Senior Relationship Manager

• Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act, 1987. The company offers a complete range of housing finance solutions such as home loans, home improvement and home construction loans, balance transfer and top-up loans, loans against property and construction finance. The company acquired its license on 9th July 2014 and has aggressive growth plans.
• ABHFL has grown at a steady rate while reporting good asset quality despite challenges in the operating environment. While the industry is dominated by five large groups, there has been an emergence of segment like affordable housing and self-employed borrowers, given the high potential in these segments. Despite increased focus by banks, HFCs have been able to maintain their share in the mortgage market and is poised for rapid growth and plans to grow 5X (40,000 Cr) in the next 5 years. This shall take ABHFL within the top 5 percentile of HFCs in the country.
• The ABHFL Sales organization works broadly with 3 customer segments – retail (individual) customers, institutional customers (for retail and institutional loan consumers) and builders (for both retail tie-ups and construction finance), with a major share of the business coming from retail customers. Client segments can also be divided into Salaried and Self-employed, with both of these having very different preferences and needs.

• Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Finance (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management.

• Creating a differentiated proposition will be key in this highly competitive market

• High cost of funding and smaller margins need to be offset by greater business volumes and market share
• · To constantly evaluate businesses, product segments and geographies we need to be in
• To constantly create innovative products and go to market strategies that help grow the business exponentially while ensuring profitability and zero delinquency
• To evaluate new business opportunities for creating a differentiated positioning in this competitive housing finance market
• All of the above can lead to strong competitive differentiation and enable quicker market penetration and profitable growth
• The lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others.

• The role holder is entirely responsible for Relationship building and structuring of all deals and managing the portfolio.

• This is high risk and high return business, highly volatile but secured. Present CF portfolio is approx. 5% of HFC book though contributes approx. 23% of bottom line. CF book is Critical from overall retail home loan business proposition and remain competitive in market.
• Number of borrowers may be less but it demands high relationship management skills as projects and customers require day to day monitoring and dealings almost on a weekly basis.
• HFC business is diversified in terms of geography and customers, we neither can have bulky exposure on book nor concentration on geographies, thus Construction Finance business in HFC also should be in line with the exiting retail proposition, this requires Onboarding of smaller clients with the same amount of work and quality as in case of large corporate borrower.

• The critical skill sets required to meet these challenges are Building builder relationships, past experience in Real estate debt or equity business, Structuring knowledge, communication & presentation skills, strong Real estate market network & high customer service orientation.
• The education & experience required to fulfil this profile are a Post graduate with minimum 4 to 8 yrs of experience in Real estate lending space

Aditya Birla Group