Relationship Manager

Role Overview

This position sits within Aditya Birla Capital’s housing finance arm, a National Housing Bank–registered company established under the National Housing Bank Act, 1987. The business offers end-to-end housing finance solutions, including home loans, home improvement loans, home construction loans, balance transfer and top-up loans, loans against property, and construction finance. Since obtaining its licence on 9 July 2014, the company has pursued an ambitious growth path.

The organisation has expanded steadily and maintained sound asset quality even in a difficult operating climate. With increasing momentum in affordable housing and among self-employed borrowers, the market offers strong potential. Although banks have increased their focus on mortgage lending, housing finance companies continue to hold a meaningful share of the market. The business is targeting 5X growth to INR 40,000 Cr over the next five years, which would place it among the top 5 percentile of housing finance companies in the country.

The sales function serves three broad customer groups: retail individual customers, institutional customers for retail and institutional loan requirements, and builders for both retail partnerships and construction finance. A large part of the business comes from retail customers, and the client base includes both salaried and self-employed borrowers, each with distinct needs.

Job Purpose

The Construction Finance team supports developers with both short-term and long-term funding across the country through construction finance against projects and structured finance against committed developer cash flows. The role is fully accountable for building relationships, structuring transactions, and managing the portfolio.

This role requires a strong grasp of project quality, promoter strength, market conditions, and loan monitoring. Unlike balance-sheet-led lending, construction finance underwriting depends heavily on the project, the promoter group, past execution quality, timeliness of delivery, marketability of the project, experience with other lenders, and the number of projects already delivered. Close monitoring of project progress and end-use of disbursed funds is essential to reduce leakage risk and ensure receivables flow back to the lender as expected.

The wider mortgage business covers a broad range of lending solutions, from home loans and loans against property to more complex products such as lease rental discounting, commercial property purchase, and construction finance. Lending is offered to self-employed professionals, non-professionals, and salaried borrowers across several programs designed to assess repayment capacity before exposure is taken.

Approvals require a blend of profile evaluation, balance-sheet lending, and collateral review. A deep understanding of the customer’s business model, customer base, suppliers, success drivers, dependencies, and financial strength is necessary because these are long-duration exposures, often extending up to 15 to 20 years.

Business Priorities

Because the company serves a wide range of customers through housing finance, loans against property, commercial property purchase, lease rental discounting, and construction finance, the business handles a high volume of transactions and relationships. As a result, performance depends heavily on people, process, and organisational efficiency, along with product quality, channel management, customer relationship management, and risk controls.

Success in this market depends on creating a differentiated offering. Higher funding costs and thinner spreads must be balanced by stronger business volumes and market share. The organisation must continuously assess the businesses, product segments, and geographies it should operate in, while also developing innovative products and go-to-market strategies that support growth, profitability, and zero delinquency. Identifying new business opportunities is key to building a distinct position in a competitive housing finance environment and accelerating profitable expansion.

The lending model also involves evaluating borrowers across multiple dimensions such as income, repayment behaviour, stability of income and residence, business profile, collateral value and marketability, ownership structure of the business and property, and related factors.

Key Challenges

• Construction finance is a high-risk, high-return segment. While the portfolio is relatively small at about 5% of the HFC book, it contributes around 23% of the bottom line and remains an important part of the overall retail home loan proposition.
• The borrower count may be limited, but the role demands strong relationship management because projects and customers need frequent, often weekly, monitoring and interaction.
• The portfolio must remain diversified across geographies and customer types, which means avoiding large concentrations. This requires onboarding smaller clients with the same diligence, effort, and quality expected for large corporate borrowers.

Required Background

The ideal candidate should be a postgraduate with 4 to 8 years of experience in real estate lending. Prior exposure to real estate debt or equity, transaction structuring, and a strong market network are important for success in this role.

Additional Skills and Qualities

Strong communication, presentation ability, customer orientation, and the ability to develop and maintain builder relationships are central to the role. Candidates should also bring sound structuring knowledge and a deep understanding of the real estate market.