Lead – Origination and Client Coverage (Real Estate)

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.