Scaling Consumer Lending: Building a Mortgage Business from Zero to Billions
Client
Sinarmas
Overview
This is the project of leading the strategy, development, and execution of a multi-product consumer lending portfolio—focused on mortgage, personal loan, car loan, and multi-purpose loan offerings.
With full accountability over product, sales, customer experience, policy, compliance, and risk, the goal was to build a profitable and scalable lending business from the ground up. The primary highlight was launching a new mortgage product line in collaboration with Sinarmas Land, supported by a lean team and custom-built loan system.
Impact
Successfully grew the mortgage portfolio from zero to IDR 120 billion within 1 year, with a focused product offering and only 3 sales teams (15 people).
Spearheaded the development and launch of a custom mortgage loan system, built from scratch and fully operational within the same year.
Established a strong foundation for ongoing expansion across consumer lending products, while maintaining compliance and risk management.
Approach
End-to-End Ownership: Led the full spectrum from strategy and product design to execution and operations—ensuring product-market fit and alignment with business goals.
Lean Execution: Focused on speed and focus—deploying small but capable sales teams while building digital infrastructure in parallel.
Strategic Partnerships: Collaborated closely with Sinarmas Land to create a dedicated mortgage product tailored to property sales and buyer needs.
Risk-Aware Growth: Balanced aggressive portfolio targets with prudent policy design and regulatory compliance.
Process
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