1 FINCA L ATIN A MERICA L OAN O FFICER C AREER D EVELOPMENT P LAN FINCA L ATIN A MERICA L OAN O FFICER C AREER D EVELOPMENT P LAN version 2.0 – July 2012

2 W HAT ARE THE MAIN COMPONENTS OF THE LO C AREER D EVELOPMENT P LAN ? FINCA LA Loan Officer Career Development Plan Apprentice Sourcing & Selection Sub-System Job Description per LO Level Certification & Eligibility Sub-System Salary Sub- System Training Courses per LO Level Performance Management Sub-System 2

3 Apprentice Loan Officer Junior Loan Officer Loan Officer Trainer Loan Officer Senior Loan Officer 3 G ENERIC C AREER D EVELOPMENT P LAN S TRUCTURE

4 5 Levels of Job Performance Competency 4 G ENERIC C AREER D EVELOPMENT P LAN S TRUCTURE

5 5 5 L EVELS OF C OMPETENCY (J ACOBS & W ASHINGTON, 2003) VERSUS FINCA LA L OAN O FFICER D EVELOPMENT P LAN (2012) # Nivel de Competencia Profesional Descripción Nivel dentro del Plan de Carrera 1 N OVATO N OVICE Literally, one who is new to a work situation. There is often some but minimal exposure to the work beforehand. As a result, the individual lacks the knowledge and skills necessary to meet the requirements set to adequately perform the work. A PPRENTICE LO 2 E SPECIALISTA S PECIALIST One who can reliably perform specific units of work unsupervised. But the range of work is limited to the most routine ones. Often it is necessary to coach individuals at this level to help them use the most appropriate behaviors. J UNIOR LO 3 E SPECIALISTA E XPERIMENTADO E XPERIENCED S PECIALIST One who can perform specific units of work and who has performed that work repeatedly. As a result, the individual can perform the work with ease and skill. It is possible to remain at this level for an extended period of time. LO 4 E XPERTO E XPERT One who has the knowledge and experience to meet and often exceeds the requirements of performing a particular unit of work. The individual is respected by others and highly regarded by peers because of his or her consummate skills, or expertise. The individual can use this ability to deal with routine and non-routine cases, with an economy of effort. T RAINER LO 5M AESTRO M ASTER One who is regarded as "the" expert among experts or the "real" expert among all employees. He or she is among the elite group whose judgments are looked upon to set the standard and ideals for others. S ENIOR LO G ENERIC C AREER D EVELOPMENT P LAN S TRUCTURE

6 6 Eligibility Criteria C ERTIFICATION AND E LIGIBILITY

7 7 D ESCRIPCIÓN DEL N IVEL # Nivel dentro del Plan de Carrera Característica Distintiva por Nivel 1 O D C - A PRENDIZ Se dedica solamente a aprender, a adquirir conocimientos y destrezas, a absorber cómo llevar a cabo las tareas y actividades del cargo, a orientarse en su nuevo y desconocido cargo, etc. No gestiona ni heredera cartera. 2 O D C – J ÚNIOR Se dedica a generar un determinado volumen de cartera crediticia dentro de un tiempo limitado; se involucra en el CC solo para defender sus propios casos, desembolsa por lo general montos de crédito menos elevados y lleva a cabo las fases del ciclo crediticio por lo general más lentamente, etc. 3 ODCODC Se dedica a desembolsar montos más elevados, participa en el CC de manera activa, se le exige que acompañe a los Júniores en actividades de cobranza, etc. 4 O D C - F ORMADOR Se dedica a mantener el máximo de la cartera crediticia requerida y a formar con frecuencia a aprendices en el puesto de trabajo y en el aula de capacitación. 5 O D C - S ENIOR Se dedica a remplazar al jefe de equipo/supervisor de equipo siempre que este esté ausente por enfermedad, promoción, reuniones, etc. Es el hermano grande de la familia siempre que el supervisor de equipo (el papa) esté fuera de la casa. J OB D ESCRIPTIONS PER LO L EVEL

8 8 A PPRENTICE LO S OURCING AND S ELECTION ?

9 9 B ASE S ALARY S UB -S YSTEM LevelStarting Base Salary (USD)Ranges (USD) Apprentice Loan Officer100 USD 120 USD 140 USD 160 USD Junior Loan Officer180 USD 200 USD 220 USD 240 USD Loan Officer260 USD 280 USD 300 USD 320 USD Trainer Loan Officer340 USD 360 USD 380 USD 400 USD Senior Loan Officer420 USD 440 USD 460 USD 480 USD

10 10 1. ALODP 2. JLODP 3. LODP 4. TLODP 5. SLODP LODP = Loan Officer Development Program T RAINING C URRICULUM PER LO L EVEL

11 FINCA L ATIN A MERICA L OAN O FFICER C AREER D EVELOPMENT P LAN FINCA L ATIN A MERICA L OAN O FFICER C AREER D EVELOPMENT P LAN T HANK YOU ! version 2.0 – July 2012