ANALISIS STRATEGI ACCOUNT OFFICER DALAM MENINGKATKAN PEMBIAYAAN MURABAHAH DI PT. BPRS JAM GADANG PERSERODA

Abstrak

Penelitian ini bertujuan untuk menganalisis strategi Account Officer dalam meningkatkan pembiayaan murabahah, pelaksanaan monitoring dan pengawasan pembiayaan, serta hambatan yang dihadapi di PT. BPRS Jam Gadang Perseroda. Penelitian menggunakan pendekatan kualitatif dengan metode deskriptif. Data diperoleh melalui observasi, wawancara, dan dokumentasi, kemudian dianalisis menggunakan model Miles dan Huberman yang meliputi reduksi data, penyajian data, dan penarikan kesimpulan. Hasil penelitian menunjukkan bahwa strategi Account Officer dilakukan melalui pendekatan personal (personal selling), edukasi kepada masyarakat, penerapan analisis pembiayaan berdasarkan prinsip 5C, serta membangun hubungan baik dengan nasabah. Monitoring dan pengawasan dilaksanakan melalui kunjungan langsung, komunikasi secara berkala, serta pemantauan perkembangan usaha dan pembayaran angsuran. Adapun hambatan yang dihadapi meliputi kondisi ekonomi masyarakat yang tidak stabil, rendahnya pemahaman masyarakat mengenai pembiayaan syariah, persaingan dengan lembaga keuangan lain, dan risiko pembiayaan bermasalah. Penelitian ini menyimpulkan bahwa strategi yang diterapkan Account Officer berkontribusi dalam meningkatkan pembiayaan murabahah sekaligus menjaga kualitas pembiayaan melalui penerapan prinsip kehati-hatian dan monitoring yang berkelanjutan.

This study aims to analyze the Account Officer's strategy in increasing murabahah financing, the implementation of financing monitoring and supervision, and the obstacles encountered at PT. BPRS Jam Gadang Perseroda. The study used a qualitative approach with descriptive methods. Data were obtained through observation, interviews, and documentation, then analyzed using the Miles and Huberman model, which includes data reduction, data presentation, and conclusion drawing. The results indicate that the Account Officer's strategy involves a personal approach (personal selling), community education, the application of financing analysis based on the 5C principle, and building good relationships with customers. Monitoring and supervision are carried out through direct visits, regular communication, and monitoring business development and installment payments. Obstacles encountered include unstable economic conditions in the community, low public understanding of Islamic financing, competition with other financial institutions, and the risk of problematic financing. This study concludes that the strategies implemented by Account Officers contribute to increasing murabahah financing while maintaining financing quality through the application of prudential principles and continuous monitoring.