Job Description Leasing Relationship Manager

Designation: Relationship Manager - Equipment Leasing

Department: Business Development / Leasing

Reporting To: Head - Leasing / Business Head

Area: India

Base Location: Mumbai/ Kolkata

Role Purpose:

Responsible for developing and managing customer relationships for equipment leasing, identifying new leasing opportunities, structuring transactions, coordinating credit and documentation, and ensuring smooth execution and ongoing management of the leasing portfolio.

Key Responsibilities:

1. Business Development:

- Identify and develop new customers requiring equipment financing/leasing.

- Generate leasing opportunities across sectors such as infrastructure, mining, manufacturing, healthcare, IT, logistics and other asset-intensive industries.

- Build relationships with corporates, promoters, CFOs, procurement teams, OEMs and equipment dealers.

- Develop the leasing pipeline and achieve business/revenue targets.

2. Relationship Management:

- Manage existing customer relationships and understand their equipment financing requirements.

- Act as the single point of contact for customers throughout the leasing lifecycle.

- Identify cross-selling and repeat leasing opportunities.

- Maintain strong relationships with OEMs, dealers, brokers and other business partners.

- Market expansion.

3. Transaction Structuring:

- Understand customer requirements and propose appropriate leasing structures, including:

1. Operating Lease

2. Finance Lease

3. Sale & Leaseback

4. Structured Lease

5. Equipment refinancing

- Coordinate with credit, risk, legal and finance teams for transaction evaluation and approval.

- Support preparation of term sheets and commercial proposals.

4. Documentation & Execution:

- Coordinate KYC, financial information, asset documents, insurance and other required documentation.

- Ensure execution of lease agreements, purchase documents, security documents and related contracts.

- Coordinate with OEMs/vendors for equipment procurement and delivery.

- Ensure timely disbursement and commencement of lease rentals.

5. Portfolio Management:

- Monitor leased assets, rental schedules and customer obligations.

- Track collections and overdue rentals and coordinate with customers for timely payments.

- Support asset inspection, insurance renewal and compliance requirements.

- Coordinate lease renewals, extensions, buyouts and closures.

6. Market Development:

- Track equipment leasing trends, competitor offerings, interest rates and market opportunities.

- Develop relationships with OEMs and equipment manufacturers to create vendor-led leasing programs.

- Identify emerging sectors and asset classes suitable for leasing.

Key Performance Indicators (KPIs):

- New leasing business generated

- Total lease portfolio managed

- Revenue / NII generated

- Number and value of new relationships

- Customer retention and repeat business

- Collection efficiency

- Portfolio delinquency / overdue levels

- Transaction turnaround time

- Profitability / IRR of transactions

- OEM and channel partnerships developed

Ideal Candidate Profile:

- Experience: 5 - years in equipment leasing, NBFC, banking, corporate finance or asset finance.

- Strong understanding of leasing, asset finance and structured financing.

- Experience in managing corporate relationships and B2B sales.

- Good financial analysis and credit assessment skills.

- Strong negotiation, communication and relationship-management capabilities.

- Existing relationships with corporates, OEMs/dealers and equipment-intensive businesses would be an advantage.