Develop local networks and referral channels to generate a healthy deal pipeline.
• Drive cross-selling initiatives to increase revenue from existing relationships.

2. Client Acquisition and Relationship Management

• Acquire new Emerging and Mid-Corporate clients within the assigned territory.
• Build and maintain relationships with promoters, CFOs and senior management.
• Understand clients’ financing requirements and recommend appropriate solutions.
• Expand the customer base and deepen relationships with existing portfolio clients.
• Maintain regular engagement to identify additional business opportunities.

3. Deal Structuring and Credit Appraisal

• Develop strong sectoral and product knowledge to structure suitable financing solutions.
• Lead term-sheet discussions covering facility structure, pricing and commercial terms.
• Conduct detailed financial analysis, due diligence and transaction evaluation.
• Prepare high-quality credit proposals and appraisal documentation.
• Coordinate with Credit and Risk teams for evaluation and approval.

4. Documentation and Deal Execution

• Work closely with Legal, Credit and Operations teams to complete loan documentation.
• Ensure timely completion of KYC and other statutory documentation.
• Monitor transactions from initial engagement through approval and disbursement.
• Maintain strong turnaround times while ensuring adherence to internal controls.
• Resolve documentation and execution-related issues with relevant stakeholders.

5. Portfolio and Client Servicing

• Provide effective service throughout the client lifecycle.
• Coordinate loan processing, information requests and post-disbursement requirements.
• Support clients with balance confirmations, NOCs and other service requirements.
• Resolve client concerns by coordinating with Risk, Operations, Finance, Credit and Legal teams.
• Maintain high standards of customer satisfaction and relationship retention.

6. Risk, Compliance and Portfolio Monitoring

• Ensure adherence to credit policies, regulatory requirements and internal processes.
• Monitor portfolio performance and identify early-warning indicators.
• Remain updated on market developments, sectoral trends and potential client risks.
• Report indications of customer default or material changes in business performance.
• Conduct periodic portfolio reviews and initiate appropriate corrective actions.

7. MIS and Reporting

• Maintain accurate records of client meetings, opportunities and deal pipelines.
• Track individual targets, business volumes, asset-book growth and fee income.
• Prepare periodic MIS and pipeline reports for business leadership.
• Report emerging business opportunities, deal status and portfolio developments.
• Ensure timely and accurate reporting of all routine business activities.

Required Skills and Competencies

• Corporate lending and relationship management
• Emerging and mid-market client acquisition
• Financial analysis and credit appraisal
• Deal structuring and term-sheet negotiation
• Due diligence and loan documentation
• Portfolio and credit-risk management
• Revenue, fee-income and asset-book growth
• Strong networking and stakeholder management
• Analytical thinking and attention to detail
• Effective communication and reporting
• Process orientation and customer focus
• Integrity and strong ethical standards
• Ability to work effectively across Credit, Risk, Legal, Operations and Finance teams

Preferred Candidate Profile

• CA or MBA/PGDM in Finance from a recognized institution.
• Relevant experience in corporate banking, wholesale lending, NBFCs or business finance.
• Existing relationships within the Emerging and Mid-Corporate segment.
• Demonstrated experience in client acquisition, credit evaluation and transaction structuring.
• Strong understanding of corporate financial statements, lending products and credit processes.
• Proven ability to manage senior stakeholders and deliver business targets.