Loans Solution Manager - Vehicle Dealers

Responsibilities:

This position will fall within the lending organization, which is defined here.

Overall: The Loans solution manager for Vehicle Dealers will be responsible for product and business development for loans offered via Vehicle providers, especially 3-wheelers. This will include the likes of:

• Bajaj Finserv

• EMCOR

• Motorcentral

Netbank typically only accepts these loans through either a Risk Sharing approach or a First Loss Default Agreement - so most of these clients will be under this type of relationship.

The steps in loan product and solutions development will be:

• Definition of credit risk assessment for Vehicle Dealers

• Definition of KYC requirements and process flows

• Negotiation of commercial arrangements

• Negotiation of legal arrangements

• Support through the onboarding process, including integration with APIs (if applicable). Support to the technical API team (if applicable).

• Understanding of the repayment processes and assurance that adequate controls are in place

The steps in partner development will be:

• Build relationships with the senior staff within the lender to provide assurance on Netbanks lending capacity and onboarding efficiency.

• Describe the process in simple terms, to provide confidence that Netbank will complete the process

• Define a simple onboarding process

• Manage the onboarding process, to move the partner through the process of commercial agreement, legal agreement, technical integration.

The steps in partner optimisation will be:

• Identify product enhancements which ensure we meet the full needs of our end clients around lending products.

• Monitor exposures and ensure credit limits are adhered to (with loans accounting team)

• Ensure any issues in onboarding / process review, etc. are addressed.

The steps in marketing will be:

• Setting up campaigns, which will generate regular inbound requests
• Setting up press releases and blogs
• Deepen awareness of the expansion path - nature of the dealers

As with all solutions providers, the position holder will need to:

• Deeply understand client needs for the proposed services and identify ways that Netbank can provide a product significantly better than the competition

• Implement the product to achieve this differentiation, including ensuring the technical system capabilities can meet client requirement

• Managing a highly professional sales and on-boarding process, which responds at the speed that Fintech demand, keeps partners fully informed through the implementation process.

• Identify additional services which clients need and propose these to clients. Identify product gaps and identify technical partnerships and technology solutions that allow us to offer these services.

Metrics to monitor

• Number of new partners signed up

• Revenue generated within vehicle lending

• Number of new products offered relevant for these partners

Required skills and qualifications

• Industry awareness

• Knowledge of consumer lending

• Preferably, knowledge of structured loan products / channeling

• Enjoy sales process

• Confidence to proactively contact new clients

• Empathy to understand needs of organizations

• Creativity to identify best banking solutions

• Apply existing best practices

• while being aware that existing practices in the Philippines may not be optimal.

• Ability to assess credit risk in partners

• Ability to determine triggers that indicate a higher level of risk in Vehicle (3-wheeler) loans

• Ability to monitor Vehicle lending risk factors, including economic changes, legal changes, etc.

• Commercial awareness

• Relationship building capabilities

• Self-starter, following opportunities

• Desire to move forward with projects and clients

• Finding the fastest way to implement

Initial tasks

• Set-up exposure limit tracking processes

• Identify additional Vehicle dealer partners

• Build relationships with major clients