Lender Negotiation Specialist

FLIN; Jakarta Pusat; On-site; IDR 180,000,000 - 300,000,000; Full time

Job summary

FLIN in Jakarta is seeking an experienced negotiation specialist to manage end-to-end settlements with digital lenders, banks, and multi-finance partners. You will prioritize call-based negotiations, schedule in-person meetings only when necessary, and optimize travel by batching lender visits.

Candidates should have a proven track record closing settlements, strong relationship networks across Indonesia, and fluency in Bahasa Indonesia.

Qualifications

• 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.
• 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 lender recovery/collections lifecycle.

Responsibilities

• Negotiate end-to-end with digital lenders, P2P/pinjol platforms, multi-finance companies, and banks for enrolled customers.
• Prioritize call-based negotiations; reserve in-person visits for high-value or escalated cases.
• Batch meetings by area to minimize travel time and maximize daily cases.
• Maintain records of negotiations, offers, counter-offers, and outcomes in CRM/trackers.
• Coordinate with risk and sales teams; provide insights to improve settlement outcomes.

Skills

Negotiation

Relationship building

Data analysis

Time management

Communication

Lender network

Tools

Excel/Google Sheets

CRM systems

Dashboards

Job description

• 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

1. Direct Lender Negotiation

• 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

2. Lender Relationships & Network

• 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

3. Records, Reporting & Compliance

• 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

4. Analytical & Strategic Negotiation Planning

• 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

5. Cross-Team Collaboration

• 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

Candidate Profile

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

Skills & Competencies

• 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