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- To Independently manage a part of the balance sheet of the company by managing portfolio of loan assets &
relationships
- To independently lead transaction execution with support from AMs / Managers. This includes originating new business,
leading negotiations with clients, guide transaction managers to prepare Proposals and due diligence and obtaining
internal approvals
Principal Accountabilities :
- Build network with all stakeholders in infrastructure sectors (Banks/FIs, Infrastructure companies, consultants
financial/technical/legal/others, suppliers etc)
- Interaction with top management of the client to gain insights about the company and the sector
- Negotiate with Clients (& internally) on a Bespoke Term Sheet incorporating commercial and legal conditions. As there
are no standard products, funding solutions are provided on case-by-case basis. Further, product level innovations are
required so that L&T Infra as an NBFC remain competitive in the market.
- The role requires a Senior Manager to mentor and guide transaction teams in Credit Appraisal and Due Diligence.
Senior Manager is expected to concurrently manage multiple deals at various stages as a Transaction Leader to ensure
that the Credit Appraisal and due diligence process meets the quality parameters and timelines
- With an experience of closing multiple deals in past, the Senior Manager is expected to proactively identify key risks in
the proposal, negotiate and incorporate necessary risk mitigants.
- With in-depth knowledge of market and clients, a Senior Manager is expected to provide insights to Regional Heads on
the financial viability of a project to take initial No-No Go decision, avoiding man-hour loss in projects found unviable on
detailed analysis.
- Senior Manager acts as the primary person for all negotiations with the client and to get the buy-in of other internal
departments (risk, legal etc) and make a convincing pitch of the proposal to the Top Management and the Investment and
Credit Committee (ICC). Considering complex nature and long horizon of infrastructure projects (technology, regulatory,
legal etc), a Senior Manager should have indepth understanding of critical issues and negotiation skills/persuasion
abilities to get the projects having sound business case approved by the top management and the ICC.
- The role requires Senior Manager to mentor and guide transaction teams to undertake a detail appraisal and due
diligence of the project/proposal (Technical/Financial/Legal/Regulatory etc) and prepare a customized Appraisal Note for
consideration for sanction by the Investment and Credit Committee. Each proposal is fairly customized and requires the
Senior Manager to structure the Appraisal Note to best represent the project/proposal.
- Senior Manager oversees the preparation of legal documents by the transaction teams and negotiate with client and
internal legal department for successful closure of the legal documents. A Senior Manager is expected to take
independent calls on legal/commercial/contractual negotiation aspects except for critical commercial terms like
interest/security and tenure which need approval of higher authorities.
- Post sanction of the proposal and issue of Sanction Letter, Coordinate and negotiate transactions & related documents
with banks, legal firms and clients :
d) Complete the process of security creation and perfection, compliance, and disbursement
Portfolio Management :
Post signing of the - Financing Document, active monitoring of the project on a continuous basis with regular
engagement/ interaction with Client, Owners Engineer, Other Stakeholder, Lenders Consultant. Key responsibilities :
- Site Visit
- Regular review of periodic reports prepared by Lenders Engineer, Lenders Insurance Agent, submitted by them
Developer
- Regular interaction with other Lenders (Financial Institution who are co-lender or lent for other projects) to keep a tap on
financial health of the Borrower, Payment track record and rating maintained by other financial institution
Dimensions :
Financial Dimensions :
Portfolio Management, Revenue and Profit : Managing a portfolio of 7 clients with total portfolio size ranging from Rs 500
Crore - Rs 750 Crore . This would yield a revenue and PAT of Rs 90 Crore and ~ Rs 18 Crore respectively.
Disbursement:- Responsible for disbursement target of Rs 500 - 750 Crore per annum based on regional business plan.
Sanction (Business Pipeline):- Responsible for sanctioning new loans of Rs 1,000 Crore - 2,000 Crore per annum with
ticket size ranging from Rs 100 Crore - Rs 400 Crore.
Fee Based Income : Responsible for achieving fee based income (cross selling):- Rs 3 Crore- 5 Crore per annum.
Portfolio Quality : Ensure balance between disbursement/asset growth target and portfolio quality above particular rating
levels and managing stress and non performing assets below acceptable level.
Other Dimensions :
- MBA/CA with 6-10 years experience in Infrastructure Sector (Project Finance experience with Banks/FIs/Credit Rating
Agency/Investment Bank)
- In-depth understanding of Project Finance concepts, Public private Partnership (PPP) model and associated risks
- Practical knowledge of closing Project Finance and Structured transactions in multiple sectors
- Sector knowledge (Technical, Regulatory, Contractual Structure, Performance of Key Players etc) in key infrastructure
sectors (Power - Generation and T&D, Roads, Ports, Telecom, Construction, Urban Infrastructure)
- RBI/NBFC/SEBI/FEMA etc
Networking Skills :
- Should have existing relationships with Promoters/MD/CFO/CEOs of key infrastructure players, senior personnel in
Banks/FIs/Investment Bank/PSU/Regulators in Infrastructure, bureaucrats, sector experts and other stakeholders in
Infrastructure sector
Communication Skills :
- Ability to effective/persuasive communicate funding rationale to Senior Management and Investment & Credit
Committee :
- Ability to interact and manage client relationship at various level (Promoter, Finance, Accounts, Legal, Technical and
Operations etc) in order to gain in-depth understanding of client's business, financial and operational performance and
successfully close the transaction
- Ability to interact and negotiate with professionals in various fields (Legal - Internal, Client side and external legal
counsel for Documentations/Contracts/Litigation, Technical Experts in various sectors, Finance - Consultants and Client
side, Compliance & Regulatory - Internal and Client side) and resolve differences/views to achieve faster deal closure
Managerial Skills :
- Ability to mentor and guide transaction teams consisting of Assistant Manager and Managers on Project Appraisal and
internal processes
- Ability to handle multiple transactions across sectors and at various stages of appraisal, maintaining the Turnaround
time at minimal which ensuring quality of appraisal and knowledge transfer to peers/juniors