Role Overview
The Lead – Origination is responsible for driving origination, structuring, and execution of mid & large-ticket Structured finance deals in Real Estate segment (Mumbai and Delhi). This role oversees end-to-end deal cycle—from deal sourcing, structuring and credit evaluation to execution —ensuring optimal risk-adjusted returns and strategic collaboration with internal and external stakeholders.
Drive the growth of the HFCL's real estate lending portfolio (in West & North India) by originating, evaluating, and structuring high-yield opportunities (Construction Finance, Inventory Funding, or Last-mile Funding) for Tier-1 and Tier-2 developers in the Mumbai Metropolitan Region (MMR) and NCR regions.
Key Responsibilities
- Deal Origination: Leverage network of developers, IPCs to source high-ticket lending opportunities.
- Credit Structuring: Design bespoke credit solutions (Senior Debt, Mezzanine, or Structured Finance) that balance developer needs with the NBFC's risk appetite and RBI compliance.
- Financial Underwriting: Oversight of financial modelling, including cash flow projections, sensitivity analysis, and IRR calculations for residential and commercial projects.
- Due Diligence: Lead the end-to-end evaluation process—technical, legal, and title diligence—ensuring RERA compliance and project viability.
- Term Sheet Negotiation: Manage the process, including negotiating pricing, collateral (security cover), and escrow mechanisms.
- Portfolio Monitoring: Maintain post-disbursement relationships to ensure project milestones are met and timely interest servicing/exit occurs.
- Coordinate with internal credit, legal, risk, tax, and compliance teams.
- Ensure compliance with internal policies and external regulations throughout the deal lifecycle
Technical Skills & Qualifications
- Education: CA, MBA (Finance) from a Tier-1 institute, or CA/CFA.
- Experience: 12+ years in Real Estate Lending or Project Finance within an NBFC, Bank, or RE Fund.
- Local Expertise: Granular knowledge of micro-markets (e.g., FSI norms, DCPR 2034, local approval processes).
- Demonstrated track record of leading structured credit deals across real asset segment.
Technical Skills
- Advanced financial analysis, credit evaluation, and risk modeling.
- Loan structuring and documentation expertise.
- Proficient in preparation of deal/investor presentation materials and pitch books.
Soft Skills
- Persuasive communication and interpersonal skills.
- Strong stakeholder management: internal and external.
- Superior negotiation, attention to detail, and prioritization capabilities.
Market Awareness
- Up-to-date knowledge of real estate lending, AIF / NBFC market, syndication trends, and risk-return dynamics.
- Ability to translate market intelligence into strategic origination insights.
Leadership & Execution
- Capable of leading multi-disciplinary teams and coordinating complex deals.
- Project and task management across deal lifecycle and internal teams.
Performance Metrics
- Direct origination and closures.
- Fee income across transactions.
- Quality of underwriting and portfolio performance.
- Effectiveness of Structuring advice and syndicate coordination.
- Timeliness and quality of internal/external reporting.
