Sales Officers at a Financial Institution

Department: Sales & Business Development
Reports To: Sales Manager / Head of Business Development

Job Summary

The Sales and Business Development Officer is responsible for identifying new business opportunities, acquiring quality customers, marketing the company's financial products, growing the loan portfolio, and maintaining strong customer relationships while ensuring that all loans disbursed under their portfolio are repaid as agreed. The officer is expected to meet monthly sales and collection targets while maintaining a healthy loan portfolio.

Key Responsibilities

Business Development

• Identify and acquire new individual and corporate customers.
• Generate quality loan applications through direct marketing and referrals.
• Develop and implement sales strategies to achieve business growth.
• Build and maintain relationships with clients, business associations, market groups, and organizations.
• Conduct field marketing, presentations, and business visits.

Sales

• Market all company loan products and services.
• Meet or exceed monthly loan disbursement targets.
• Cross-sell other company products and services.
• Prepare and submit loan applications for approval.
• Ensure all customer documentation is complete and accurate.

Customer Relationship Management

• Build long-term relationships with customers.
• Provide excellent customer service before and after loan disbursement.
• Resolve customer complaints promptly.
• Maintain regular communication with customers.

Portfolio Quality & Collections

• Monitor customers to ensure timely loan repayment.
• Follow up on overdue accounts immediately.
• Maintain portfolio quality within the company's acceptable Non-Performing Loan (NPL) threshold.
• Visit delinquent customers when necessary.
• Work with the Recovery Department on difficult recovery cases.

Reporting

• Submit daily, weekly, and monthly sales reports.
• Maintain accurate customer records.
• Update the CRM/database regularly.
• Prepare activity reports and pipeline reports.

Compliance

• Adhere to company policies and lending procedures.
• Ensure Know Your Customer (KYC) and Anti-Money Laundering (AML) requirements are met.
• Maintain confidentiality of customer information.
• Comply with regulatory requirements.

Key Performance Indicators (KPIs)

• Monthly loan disbursement target achieved.
• Number of new customers acquired.
• Value of loans disbursed.
• Loan portfolio growth.
• Portfolio at Risk (PAR).
• Non-Performing Loan (NPL) ratio.
• Collection efficiency.
• Customer retention rate.
• Number of business visits completed.
• Conversion rate from leads to customers.
• Revenue generated.
• Customer satisfaction rating.

Qualifications

• Bachelor's Degree or HND in Business Administration, Marketing, Economics, Finance, Banking, or a related field.
• Minimum of 2–3 years of experience in sales, business development, or financial services (microfinance experience is an advantage).
• Professional certifications are an added advantage.

Skills and Competencies

• Strong sales and negotiation skills.
• Excellent communication and interpersonal skills.
• Business development and networking ability.
• Customer relationship management.
• Credit appraisal knowledge.
• Collection and recovery skills.
• Analytical and problem-solving ability.
• Strong presentation skills.
• Time management and organization.
• Ability to work under pressure and meet targets.
• Microsoft Office proficiency (Excel, Word, PowerPoint).