Urgent Relationship Officer-Mortgage

Job Description

Role & responsibilities

- As the debt arm of Aditya Birla Financial Services Group (ABFSG), Aditya Birla Finance Limited (ABFL) offers
- specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial
- Real Estate and Mortgages. Currently ranked within the top 25 NBFCs of India, we have made significant progress
- and our balance sheet at INR 15,000 Cr plus exceeds that of several mid-sized Banks and NBFCs.
- A well established brand and top 3 player in the Capital Markets space, today our product suite comprises of a well-
- diversified look, with equal weightage and focus given to the 3 lines of business. Having seen a y.o.y cumulative
- growth of 50% in both top-line and bottom line, sustainable profitability continues to be the key management
- agenda.
- The company has a well-defined vision of being one of the most reputed and material financiers within the lending
- space spread across both retail HNI and corporate clientele. We have made significant investments in our process
- and system infrastructure towards preparing for the next level of growth and are one of the only financial entities
- certified for ISO 9001:2008 across all our business processes. Spread across 18 cities, we plan on further
- diversifying our risk and revenue mix through expansion into new geographies and new product segments allowing
- our customers a one-window shop for all their financing needs.

Preferred candidate profile

- Mortgage lending encompasses a wide variety of financing solutions for clients, ranging from vanilla Home Loans
- and Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction
- Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals/ salaried]
- against a wide array of lending programs, each of which aims to estimate the clients repayment capability
- accurately before the company to take an exposure. The lending program requires assessing clients on various
- dimensions, including income, repayment behaviour, stability of income/ residence, profile, collateral [valuation,
- marketability], ownership structure of business and the property and many others.
- Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth
- understanding of the customers 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 term. Collateral assessment is another
- complex part of the underwriting process involving checking the structural stability, marketability, valuation,
- regulatory / local body compliance and legal veracity all to ensure the property can be liquidated to repay the loan
- if required in case of customer default.
- Lending is often structured to meet the client needs by deriving comfort through the hard collateral [can be a ready
- or under-construction property / project] and cash flows [in form of rentals, or project cash-flows both against sold/
- unsold receivables].
- In construction finance, underwriting focuses not on the balance sheet but significantly on the project and the
- promoter group. Assessment here involves understanding the previous track record of the builder in terms of quality
- and timeliness of completion, saleability of projects, track record with other lenders and no. of projects delivered in
- the past. Project monitoring and end use of funds disbursed are critical here given risks around funds being used
- elsewhere, sale receivables not coming to the lender as a repayment and so on. Prudent customer selection is
- critical and is highly dependent on a relationship manager's market awareness and client background information.
- Being one of the most preferred asset classes in the lending space today lends this business the immense
- challenge of competing with all FIs / banks in a highly price sensitive target segment.
- The main challenges faced by this profile include keeping abreast of the latest market scenario, converting a
- potential lead into a client against competition by a thorough understanding of the client requirement and effective
- selling skills.
- The critical skill sets that this profile requires are communication, negotiation skills, high customer & target
- orientation, a strong local network & ability to perform in a team. The education & experience required to fulfil this
- profile are a Graduate/ Post-Graduate or an MBA with minimum 3-5 yrs of experience in the Mortgage lending
- division or Home loans division of a Bank/ NBFC

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