Job Description:

Regional Relationship Head – Project & Structured Finance

Department: Project & Structured Finance
Employment Type: Full Time
Qualification: Chartered Accountant (CA) or MBA
Location: As per business requirement

Role Summary

The Regional Relationship Head will be responsible for originating, structuring and managing project and structured-finance relationships within the assigned region. The role will drive business volumes, profitability and fee income through direct client acquisition, comprehensive credit appraisal, effective deal structuring and disciplined portfolio management.

The incumbent will build relationships with corporate borrowers, business groups, promoters, intermediaries and bankers while coordinating closely with Credit, Risk, Legal, Operations and other internal teams.

Key Responsibilities

Business Development and Revenue Delivery

• Support the Zonal Head in achieving budgeted business volumes, profitability and fee income.
• Implement the regional business-development strategy.
• Identify prospective corporate borrowers, business houses, intermediaries and banking relationships.
• Develop a strong pipeline of project and structured-finance opportunities.
• Originate bilateral transactions through direct client relationships.
• Identify cross-selling opportunities across relevant financial products and solutions.
• Track the regional deal pipeline, conversion ratio, revenue and portfolio growth.

Client Acquisition and Relationship Management

• Acquire new corporate relationships and expand engagement with existing clients.
• Build relationships with promoters, CFOs, finance teams and senior management.
• Act as a primary relationship and escalation contact for portfolio clients.
• Conduct regular client meetings and business reviews.
• Ensure superior service throughout appraisal, sanction, documentation, disbursement and post-disbursement stages.
• Support client requirements such as balance confirmations, NOCs and transaction-related information.

Deal Structuring and Credit Appraisal

• Understand client funding requirements and recommend appropriate financing structures.
• Conduct detailed financial, business, industry and management analysis.
• Prepare high-quality credit-appraisal notes and business proposals.
• Structure transactions based on projected cash flows, project viability, security and risk profile.
• Negotiate term sheets, pricing, covenants, security conditions and other commercial terms.
• Maintain strong sector and market knowledge to support effective credit decisions.
• Coordinate with Credit, Risk, Legal and Operations teams for timely deal closure.

Portfolio and Risk Management

• Conduct regular portfolio reviews with shared accountability alongside the Risk Management team.
• Monitor the financial and operational performance of borrowers.
• Carry out site visits and periodic management interactions.
• Track compliance with sanction terms, financial covenants and documentation requirements.
• Identify early-warning signals and initiate timely corrective actions.
• Ensure rigorous post-disbursement monitoring and follow-up.
• Maintain portfolio quality while balancing business growth and profitability.

Compliance and Process Effectiveness

• Ensure adherence to applicable credit policies, regulatory requirements and internal processes.
• Maintain complete documentation and audit readiness across proposals and portfolio accounts.
• Work with Risk and Operations teams to improve turnaround times.
• Review existing policies and processes and recommend improvements.
• Drive operating efficiencies without compromising credit quality or compliance.
• Conduct internal training and awareness sessions when required.

Required Qualifications

• Chartered Accountant or MBA from a recognized institution.
• Relevant experience in project finance, structured finance, wholesale lending, corporate banking or credit.
• Demonstrated experience in corporate-client acquisition, financial analysis and deal structuring.
• Strong understanding of credit appraisal, loan documentation and post-disbursement monitoring.
• Experience managing direct bilateral client relationships is preferred.

Required Skills and Competencies

• Project and structured-finance expertise.
• Financial modelling and credit-appraisal skills.
• Strong commercial and financial acumen.
• Deal structuring and term-sheet negotiation.
• Corporate relationship management.
• Portfolio monitoring and risk management.
• Knowledge of regulatory, compliance and documentation requirements.
• Strong networking and stakeholder-management capabilities.
• Analytical thinking and attention to detail.
• Effective communication, presentation and reporting.
• High integrity and strong ethical standards.
• Process-oriented and improvement-focused mindset.
• Ability to conduct training and awareness sessions.