HEAD OF MSME FINANCING (BUSINESS DEVELOPMENT)

ABOUT US

Fingular is a Malaysian fintech, part of an international group operating in several markets. We are launching a new business line for micro, small and medium enterprises (MSMEs), starting with Shariah-compliant working capital financing: small amounts, short tenors, fast decisions and high approvals. Our focus is the businesses that banks underserve: micro and small merchants and traders that need cash flow support.

THE ROLE

You will be the first commercial leader of this business line and will run it as its owner. Together with our Product and Risk teams you will decide whom we serve, through which channels, and at what level of risk. You will bring back what you learn in the market and turn it into product changes, which our in-house IT team can ship quickly.

For the first 12 months the role is hands-on: you will personally open partnerships and close the first deals. As the business grows, you will build and lead a team.

WHAT YOU WILL DO

Customer segments and product

- Define target customer segments and their financing needs, together with Product and Risk.

- Collect structured feedback from customers and partners, and turn it into concrete product changes (limits, tenors, pricing, eligibility, application journey).

- Track competitor offerings (digital banks, fintech lenders, etc.) and keep our proposition competitive.

Channels and partnerships

- Design the go-to-market plan: identify and prioritise acquisition channels, e.g. payment and merchant acquirers, marketplaces and e-commerce platforms, POS and business software providers, distributors and supply-chain anchors, trade associations, MSME agencies and so on.

- Negotiate and manage partnerships end to end: commercial model, integration, launch, and ongoing performance.

- Build direct sales and referral channels where they make economic sense.

Once initial go-to-market is solved: sales plan and P&L

- Set and deliver the annual sales plan: disbursements, active customers, portfolio size and revenue, broken down by channel.

- Own the business-line P&L (gross margin), including acquisition cost per customer, pricing and unit economics, together with Finance.

Portfolio risk

- Agree risk appetite, eligibility criteria and limits with the Risk team, and keep the portfolio within the agreed loss and delinquency targets.

- Make sure every channel brings in customers who fit the credit policy, and use early-warning and collections data to adjust targeting.

- Ensure sales practices meet Shariah, regulatory and fair-treatment requirements.

Team

- Hire and lead a team of business development / partnership managers as volumes grow.

WHAT SUCCESS LOOKS LIKE IN THE FIRST 12 MONTHS

- At least 3 channel partnerships signed and live

- At least RM 40M disbursed and 4K active customers

- Portfolio within agreed risk thresholds

WHAT YOU BRING

- 10+ years in business development, sales or partnerships in MSME/SME financing, ideally in digital fintech lending.

- Hands-on experience with small-ticket, short-tenor working capital products (e.g. micro-financing, merchant or revenue-based financing, invoice or trade financing, credit lines for small businesses).

- A track record of meeting sales or P&L targets. Please show figures in your CV.

- Experience launching a product or reshaping one based on market feedback.

- Good understanding of how acquisition choices affect delinquency and losses.

- A strong network across the Malaysian MSME ecosystem: potential channel partners, associations and agencies.

- Fluency in English and Bahasa Malaysia.

WHAT WE OFFER

- The chance to build a business line from scratch, with real ownership.

- International exposure through a group operating in several markets.

- An in-house IT team, so ideas reach production in weeks, not quarters.

- A competitive package: base salary plus a performance incentive tied to business-line results.