Relationship Manager_CORPORATE REAL ESTATE (CRE)_0412_1419_1046513_HRR

Specification

The Regional Manager shall be responsible for driving the Real Estate Financing business across the assigned geography, including origination, relationship management, structuring, underwriting, execution and portfolio management of transactions. The incumbent will lead regional coverage initiatives, manage a team of Relationship Managers, build strategic market relationships and deliver business growth while ensuring portfolio quality and adherence to risk standards.

Deliverables

• Drive regional business development and originate financing opportunities across residential, commercial, mixed-use, warehousing, hospitality and other real estate asset classes.
• Build and maintain a strong pipeline of opportunities across Construction Finance, Lease Rental Discounting (LRD), Structured Credit, Acquisition Finance, Refinancing, Special Situations and Stressed Asset transactions.
• Develop and strengthen relationships with Developers, Borrowers, Investors, NBFCs, Banks, AIFs, Financial Institutions and key market intermediaries.
• Lead regional client coverage and act as the primary relationship owner for strategic accounts.
• Identify market opportunities through continuous tracking of real estate sector trends, competitor activity and funding requirements.
• Evaluate transaction opportunities through detailed assessment of sponsors, projects, cash flows, security structures and market dynamics.
• Structure financing solutions aligned with client requirements and the organization's risk-return parameters.
• Prepare and review Investment Memorandums (IMs), financial models, cash flow assessments and credit evaluation notes.
• Coordinate with Credit, Risk, Legal, Compliance, Treasury and Operations teams to drive timely approvals and transaction closure.
• Lead negotiations on commercial terms, security structures, financing documents and transaction agreements.
• Drive syndication and investor participation opportunities where required.
• Monitor portfolio performance and identify early warning signals to ensure timely risk mitigation and portfolio quality.
• Ensure achievement of regional business, profitability, disbursement and collection targets.
• Lead, mentor and develop Relationship Managers and other team members within the region.
• Partner with senior management to drive business strategy and expansion initiatives.
• Work independently as well as collaborate with cross-functional teams to achieve organizational objectives.

Relationships

External

Borrowers / Issuers, Real Estate Developers, Institutional Investors, Alternative Investment Funds (AIFs), NBFCs, Banks, Trustees, Rating Agencies, Legal Counsels, Valuation Agencies, Technical Consultants, Brokers, Intermediaries and Channel Partners.

Internal

Relationship Managers, Credit Team, Risk Team, Legal Team, Compliance Team, Operations Team, Treasury, Product Teams and Senior Management.

Qualification and Experience

• MBA (Finance) from a reputed institute and/or CA.
• Experience profile of 12-18 years in Real Estate Finance, Structured Credit, Corporate Banking, Wholesale Banking, Investment Banking or Private Credit.
• Proven track record of originating and executing Real Estate financing transactions.
• Strong understanding of credit underwriting, financial analysis, cash flow assessment and transaction structuring.
• Demonstrated experience in managing key client relationships and driving business growth.
• Strong network across Developers, Investors, Banks, NBFCs and Financial Institutions.
• Experience in evaluating and executing Construction Finance, LRD, Acquisition Finance, Refinancing and Structured Debt transactions.
• Understanding of legal, taxation and regulatory aspects relevant to transaction structuring and execution.
• Prior team management experience with proven leadership capabilities.

Skills

• Business Development & Origination
• Relationship Management
• Real Estate Finance
• Structured Credit & Transaction Structuring
• Credit Assessment & Underwriting
• Financial Analysis & Modelling
• Stakeholder Management
• Negotiation Skills
• Portfolio Monitoring & Risk Management
• Team Leadership & People Management
• Strategic Thinking
• Communication & Presentation Skills
• Execution Excellence