Lender Negotiation Specialist
Job Description
1. Direct Lender Negotiation
Experience (Mandatory)
- Conduct end-to-end negotiations with digital lenders, P2P/pinjol platforms, multi-finance companies, and banks on behalf of enrolled customers — in person at the lender's office or by phone/call
- Default to call-based negotiation wherever possible to maximize the number of cases handled per day; reserve in-person visits for cases that genuinely require a face-to-face meeting (e.g., first-time engagement with a new lender, high-value settlements, or escalations)
- When visits are necessary, batch multiple lender meetings within the same area/trip to minimize time lost to travel
- Negotiate principal reductions, interest waivers, penalty eliminations, and realistic settlement timelines
- Close settlements as quickly as possible without sacrificing discount quality — speed and discount size are both measured
- Engage lender collection/recovery teams that are pressuring customers directly: explain the FLIN Mediasi Utang Program, request a pause or moderation of collection activity, and redirect further communication through FLIN
- Build, maintain, and continuously expand personal relationships with collections/recovery contacts at banks, multi-finance companies, and pinjol/P2P platforms across Indonesia
- Maintain an internal lender contact directory so relationships are documented and not solely held by one individual
- Act as FLIN's primary external representative in dealings with lenders collection and legal teams
- Maintain accurate, up-to-date records of every negotiation — lender, customer, DPD stage at time of negotiation, offer, counter-offer, and final outcome — in the CRM and Internal Trackers
- Prepare and submit a weekly negotiation report to the Risk Manager / Head of Mediation & Negotiation, covering deals closed, discounts secured, in-progress cases, and blockers
- Ensure every settlement is documented in a legally binding, OJK-compliant agreement before it is closed
- Track and analyze, by lender, the discount levels typically offered at each DPD (Days Past Due) stage — building a living playbook of who gives what, when
- Track each customer's savings plan progress against their multi-lender debt position
- Use this data to determine the optimal settlement sequence in multi-lender cases — i.e., which lender to approach first, second, and so on to make the most of available savings
- Design phased settlement plans that sequence pay-offs specifically to unlock the customer's Dana Talangan eligibility as early as possible
- Identify patterns in lender behavior (e.g., month-end or quarter-end flexibility, portfolio sale timing) and adjust negotiation timing and strategy accordingly
- Maintain simple dashboards/trackers (Excel or CRM-based) so this data is visible to and reusable by the wider Mediation & Negotiation and Sales teams
- Work closely with Debt Mediation Consultants to align negotiated settlement terms with each customer's actual savings capacity and expectations
- Coordinate with the Risk Manager / Head of Mediation & Negotiation on escalations, disputed cases, and complex multi-lender situations
- Share lender-behavior insights with Sales and Product teams to improve Dana Talangan conversion forecasting
Experience (Mandatory)
- 3–5 years of experience in collections, recovery, loan settlement, or a direct lender-negotiation role
- Established, verifiable personal network with pinjol/P2P platforms, multi-finance companies, and banks in Indonesia — this is a mandatory requirement, not a preference
- Demonstrated, measurable track record of closing settlements and securing discounts with lenders
- Comfortable with frequent travel to lender offices as well as high-volume phone-based negotiation
- Working knowledge of the Indonesian unsecured lending landscape, OJK regulations, and the lender recovery/collections lifecycle
- Very strong negotiation skills: able to secure the best possible discount, fast, under real time pressure
- Relationship management: builds genuine, trust-based relationships with lender contacts that hold up over repeated negotiations
- Strong analytical mindset: comfortable building and reading data on lender-wise discount patterns by DPD stage, and using it to plan settlement sequencing — this is a core requirement for this role, not a nice-to-have
- Composure under pressure: manages aggressive or adversarial lender behavior calmly and professionally, while protecting the customer's interests
- Time management: plans visit schedules efficiently, batches meetings, and knows when a call is enough — directly addressing the team's current bandwidth constraints
- Communication: fluent, persuasive communicator in Bahasa Indonesia; able to clearly explain the FLIN Mediasi Utang Program and Dana Talangan (if needed) to the lender staff
- Tools: Excel/Google Sheets, CRM applications, and internal dashboards
More Info
Key Skills
About Company
Skills:
Collection Recovery, Understanding of the Indonesian lending and collection ecosystem, Loan Settlement, Remedial Debt Settlement, Direct negotiation with lenders