Lender Negotiation Specialist

Lender Negotiation Specialist

Location: Jakarta, with regular travel to lender offices across Jabodetabek and other cities as required

Department: Mediation & Negotiation

Reports to: Risk Manager / Head of Mediation & Negotiation

About the Role

We are seeking an experienced Lender Negotiation Specialist to join the Mediation & Negotiation team of a growing financial services company.

This role will serve as the primary external negotiator with banks, multifinance companies, and digital lending or P2P platforms. The successful candidate will be responsible for securing effective settlement arrangements for customers, including principal reductions, interest waivers, penalty reductions, and manageable repayment timelines.

This is a highly lender-facing and results-oriented position requiring strong negotiation capabilities, an established professional network within Indonesia's lending and collections ecosystem, and the ability to turn negotiation outcomes into actionable data and strategies.

Key Responsibilities

1. Lender Negotiation

• Manage end-to-end settlement negotiations with banks, multifinance companies, digital lenders, and P2P lending platforms on behalf of customers.
• Conduct negotiations primarily by phone to maximize case-handling capacity, while attending in-person meetings for escalated, high-value, or complex cases.
• Negotiate principal reductions, interest waivers, penalty eliminations, and realistic settlement timelines.
• Balance settlement speed with the quality of discounts and terms secured.
• Coordinate with lender collection and recovery teams to manage collection activities and redirect communication through the mediation team.
• Arrange lender visits efficiently by grouping meetings within the same area whenever possible.

2. Lender Relationship Management

• Build, maintain, and expand professional relationships with collection, recovery, and legal representatives across banks, multifinance companies, and digital lending platforms.
• Leverage an existing lender network to support faster and more effective negotiation outcomes.
• Maintain an accurate internal directory of lender contacts and relationship histories.
• Represent the company professionally in all communications and negotiations with lenders.

3. Documentation, Reporting, and Compliance

• Maintain complete and accurate records of every negotiation, including the lender, customer, DPD stage, initial offer, counter-offer, and final settlement outcome.
• Update negotiation progress in the CRM system and internal trackers.
• Prepare weekly reports covering completed settlements, discounts secured, ongoing cases, and key blockers.
• Ensure all settlements are supported by proper documentation and comply with applicable OJK regulations and internal procedures.

4. Negotiation Analysis and Strategy

• Track settlement discount patterns by lender and DPD stage to develop a continuously updated negotiation playbook.
• Analyze each customer's savings capacity and overall debt position across multiple lenders.
• Determine the most effective settlement sequence for customers with multiple outstanding loans.
• Develop phased settlement strategies to help customers become eligible for appropriate follow-on financial solutions as early as possible.
• Identify lender behavior patterns, including potential month-end or quarter-end settlement flexibility.
• Maintain clear Excel, Google Sheets, CRM, or dashboard-based reports that can be used by the wider Mediation, Risk, and Sales teams.

5. Cross-Functional Collaboration

• Work closely with Debt Mediation Consultants to ensure settlement terms align with each customer's financial capacity and expectations.
• Coordinate with the Risk Manager or Head of Mediation & Negotiation on escalations, disputes, and complex multi-lender cases.
• Share lender behavior and settlement insights with relevant internal teams to improve planning and customer conversion strategies.

Requirements

• Minimum 3–5 years of experience in collections, recovery, loan settlement, debt mediation, or a direct lender-negotiation role.
• Established and verifiable professional network within banks, multifinance companies, digital lenders, or P2P lending platforms in Indonesia.
• Demonstrated track record of successfully closing settlements and securing measurable discounts or favorable repayment terms.
• Hands-on experience managing negotiations directly, rather than solely supervising a team.
• Good understanding of Indonesia's unsecured lending industry, collection and recovery processes, DPD stages, and relevant OJK regulations.
• Willing and able to travel regularly to lender offices across Jabodetabek and other cities when required.
• Comfortable managing high-volume phone negotiations and face-to-face lender meetings.
• Proficient in Microsoft Excel or Google Sheets, CRM systems, and internal reporting dashboards.
• Fluent and persuasive communication skills in Bahasa Indonesia.

Key Competencies

• Strong negotiation and settlement-closing skills.
• Excellent relationship-building and stakeholder-management capabilities.
• Strong analytical ability, particularly in identifying lender discount patterns and developing settlement strategies.
• Calm and professional when handling difficult or high-pressure negotiations.
• Effective time management and meeting-planning skills.
• Strong attention to detail in documentation, reporting, and compliance.
• Customer-focused while remaining commercially and risk-aware.

Key Performance Indicators

• Average discount secured per settlement.
• Settlement success rate by lender.
• Average time required to close a settlement.
• Number of negotiations successfully completed each week.
• Efficiency of phone-based negotiations compared with in-person visits.
• Effectiveness of settlement sequencing for multi-lender cases.
• Accuracy and timeliness of negotiation records and weekly reports.
• Quality and usability of lender discount and DPD-stage analysis.