Job Description - Associate Director / Senior Associate Director - Financial Institutions Group (FIG)

Location: Delhi / NCR

Experience: 10 - 15 years

Function: Financial Institutions Group (FIG)

Role Overview:

We are looking for an experienced banking professional to drive relationship management, business origination and product-led growth within the Financial Institutions Group. The role will focus on building strategic relationships with banks, NBFCs, mutual funds, asset management companies, insurance companies, brokerages and other financial institutions.

The ideal candidate will combine strong client relationships and revenue-generation capabilities with expertise in financial institution credit assessment, counterparty risk and cross-border banking products. The position offers an opportunity to work with an international banking platform and collaborate with global stakeholders.

Key Responsibilities:

1. Financial Institutions Coverage & Business Development:

- Develop and manage senior-level relationships with banks and other financial institutions.

- Identify new business opportunities and drive revenue generation across the FI portfolio.

- Build and expand relationships with key decision-makers across banking, insurance, asset management and brokerage institutions.

- Develop account plans and deliver business growth in line with strategic objectives.

2. Product Origination & Execution:

- Originate and support transactions across debt capital markets (DCM), bond underwriting and loan syndication.

- Drive FI trade business, including letters of credit, guarantees, counter-guarantees and risk participation.

- Develop correspondent banking relationships and explore opportunities for FI trade lines and related services.

- Coordinate with product, credit, legal, compliance and operations teams to structure and execute transactions.

3. Credit Assessment & Counterparty Risk:

- Analyse financial statements and assess the creditworthiness of banks, NBFCs, insurers and other financial institutions.

- Prepare and defend FI credit proposals, credit notes and counterparty limit recommendations.

- Monitor counterparty exposures, conduct periodic credit reviews and identify emerging risks.

- Ensure adherence to internal credit policies, risk appetite and regulatory requirements.

4. Relationship & Portfolio Management:

- Maintain a strong pipeline of prospective transactions and monitor business performance.

- Track revenue, portfolio growth, utilisation and client profitability.

- Identify cross-selling opportunities across correspondent banking, trade finance and capital markets.

- Maintain strong engagement with internal and external stakeholders to ensure effective deal execution.

5. Cross-Border Banking & Stakeholder Management:

- Collaborate with international financial institutions and global banking teams.

- Support cross-border business opportunities and correspondent banking arrangements.

- Coordinate documentation and relationship requirements, including ISDA/CSA and custody or treasury documentation, where applicable.

Required Qualifications & Experience:

- 10 - 15 years of experience in banking, with at least 6 - 8 years in Financial Institutions Group (FIG) or FI relationship management.

- Proven experience in client-facing business origination and relationship management with financial institutions.

- Demonstrable exposure to at least two of the following:

1. Correspondent banking

2. Debt capital markets / bond underwriting

3. Loan syndication

4. FI trade services, including letters of credit, guarantees and risk participation

- Strong understanding of bank and NBFC financial analysis, counterparty credit assessment and credit-limit management.

- Established relationships with senior stakeholders at banks, AMCs, insurers or brokerages.

- Demonstrated ability to originate transactions, build a business pipeline and contribute to revenue growth.

Preferred Qualifications:

- Experience with an international or foreign bank, or exposure to overseas financial institution counterparts.

- Knowledge of ISDA/CSA documentation, custody and treasury-related documentation.

- MBA in Finance or CA; CFA would be an advantage.

Key Competencies:

- Strong business development and relationship-building capabilities.

- Commercial acumen and transaction-origination skills.

- Sound credit analysis and risk-assessment capabilities.

- Strong negotiation, communication and stakeholder-management skills.

- Ability to work collaboratively with product, credit, legal, compliance and global teams.

- Results-oriented approach with a focus on sustainable business growth.