Business Development and Relationship Manager - Fintechs at Human Capital Partners (HCP)

The role reports to the Head, Business Development and Relationship Management and will be responsible for the development and implementation of strategies to ensure onboarding of new PFIs (Fin-Techs) and maintaining excellent day-to-day relationships with existing PFIs (Fin-Techs) to achieve organizational goals.

The principal objective of the role is client relationship management, business development, client acquisition, industry analysis, risk monitoring and mitigation.

RESPONSIBILITIES

• Initiate and develop relationships with Financial Technology Companies (Fin-techs) for business growth.
• Manage information flow between PFIs (Fin-techs) and the Bank.
• Monitor and report on the performance of all Fintech’s loan products, schemes and investments managed by the Bank, against monthly/quarterly/annual plans.
• Develop and implement efficient and effective customer service framework/guidelines.
• Identify potential domestic fintech partners based on maturity, market share, and alignment to MSMEs.
• Explore partnership opportunities with targeted fintech(s) including business model and form/terms of capital required.
• Accelerate the feasibility of providing direct lending to MSMEs through a bank digital app/platform and identify potential bank partners.
• Negotiate, execute, and implement partnership agreement(s) with Fin-techs.
• Support multiple Fintech partners post-onboarding including pro-actively engaging, identifying, and tracking any issues for resolution.
• Ensure the framework for serving and Funding the Fin-tech space is updated in line with industry developments to ensure its adaptability to market.
• Provide support for the Fin-techs’ due diligence process by ensuring clear and timely communication to partners for optimal compliance and Risk management outcomes.
• Ensure compliance of on-boarded Fin-techs with the Banks policies and any such policies or regulations that may arise from regulatory partners.
• Responsible for achieving business development targets for the Fintech segment of the market.
• Stay abreast of recent industry trends, identifies market opportunities, and develops customer relevant propositions that drive key measures such as market share, revenue, profit, and brand health.
• Develop and maintain detailed business plans for client projects.
• Conduct regular meetings, provide updated progress reports, and maintain notes & follow up priorities and tasks for effective management/penetration of the Fintech partnerships.
• Work with management in developing timely solutions based on clients’ requirements.
• Conduct business reviews with clients on periodic basis.
• Contact and follows-up on qualified Fin-techs for new opportunities.
• Address customer issues/concerns in accurate and timely manner.
• Work closely with Fin-techs to understand their business needs and to explore opportunities for growth.
• Provide business advice and consultancy to Fin-techs in an effective manner.
• Maintain strong knowledge of Bank’s products, pricing, policies etc, to educate clients on benefits.
• Identify present and future business development opportunities with new and existing Fin-techs.
• Maintain strong relationship with existing Fin-techs for business retention.
• Maintain security and confidentiality of client information.

REQUIREMENTS

• First degree in Economics, Business Administration, Banking and Finance, Accounting, Finance, or any related discipline.
• Minimum of eight (8) years’ experience in a financial institution or development agency of which a least 3 should be with a Fintech or related entity of Fintech unit of a financial institution.
• A professional certificate in ICAN, CIMA, CPA, CIBN or any other related professional certificate.
• Good working knowledge of financial procedures and applications.
• Understanding of banking practice and related policy issues, their implications, and applications.
• Knowledge of credit administration, operations, and management.
• Knowledge of risk management.
• Deep understanding of the Fintech industry and emerging developments/opportunities.
• Excellent organizational and coordination skills.