Senior Relationship Manager - Construction Finance

Overview

The Senior Relationship Manager for Construction Finance at Aditya Birla Capital in Uttar Pradesh is responsible for generating and managing construction finance sales, developing new client relationships, and overseeing key accounts with promoters. This role requires active participation in negotiation processes while ensuring all loan terms comply with internal and regulatory risk guidelines. The portfolio includes structured loans to developers and construction finance secured against projects.

Context and Challenges

This position operates within the Construction Finance division, which addresses both short- and long-term funding needs of developers across India. Responsible for deal structuring and portfolio management, the role demands thorough evaluation of clients’ business models, financials, and repayment capabilities over extended periods of up to 15-20 years. The division contributes significantly to profitability despite its relatively small portfolio size, necessitating strong relationship skills to manage fewer but complex borrowers effectively.

Responsibilities

• Execute sales strategies to grow construction finance business by cultivating relationships with developers and promoters.
• Develop direct connections with key decision-makers to identify lending opportunities and leverage existing client and group networks.
• Boost fee-based revenue streams and promote cross-selling of related group financial products to enhance market presence.
• Gather accurate market intelligence through research and client feedback to assess project viability for lending.
• Deliver exceptional customer service by understanding client needs and tailoring financing solutions accordingly.
• Assess project details, including size, progress, and risks, to structure appropriate deals compliant with risk parameters.
• Coordinate with risk and operations teams for loan approval processes while maintaining service standards, including turnaround times.
• Maintain ongoing communication with clients to resolve issues and sustain high satisfaction levels.
• Manage account renewals to preserve relationships with key customers.
• Uphold internal and regulatory compliance throughout lending operations, including monitoring account health to minimize risks and reduce delinquencies.
• Track project and developer performance continuously to preempt potential risks and ensure asset quality.
• Provide insights on local market conditions and risk factors to inform loan approval decisions.

Qualifications and Skills

• Postgraduate degree with 4 to 8 years of experience in real estate lending.
• Proven ability to build and maintain strong relationships with real estate developers.
• Expertise in deal structuring and thorough understanding of real estate market dynamics.
• Exceptional communication and presentation capabilities.
• Strong network within the real estate sector coupled with high customer service orientation.

Additional Information

The Construction Finance business is characterized by high risk and high return and forms a critical part of the home finance company’s overall portfolio. While the borrower count may be small, the complexity and requirement for frequent monitoring demand substantial relationship management skills. To maintain competitiveness, the division seeks to onboard smaller clients with the same diligence as large corporates, ensuring geographical and exposure diversification aligned with broader retail strategies.