Job Summary
The regional head, federal business will be responsible for driving profitable regional growth within the Federal Business vertical through loan portfolio expansion, customer acquisition, digital adoption, portfolio quality management, sales team leadership, and stakeholder engagement, talent development and market intelligence while embedding Credit Direct’s 6E Leadership Behaviours across the Federal business ecosystem. The role owns the commercial performance of the region, translating Credit Direct's corporate strategy into disciplined execution across states and hubs while ensuring superior customer experience, strong portfolio quality, operational excellence, regulatory compliance and profitable growth.
Job Details
Regional Commercial Performance
- Own and deliver the region's monthly, quarterly and annual disbursement targets — both in value and volume.
- Manage the regional loan book health including NPL ratio, portfolio quality, and yield performance. Maintain NPL within CDL's approved threshold.
- Translate and cascade strategy into state-level and hub-level execution plans with clear ownership and milestones for each Business Development Lead.
- Monitor the daily and weekly performance dashboard across all states in the region. Escalate underperformance within 24 hours and deploy targeted interventions before month-end.
- Own the region's revenue-per-Sales-Officer metric. Identify and resolve productivity gaps across individual hubs and states.
New-to-Bank (NTB) Customer Acquisition
- Own the NTB growth drive for the region.
- Oversee dormant account reactivations, maintaining an active pipeline of high value untapped MDAs and ensuring each is assigned to a specific Business Development Lead with a measurable engagement plan.
- Lead employer engagement visits to the largest untapped MDAs in the region (particularly teaching hospitals, federal commissions, and major parastatals). Monitor conversion from employer engagement to active loan origination.
- Track NTB volume as a percentage of total regional disbursements
Digital Adoption and Channel Management
- Champion digital adoption across the region. Own the regional digital loan origination target progressively growing from current levels toward the required digital mix target.
- Drive predictive sales management using performance dashboards.
- Monitor channel utilization by hub and by Sales Officer, tracking USSD, WhatsApp, mobile app, and web origination separately. Identify where specific channels are underperforming and drive targeted interventions.
- Ensure every new customer onboarded in the region is guided through Credit Direct’s digital channels from the first interaction. Work with Business Development Leads to embed digital-first behaviour in daily Sales executive routines.
- Report on regional digital origination performance weekly i.e channel mix, conversion rate, and adoption trend.
Team Leadership, Coaching and Capacity Building
- Lead, develop and performance-manage the Business Development Leads within the region. Each BDL should have a clear 90-day development plan, a weekly performance covenant, and structured monthly coaching sessions from the Regional Head.
- Conduct weekly regional review sessions with all BDLs; reviewing lead measures, resolving blockers, and calibrating the execution plan. These sessions are non-negotiable and should not be delegated.
- Drive a culture of accountability, customer focus, and digital-first behaviour across every hub in the region. Model the leadership behaviour expected of BDLs and Team Leads.
Stakeholder and Employer Relationship Management
- Manage relationships with state-level IPPIS desks, federal pay offices, and relevant government contacts to ensure smooth salary deduction processing and resolution of any payroll-related loan recovery issues.
- Coordinate with CDL's credit, operations, and compliance teams to resolve any employer-specific issues (salary delays, IPPIS upload errors, coverage disputes) within agreed service timelines.
Market Intelligence and Strategic Feedback
- Serve as the primary intelligence relay between the field and the Vertical Head. Submit a structured monthly Regional Intelligence Report covering competitor activity, MDA-specific changes (new MDAs, closures, employer problems), salary payment delays, regulatory changes, and market sentiment.
- Monitor competitor movements in the region around pricing, product, or distribution changes that require a Credit Direct response e.t.c
Requirements
- MBA/ MSC/ BSc in Business Administration, Marketing, Finance, or a related field.
- Minimum of 8 years' relevant experience, including at least 5 years leading commercial sales teams, in sales/business development and 3 years in a regional or multi-location leadership role within banking, consumer lending, or financial inclusion.
- Proven experience managing Federal Government salary-backed loan products, including customer acquisition, loan origination, portfolio management, and collections oversight.
- Demonstrated success in leading geographically dispersed sales teams and consistently achieving disbursement, revenue, and portfolio quality targets.
- Strong experience engaging with Federal Ministries, Departments and Agencies (MDAs) and working within the IPPIS ecosystem to drive business growth and support loan processing and recovery.
- Proven ability to translate business strategy into regional execution plans, monitor performance, coach sales leaders, and drive productivity across multiple locations.
- Experience leveraging digital lending channels, CRM systems, and performance analytics to improve customer acquisition, operational efficiency, and sales performance.
- Strong understanding of credit risk management, regulatory requirements, and portfolio quality management within a consumer lending environment.
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