Business Development & Relationship Manager - Direct Lending at The Development Bank of Nigeria (DBN)

Job Objective and Summary

• Develops and implements strategies to ensure onboarding of new PFIs under the direct lending model and maintains excellent day-to-day relationships with existing ones 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 and Key Result Areas

• Initiates and develops relationships with select Direct Lending (DL) partners for business growth.
• Manages information flow between PFIs (DL Partners) and the Bank.
• Monitors and reports on the performance of all Direct Lending loan products, schemes and investments managed by the Bank, against monthly/quarterly/annual plans.
• Develops and implements efficient and effective customer service framework/guidelines.
• Identify potential domestic DL partners based on maturity, market share, and alignment to MSMEs.
• Work with identified aggregators across different sectors including but not limited to Agribusiness, FMCG, etc to channel funding to MSMEs.
• Explore partnership opportunities with DL entities including business model and form/terms of capital required.
• Accelerate the feasibility of providing direct lending to MSMEs through select impact-based entities with focused presence in our underserved regions.
• Drive increased MSME count achievement of the BDRM portfolio through the DL space with aggressive focus on Youth, Gender, first time access and start ups
• Work with other BDRMS specifically Fintech BDRM to develop app based digital loans (where required) to MSMEs through identified DL entities.
• Negotiate, execute and implement partnership agreement(s) with DL partners.
• Support multiple DL partners post-onboarding including pro-active engagement, identifying, and tracking any issues for resolution.
• Ensure the framework for serving and Funding the Direct Lending space is updated in line with industry developments to ensure its adaptability to market
• Provide support for due diligence process by ensuring clear and timely communication to DL partners for optimal compliance and Risk management outcomes.
• Ensure compliance of on-board DL partners with the Bank’s policies and any such policies or regulations that may arise from regulatory partners.
• Responsible for achieving business development targets for DL space.
• Stays 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.
• Develops and maintains 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 DL partnerships.
• Works with management in developing timely solutions based on clients’ requirements.
• Conducts business reviews with clients on periodic basis.
• Contacts and follows-up on qualified lead to new opportunities.
• Addresses customer issues/concerns in an accurate and timely manner.
• Works closely with DL partners to understand their business needs and to explore opportunities for growth.
• Provides business advice and consultancy in an effective manner.
• Maintains strong knowledge of the Bank’s products, pricing, policies etc., to educate clients on benefits.
• Identifies present and future business development opportunities with new and existing DL partners.
• Maintains strong relationship with existing DL partners for business retention.
• Maintains security and confidentiality of client information.

Key Performance Indicators

• Contribution to Bank's PBT
• Non-Performing Loan Ratio
• Volume of new loans disbursed under the DL proposition.
• Total count of loans disbursed to DL partners.
• Number/percentage of first-time accessors of Bank loan.
• The number of new DL partners onboarded and disbursed to.
• The total number of partners disbursed within the year.
• Number of MSMEs/End borrowers reached.
• Gender Empowerment (percentage of total MSMEs impacted that are female owned)
• Youth Empowerment (percentage of total MSMEs impacted that are owned by Youth - aged 35 years and below)
• Total disbursement to Start-up businesses.
• Number of errors detected on the Activity Reports to Management
• Cycle time to evaluate requests received.
• Promptness in submitting acceptable monthly report.
• Rate of non-compliance with operational guidelines observed by auditors.
• Number of complaints from external customers
• Number of administrative lapses observed.
• Quality of reports produced

Qualifications
Educational Qualifications:

• A Bachelor’s Degree in Economics, Business Administration, Banking and Finance, Accounting, Finance and Administration or any related field
• A post graduate Degree in Business or Development Finance related field or Management is an added advantage.

Professional Qualifications:

• Any professional Membership is an added advantage.

Experience Qualifications:

• Minimum of 5 years work experience in a financial institution/development agency is required.

Competencies
Knowledge:

• 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 financial industry and emerging developments/opportunities.

Technical Competencies:

• Meeting Facilitation skills
• Demonstrates expertise in Budget and cost management.
• Application of P/C productivity tools such as Microsoft Word, Excel, PowerPoint etc.
• Excellent written and oral communications Skills
• Excellent organisational and Coordination skills
• Expertise in formulation and implementation of credit policies and regulations
• Expertise in credit administration/ supervision
• Excellent analytical skills
• Expertise in credit analysis and appraisal
• Expertise in loans administration / account management.

Behavioural Competencies:

• Strategic orientation
• Teamwork
• Motivation
• Results orientation
• Interpersonal relationship Ability
• Action planning
• Creativity/Innovation
• Responsiveness
• Sound managerial and leadership ability.
• Excellent Administrative ability.