Regional Head, Federal Business

Requirements

• MBA/ MSC/ BSc in Business Administration, Marketing, Finance, or a related field.
  
• Minimum of 8 years' relevant experience, including at least 5 years leading commercial sales teams, in sales/business development and 3 years in a regional or multi-location leadership role within banking, consumer lending, or financial inclusion.
  
• Proven experience managing Federal Government salary-backed loan products, including customer acquisition, loan origination, portfolio management, and collections oversight.
  
• Demonstrated success in leading geographically dispersed sales teams and consistently achieving disbursement, revenue, and portfolio quality targets.
  
• Strong experience engaging with Federal Ministries, Departments and Agencies (MDAs) and working within the IPPIS ecosystem to drive business growth and support loan processing and recovery.
  

Regional Commercial Performance

• Own and deliver the region's monthly, quarterly and annual disbursement targets — both in value and volume.
  
• Manage the regional loan book health including NPL ratio, portfolio quality, and yield performance. Maintain NPL within CDL's approved threshold.
  
• Translate and cascade strategy into state-level and hub-level execution plans with clear ownership and milestones for each Business Development Lead.
  
• Monitor the daily and weekly performance dashboard across all states in the region. Escalate underperformance within 24 hours and deploy targeted interventions before month-end.
  

New-to-Bank (NTB) Customer Acquisition

• Own the NTB growth drive for the region.
  
• Oversee dormant account reactivations, maintaining an active pipeline of high value untapped MDAs and ensuring each is assigned to a specific Business Development Lead with a measurable engagement plan.
  
• Lead employer engagement visits to the largest untapped MDAs in the region (particularly teaching hospitals, federal commissions, and major parastatals). Monitor conversion from employer engagement to active loan origination.
  

Digital Adoption and Channel Management

• Champion digital adoption across the region. Own the regional digital loan origination target progressively growing from current levels toward the required digital mix target.
  
• Drive predictive sales management using performance dashboards.
  
• Monitor channel utilization by hub and by Sales Officer, tracking USSD, WhatsApp, mobile app, and web origination separately. Identify where specific channels are underperforming and drive targeted interventions.
  

Team Leadership, Coaching and Capacity Building

• Lead, develop and performance-manage the Business Development Leads within the region. Each BDL should have a clear 90-day development plan, a weekly performance covenant, and structured monthly coaching sessions from the Regional Head.
  
• Conduct weekly regional review sessions with all BDLs; reviewing lead measures, resolving blockers, and calibrating the execution plan. These sessions are non-negotiable and should not be delegated.
  
• Drive a culture of accountability, customer focus, and digital-first behaviour across every hub in the region. Model the leadership behaviour expected of BDLs and Team Leads.
  

Stakeholder and Employer Relationship Management

• Manage relationships with state-level IPPIS desks, federal pay offices, and relevant government contacts to ensure smooth salary deduction processing and resolution of any payroll-related loan recovery issues.
  
• Coordinate with CDL's credit, operations, and compliance teams to resolve any employer-specific issues (salary delays, IPPIS upload errors, coverage disputes) within agreed service timelines.
  

Market Intelligence and Strategic Feedback

• Serve as the primary intelligence relay between the field and the Vertical Head. Submit a structured monthly Regional Intelligence Report covering competitor activity, MDA-specific changes (new MDAs, closures, employer problems), salary payment delays, regulatory changes, and market sentiment.
  
• Monitor competitor movements in the region around pricing, product, or distribution changes that require a Credit Direct response e.t.c