Job Summary
The Head of Consumer Finance holds end-to-end P&L accountability for AEON Bank's retail financing portfolio, with a primary focus on driving the scaling and healthy performance of Shariah-compliant Personal Financing (PF-i).
To overcome asset deployment drag, the incumbent will serve as the commercial and strategic architect of our retail asset pipeline. This role requires a specialist in Personal Financing who can design, mobilize, and optimize multiple concurrent sales and distribution channels—leveraging internal digital platforms, Direct Sales Agents (DSAs), third-party sales vendors, corporate and institutional partnerships, and the broader AEON retail ecosystem. Crucially, the incumbent must be a commercially rigorous builder who can construct comprehensive financial models, project product-level unit economics, and formulate data-backed business cases to secure management, board, and regulatory approvals for new financing initiatives.
Job Responsibilities
Multi-Channel Distribution & Sales Orchestration
- Active Partner Sourcing: Build, manage, and scale external third-party sales vendors, brokers, and affinity referral networks to maximize out-of-ecosystem customer acquisition.
- Direct Sales Agent (DSA) Management: Establish, train, and structurally govern a high-velocity, mobile-first DSA network across Malaysia to drive proactive face-to-face and local market acquisition.
- Corporate & Institutional Sourcing: Secure and activate high-yield institutional partnerships, with immediate ownership of the programmatic civil service salary-deduction pipeline and administrative schemes.
- Telemarketing & Digital Optimization: Collaborate with internal Telemarketing and Channel Management teams to maximize digital conversion rates on organic app traffic, executing cross-selling playbooks to existing hollow depositor segments.
- Ecosystem Synergies: Partner with group retail and financial affiliates to develop collaborative cross-selling strategies, offering structured financing facilities to qualified, credit-tested consumers within the wider ecosystem footprint.
Strategic Product & Portfolio Ownership
- P&L Management: Own the product strategy and overall profitability of the retail lending book, ensuring optimal margins and sustainable cost-of-acquisition metrics.
- Business Case Formulation & Financial Modeling: Lead the financial modeling, pricing simulations, and profitability forecasting (NPV, ROE, Net Interest Margin impact, and credit cost assumptions) for all new consumer financing products and campaigns. Synthesize these projections into compelling business cases and executive papers for Management Committee (MANCO) and Board-level approvals.
- Evolving & Optimizing Risk-Based Pricing (RBP): Proactively monitor, calibrate, and evolve the bank's existing Risk-Based Pricing (RBP) frameworks over time. Ensure the pricing models are continuously optimized to respond to shifting macroeconomic cycles, portfolio seasoning data, and the highly distinct risk profiles of diverse customer segments (e.g., salaried professionals, civil servants, gig workers, and retail micro-SMEs).
- Product Evolution: Lead the lifecycle enhancement of our PF-i products, safely expanding target tenures, credit limits, and segmentation rules (targeting salaried, civil servants, gig workers, and retail micro-SMEs).
Portfolio Analytics & Underwriting Guardrails
- Credit Pilots & Modelling: Partner with Credit Risk and Analytics teams to design, launch, and monitor controlled Credit Pilots (Test-and-Learn frameworks) to test new behavioral underwriting scorecards under strict exposure caps.
- Active Portfolio Monitoring: Oversee Month-on-Book (MOB) vintage curves to spot credit degradation early, protecting the bank's baseline asset quality targets in line with approved risk appetite thresholds.
Leadership & Regulatory Governance
- Build, mentor, and structurally align the Product, Analytics, and Customer Acquisition pillars within the department to foster a high-performance culture.
- Serve as the main subject matter expert and regulatory contact for Bank Negara Malaysia (BNM) regarding retail credit risk, compliance, and responsible financing practices.
Job Requirements
Education & Professional
- Experience: Bachelor's Degree in Finance, Business, Economics, Mathematics, or a related quantitative field. An MBA or professional banking certifications (e.g., Chartered Banker) is highly advantageous.
- Minimum of 12 years of experience in retail banking, consumer lending, or fintech, with at least 5 years explicitly leading a Personal Financing (PF/PF-i) business unit or department.
Technical & Strategic Skillsets:
- Financial Modeling & Commercial Acumen: Proven mastery in building financial models, simulating pricing scenarios, calculating Cost of Funds (CoF) impact, and projecting lifetime value (LTV) and risk-adjusted returns (RAROC) for consumer asset products.
- Channel Mastery: Deep operational knowledge of managing 3rd party outsourcing agencies, commission structures, DSA governance, and corporate B2B2C referral partnerships in Malaysia.
- Credit Risk & RBP Optimization: Hands-on experience in managing and fine-tuning dynamic pricing engines, scorecard calibration, credit decisioning parameters, and risk-return optimization.
- Shariah Finance Expert: Comprehensive knowledge of Shariah-compliant retail credit frameworks (Commodity Murabahah/Tawarruq architectures).
- Ecosystem Sourcing Mindset: Proven ability to design and automate consumer journeys within pre-existing retail networks or parent company digital platforms.
