Client Relationship Officers at FINCA Zambia

Focuses on developing, managing and maintaining a high-quality savings and loan portfolio and on reaching the maximum portfolio caseload for his/her credit product.The CRO participates actively on arrears committees.

The CRO provides, according to FINCA’s mission, financial services to lowest-income entrepreneurs, reaches out to potential clients and provides savings and loans to qualifying prospects. The CRO manages the savings and loan accounts by closely monitoring repayment behaviors and client’s socio-economic situation. The CRO maintains a high-quality savings and loan portfolio and manages its sound growth based on performance targets and detailed working plans. The CRO is responsible for overall management of his/her portfolio in between savings and loans.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Strategic Plan: Partner with Client Relationship Supervisor to develop weekly and monthly action plans with regard to client mobilization and individual performance goals.
Market studies: Maintain a good knowledge of his/her assigned market area and understanding of clients’ needs and competing products. Research and develop new business opportunities within assigned geographical zone. Assist the marketing department in market research and impact studies upon request.

Products/Services: Market all FINCA products and services to potential clients by using promotional tools and mechanisms approved by FINCA’s management.
Loans operations/portfolio management: Responsible for full lending cycle of loan initiation, processing, monitoring and repayment. Select clients, provide detailed products and services information, conduct client evaluation, collect all the necessary documents and check their accuracy, present credit proposals at credit committees, and process loans documentation. Explain to clients all the details of the disbursement and repayment process.

Risk Management: Conduct thorough analysis of each client’s/group’s payment capacity and willingness; evaluate the credit risk before Credit Committee. Actively work on maintaining clients’ repayment willingness.

Loan Recovery: Fully responsible for all collections efforts regarding clients in his/her portfolio; daily monitor clients’ repayment, act immediately on loans in arrears according to lending policy, present all delinquent clients and recommend solutions to arrears committee, implement committee’s decisions. Accompanies and supports Junior Accounts Relationship Officers on recovery visits and actively participates in arrears committees.

Savings Mobilization: Grow the savings portfolio to agreed targets and beyond
Record keeping: Compile credit files and all necessary documents, hand over to back office staff for processing.

Reporting: Prepare and present reports as required by the ARS

Compliance: Ensure that each loan is disbursed in compliance with FINCA lending procedures, policies and methodology at all stages of loan processing.

Leave management; Ensure that leave is taken annually for a total of not less than 25 days

JOB REQUIREMENTS

EDUCATION AND EXPERIENCE

• College Diploma in Banking and Finance, Business Administration, Economics or any other relevant Business Related Diploma
• Experience as a Sales and Marketing
• Working in a client-facing sales role, in educational profession is highly desired.
• Basic mathematics and analytical skills required, writing, reading and comprehension skills, attention to details.
• Strong customer orientation.

LANGUAGE SKILLS

• English and any local language

KEY PERFORMANCE AREAS

• Client numbers
• PAR
• Portfolio
• Marketing
• Customer Service

.