Fresh Jobs at Merchant West

Role Purpose:

• As a New Business Specialist at Merchant West Fleet, you will play a crucial role in driving business growth by identifying and acquiring new clients for our fleet management solutions. You will actively prospect leads through multiple channels, including direct networks, digital platforms, and supplier referrals, while presenting tailored fleet finance solutions to potential customers. This role offers a dynamic sales environment where you will not only meet and exceed sales targets but also build and maintain strong relationships with key industry players such as dealers, OEMs, and third-party suppliers. Additionally, you will oversee the onboarding and implementation phase for new customers, ensuring seamless integration and ongoing fleet management support. With opportunities to contribute to cross-selling strategies and work closely with industry leaders, this position presents an exciting chance for a results-driven sales individual to grow within a leading financial services provider.

Main Accountabilities:

Business Development & Lead Generation

• Identify and prospect new leads for Merchant West Fleet Management products.

Channel Development

• Identify opportunities from other channels to market (direct network, digital platforms, clients and suppliers).

Sales & Client Acquisition

• Present Fleet solutions to prospective customers, ensuring sales targets are achieved or exceeded.

Sales Reporting & Pipeline Management

• Report on prospecting and sales activities.

Credit Proposal Preparation

• Prepare and present quality credit proposals.

Portfolio Growth & Implementation

• Ensure growth of Fleet volumes with newly acquired customers during the take-on and implementation phase of the contract.

Client Relationship Management

Provide ongoing Fleet Management support to newly acquired customers by providing quality reporting and expert advice.

Cross-Selling & Revenue Expansion

• Identify cross-sell opportunities by marketing Merchant West products to prospects and new customers brought on by Merchant West Fleet.

Strategic Partner & Supplier Relationships

• Maintain healthy relationships with dealers, OEMs and third-party suppliers to capitalise on potential business referrals

Qualifications:

• Matric
• Tertiary qualification in finance/related (advantageous)

Experience:

• 5 Years’ experience in Fleet Management, Finance or Motor industry
• 3 years’ experience in new business development with proven track record in achieving targets

Skills:

• Prospecting and lead generation
• Sales pipeline management
• Negotiation techniques
• Financial analysis
• Proposal preparation
• Presentation delivery

Competencies:

• Business development orientation
• Commercial acumen
• Client relationship management
• Strategic opportunity identification
• Influencing and stakeholder engagement
• Results orientation
   

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Role Purpose:

• The Senior Portfolio Manager is responsible for managing and overseeing a portfolio of client facilities by ensuring strong portfolio performance, effective risk management, and high levels of client service. The role involves monitoring client exposures, maintaining ongoing client relationships, and ensuring compliance with Merchant West credit policies and governance frameworks. The Senior Portfolio Manager also provides guidance on complex transactions, supports deal structuring where required, and works closely with internal stakeholders to ensure the long-term sustainability and quality of the portfolio.

Responsibilities:

• Portfolio Management and Performance
• Manage and oversee a portfolio of client facilities to ensure strong financial performance.
• Monitor client exposures, repayment performance, and asset quality within the portfolio.
• Ensure the portfolio performs in line with Merchant West profitability and risk targets.
• Client Relationship Management
• Maintain strong relationships with existing clients to ensure ongoing service excellence.
• Engage with clients to understand business needs and identify additional opportunities.
• Address client queries and manage relationship issues in a timely and professional manner.
• Portfolio Risk Monitoring
• Monitor financial performance of clients and identify potential credit risks.
• Ensure compliance with approved credit terms, covenants, and facility conditions.
• Escalate potential risk concerns and recommend appropriate corrective action.
• Deal Structuring and Transaction Support
• Support business units with the structuring of new or amended transactions within the portfolio.
• Review financial information to assess the impact of restructuring or additional funding requests.
• Provide input on risk mitigation strategies where required.
• Reporting and Portfolio Administration
• Prepare portfolio performance reports and updates for management.
• Maintain accurate client records and portfolio documentation.
• Ensure compliance with internal reporting and monitoring requirements.
• Credit Governance and Compliance
• Ensure adherence to Merchant West credit policies, procedures, and governance frameworks.
• Maintain proper documentation and audit trails for portfolio decisions and actions.
• Support internal audit and compliance requirements related to portfolio management.

Qualifications:

• Bachelor’s degree in Finance, Accounting, Economics, or a related field of Agriculture, with a postgraduate qualification or professional certification in finance, credit, or risk management being advantageous.

Experience:

• 5 - 10 years’ experience in portfolio management, credit, or asset finance relating to agriculture
• 2 – 5 years’ experience in an agriculture finance sales position with a recognised agriculture finance provider (preferred)

Skills:

• Ability to understand farming operations and analyse farming cashflows for reasonability and historical financial statements
• Portfolio management and performance monitoring
• Financial statement analysis and credit risk evaluation
• Deal structuring and transaction assessment
• Client relationship and stakeholder management
• Portfolio reporting and financial analysis
• Credit policy interpretation and application
• Financial modelling and cash flow analysis
• Portfolio systems and financial software utilisation

Competencies:

• Commercial judgement and financial acumen
• Analytical thinking and problem solving
• Decision making and sound risk judgement
• Stakeholder engagement and collaboration
• Negotiation and influencing capability
• Accountability and ownership
• Results orientation and performance focus
• Integrity and governance discipline
   

go to method of application »

Role Purpose:

• The Portfolio Manager is responsible for managing and maintaining a portfolio of client facilities by ensuring strong portfolio performance, effective risk management, and high levels of client service. The role involves monitoring client exposures, maintaining ongoing client relationships, and ensuring compliance with Merchant West credit policies and governance frameworks. The Portfolio Manager works closely with business units to support deal execution, manage risk, and identify opportunities for portfolio growth and optimisation.

Main Accountabilities:

• Portfolio Management and Performance
• Manage and oversee a portfolio of client facilities to ensure strong financial performance.
• Monitor client exposures, repayment performance, and asset quality within the portfolio.
• Ensure the portfolio performs in line with Merchant West profitability and risk targets.
• Client Relationship Management
• Maintain strong relationships with existing clients to ensure ongoing service excellence.
• Engage with clients to understand business needs and identify additional opportunities.
• Address client queries and manage relationship issues in a timely and professional manner.
• Portfolio Risk Monitoring
• Monitor financial performance of clients and identify potential credit risks.
• Ensure compliance with approved credit terms, covenants, and facility conditions.
• Escalate potential risk concerns and recommend appropriate corrective action.
• Deal Structuring and Transaction Support
• Support business units with the structuring of new or amended transactions within the portfolio.
• Review financial information to assess the impact of restructuring or additional funding requests.
• Provide input on risk mitigation strategies where required.
• Reporting and Portfolio Administration
• Prepare portfolio performance reports and updates for management.
• Maintain accurate client records and portfolio documentation.
• Ensure compliance with internal reporting and monitoring requirements.
• Credit Governance and Compliance
• Ensure adherence to Merchant West credit policies, procedures, and governance frameworks.
• Maintain proper documentation and audit trails for portfolio decisions and actions.
• Support internal audit and compliance requirements related to portfolio management.

Qualifications:

• Bachelor’s degree or Diploma in Finance, Accounting, Economics, or a related field, with a postgraduate qualification or professional certification in finance, credit, or risk management being advantageous

Experience:

• 4+ years’ experience in a sales position with a financial background/ solution selling
• Relationships and client/ dealer base within the sector

Skills:

• Portfolio management and performance monitoring
• Financial statement analysis and credit risk evaluation
• Deal structuring and transaction assessment
• Client relationship and stakeholder management
• Portfolio reporting and financial analysis
• Credit policy interpretation and application
• Financial modelling and cash flow analysis
• Portfolio systems and financial software utilisation

Competencies:

• Commercial judgement and financial acumen
• Analytical thinking and problem solving
• Decision making and sound risk judgement
• Stakeholder engagement and collaboration
• Negotiation and influencing capability
• Accountability and ownership
• Results orientation and performance focus
• Integrity and governance discipline
   

go to method of application »

Role Purpose:

• The Portfolio Manager is responsible for managing and maintaining a portfolio of client facilities by ensuring strong portfolio performance, effective risk management, and high levels of client service. The role involves monitoring client exposures, maintaining ongoing client relationships, and ensuring compliance with Merchant West credit policies and governance frameworks. The Portfolio Manager works closely with business units to support deal execution, manage risk, and identify opportunities for portfolio growth and optimisation.

Main Accountabilities:

• Portfolio Management and Performance
• Manage and monitor a portfolio of client facilities to ensure strong financial performance and asset quality.
• Track client exposures, repayment behaviour, and overall portfolio health.
• Ensure portfolio performance aligns with Merchant West risk and profitability targets.
• Client Relationship Management
• Maintain strong relationships with clients to ensure ongoing service delivery and satisfaction.
• Engage with clients to understand business needs and identify additional opportunities.
• Resolve client queries and manage relationship issues in a timely manner.
• Portfolio Risk Monitoring
• Monitor client financial performance and identify potential credit risks.
• Ensure compliance with approved credit terms, covenants, and facility conditions.
• Escalate risk concerns and recommend corrective actions where required.
• Deal Support and Portfolio Growth
• Support business units with deal structuring and execution within the portfolio.
• Assess financial impact of restructuring or additional funding requests.
• Identify opportunities to grow and optimise the portfolio.
• Reporting and Portfolio Administration
• Prepare and maintain accurate portfolio reports and documentation.
• Ensure all client records and portfolio data are up to date and compliant.
• Provide regular updates on portfolio performance to management.
• Credit Governance and Compliance
• Ensure adherence to credit policies, procedures, and governance frameworks.
• Maintain proper documentation and audit trails for portfolio activities.
• Support audit and compliance processes related to portfolio management.

Qualifications:

• BCom degree with Finance and/or Mathematics, Accounting as a subject(s)

Experience:

• 4+ years’ experience in a client facing role with a financial background/ solution selling
• Relationships and client/ dealer base within the sector

Skills:

• Portfolio management and performance monitoring
• Financial statement analysis and credit risk evaluation
• Deal structuring and transaction assessment
• Client relationship and stakeholder management
• Portfolio reporting and financial analysis
• Credit policy interpretation and application
• Financial modelling and cash flow analysis
• Portfolio systems and financial software utilisation

Competencies:

• Commercial judgement and financial acumen
• Analytical thinking and problem solving
• Decision making and sound risk judgement
• Stakeholder engagement and collaboration
• Negotiation and influencing capability
• Accountability and ownership
• Results orientation and performance focus
• Integrity and governance discipline
   

go to method of application »

Role Purpose:

• The Sector Head: Mining and Construction is responsible for driving the growth, profitability, and credit quality of Merchant West’s lending activities within the Mining and Construction sectors. The role focuses on originating and structuring asset finance opportunities, developing strong client and intermediary relationships, and building a high-quality portfolio aligned to the Group’s risk appetite and return objectives.
• Working closely with Credit, Risk, and Portfolio Management teams, the Sector Head ensures disciplined lending, effective portfolio management, and sustainable sector growth while positioning Merchant West as a leading specialist financier within the Mining and Construction industries.

Main Accountabilities:

• Sector Strategy & Portfolio Management
• Execute the full sector strategy across origination, credit, pricing, and risk management.
• Own national sector performance, including sales budget delivery, book growth, and profitability.
• Collaborate with regional heads to develop, manage, and grow the sector portfolio.
• Provide sector-level reporting across all major performance indicators.
• Lead solution design to position the organisation as the preferred funder in the sector.
• Origination & Deal Support
• Support national and regional teams in deal origination, structuring, and closing.
• Ensure supplier relationships effectively contribute to new-business generation across all regions.
• Share sector insights, market knowledge, and sales best practices to uplift internal capabilities.
• Manage and expand key national supplier relationships to maximise business opportunities
• Identify, establish and nurture supplier partnerships to strengthen regional origination efforts
• Sales Activity & Cadence (For national mining and construction team)
• Ensure sales pipeline equals 300% of monthly sales budget; work-in-progress equals 500%.
• Oversee submission of required credit applications by team members.
• Monitor supplier and client meeting activity (minimum 20 per month via CRM).
• Identify and record cross-selling opportunities (minimum 2 per month via CRM).
• Sales Support & Enablement
• Streamline administrative processes to improve sales team efficiency.
• Develop and maintain sales enablement tools and content.
• Proactively identify and resolve sales process bottlenecks.
• Support lead qualification and prioritization to enhance conversion rates.
• Team Leadership & Development
• Foster collaboration and support within the sales team.
• Promote accountability for team outcomes and performance.
• Coach team members to improve sales skills and results.
• Build a positive and motivating team culture to drive engagement and success.

Qualifications:

• Bachelor’s degree in Business, Finance, Economics, or a related field.
• Postgraduate qualification or industry certification (advantageous).

Experience:

• Minimum 5–7 years in sales or business development, preferably within asset finance or corporate sales.
• Proven track record in originating, structuring, and executing lending transactions within a financial services or specialist lending environment.
• Strong experience in credit analysis, deal structuring, and risk assessment related to asset-backed finance.
• Demonstrated ability to build and manage client, OEM, supplier, and intermediary relationships within the relevant sectors.
• Experience in managing or overseeing a lending portfolio, including monitoring performance, arrears, and restructuring where required.
• Prior leadership or sector management experience within a banking, asset finance, or commercial lending environment would be advantageous.

Skills:

• Business Development and Origination
• Sector-specific industry knowledge (Mining and Construction)
• Financial analysis and credit assessment
• Deal structuring and complex transaction management
• Portfolio management and performance monitoring
• Asset-based finance structuring
• Market and sector analysis
• Contract and commercial negotiation
• Strategic sales and business development
• Financial modelling and profitability analysis
• Pipeline and opportunity management

Competencies:

• Strategic leadership and sector direction setting
• Commercial judgement and business acumen
• Client and stakeholder relationship management
• Negotiation and influencing capability
• Decision making and problem solving in complex environments
• Results orientation and growth mindset
• Team leadership and people development
• Cross-functional collaboration and alignment
• Accountability and ownership
• Risk awareness and governance discipline
   

go to method of application »

Role Purpose:

• The Senior Portfolio Manager is responsible for managing and overseeing a portfolio of client facilities by ensuring strong portfolio performance, effective risk management, and high levels of client service. The role involves monitoring client exposures, maintaining ongoing client relationships, and ensuring compliance with Merchant West credit policies and governance frameworks. The Senior Portfolio Manager also provides guidance on complex transactions, supports deal structuring where required, and works closely with internal stakeholders to ensure the long-term sustainability and quality of the portfolio.

Main Accountabilities:

• Portfolio Management and Performance
• Manage and oversee a portfolio of client facilities to ensure strong financial performance.
• Monitor client exposures, repayment performance, and asset quality within the portfolio.
• Ensure the portfolio performs in line with Merchant West profitability and risk targets.
• Client Relationship Management
• Maintain strong relationships with existing clients to ensure ongoing service excellence.
• Engage with clients to understand business needs and identify additional opportunities.
• Address client queries and manage relationship issues in a timely and professional manner.
• Portfolio Risk Monitoring
• Monitor financial performance of clients and identify potential credit risks.
• Ensure compliance with approved credit terms, covenants, and facility conditions.
• Escalate potential risk concerns and recommend appropriate corrective action.
• Deal Structuring and Transaction Support
• Support business units with the structuring of new or amended transactions within the portfolio.
• Review financial information to assess the impact of restructuring or additional funding requests.
• Provide input on risk mitigation strategies where required.
• Reporting and Portfolio Administration
• Prepare portfolio performance reports and updates for management.
• Maintain accurate client records and portfolio documentation.
• Ensure compliance with internal reporting and monitoring requirements.
• Credit Governance and Compliance
• Ensure adherence to Merchant West credit policies, procedures, and governance frameworks.
• Maintain proper documentation and audit trails for portfolio decisions and actions.
• Support internal audit and compliance requirements related to portfolio management.

Qualifications:

• Bachelor’s degree in Finance, Accounting, Economics, or a related field, with a postgraduate qualification or professional certification in finance, credit, or risk management being advantageous.

Experience:

• 8–10 years’ experience in portfolio management, credit, or asset finance within a financial services environment.
• 5 – 10 years’ experience within the transport industry

Skills:

• Portfolio management and performance monitoring
• Financial statement analysis and credit risk evaluation
• Deal structuring and transaction assessment
• Client relationship and stakeholder management
• Portfolio reporting and financial analysis
• Credit policy interpretation and application
• Financial modelling and cash flow analysis
• Portfolio systems and financial software utilisation

Competencies:

• Commercial judgement and financial acumen
• Analytical thinking and problem solving
• Decision making and sound risk judgement
• Stakeholder engagement and collaboration
• Negotiation and influencing capability
• Accountability and ownership
• Results orientation and performance focus
• Integrity and governance discipline
   

go to method of application »

Role Purpose:

• The Portfolio Manager is responsible for managing and maintaining a portfolio of client facilities by ensuring strong portfolio performance, effective risk management, and high levels of client service. The role involves monitoring client exposures, maintaining ongoing client relationships, and ensuring compliance with Merchant West credit policies and governance frameworks. The Portfolio Manager works closely with business units to support deal execution, manage risk, and identify opportunities for portfolio growth and optimisation

Main Accountabilities:

• Portfolio Management and Performance
• Manage and monitor a portfolio of client facilities to ensure strong financial performance and asset quality.
• Track client exposures, repayment behaviour, and overall portfolio health.
• Ensure portfolio performance aligns with Merchant West risk and profitability targets.
• Client Relationship Management
• Maintain strong relationships with clients to ensure ongoing service delivery and satisfaction.
• Engage with clients to understand business needs and identify additional opportunities.
• Resolve client queries and manage relationship issues in a timely manner.
• Portfolio Risk Monitoring
• Monitor client financial performance and identify potential credit risks.
• Ensure compliance with approved credit terms, covenants, and facility conditions.
• Escalate risk concerns and recommend corrective actions where required.
• Deal Support and Portfolio Growth
• Support business units with deal structuring and execution within the portfolio.
• Assess financial impact of restructuring or additional funding requests.
• Identify opportunities to grow and optimise the portfolio.
• Reporting and Portfolio Administration
• Prepare and maintain accurate portfolio reports and documentation.
• Ensure all client records and portfolio data are up to date and compliant.
• Provide regular updates on portfolio performance to management.
• Credit Governance and Compliance
• Ensure adherence to credit policies, procedures, and governance frameworks.
• Maintain proper documentation and audit trails for portfolio activities.
• Support audit and compliance processes related to portfolio management.

Qualifications:

• BCom degree with Finance and/or Mathematics, Accounting as a subject(s)

Experience:

• 4+ years’ experience in a client facing role with a financial background/ solution selling
• Relationships and client/ dealer base within the sector

Skills:

• Portfolio management and performance monitoring
• Financial statement analysis and credit risk evaluation
• Deal structuring and transaction assessment
• Client relationship and stakeholder management
• Portfolio reporting and financial analysis
• Credit policy interpretation and application
• Financial modelling and cash flow analysis
• Portfolio systems and financial software utilisation

Competencies:

• Commercial judgement and financial acumen
• Analytical thinking and problem solving
• Decision making and sound risk judgement
• Stakeholder engagement and collaboration
• Negotiation and influencing capability
• Accountability and ownership
• Results orientation and performance focus
• Integrity and governance discipline
   

go to method of application »

Role Purpose:

• The Portfolio Manager is responsible for managing and maintaining a portfolio of client facilities by ensuring strong portfolio performance, effective risk management, and high levels of client service. The role involves monitoring client exposures, maintaining ongoing client relationships, and ensuring compliance with Merchant West credit policies and governance frameworks. The Portfolio Manager works closely with business units to support deal execution, manage risk, and identify opportunities for portfolio growth and optimisation.

Main Accountabilities:

• Portfolio Management and Performance
• Manage and monitor a portfolio of client facilities to ensure strong financial performance and asset quality.
• Track client exposures, repayment behaviour, and overall portfolio health.
• Ensure portfolio performance aligns with Merchant West risk and profitability targets.
• Client Relationship Management
• Maintain strong relationships with clients to ensure ongoing service delivery and satisfaction.
• Engage with clients to understand business needs and identify additional opportunities.
• Resolve client queries and manage relationship issues in a timely manner.
• Portfolio Risk Monitoring
• Monitor client financial performance and identify potential credit risks.
• Ensure compliance with approved credit terms, covenants, and facility conditions.
• Escalate risk concerns and recommend corrective actions where required.
• Deal Support and Portfolio Growth
• Support business units with deal structuring and execution within the portfolio.
• Assess financial impact of restructuring or additional funding requests.
• Identify opportunities to grow and optimise the portfolio.
• Reporting and Portfolio Administration
• Prepare and maintain accurate portfolio reports and documentation.
• Ensure all client records and portfolio data are up to date and compliant.
• Provide regular updates on portfolio performance to management.
• Credit Governance and Compliance
• Ensure adherence to credit policies, procedures, and governance frameworks.
• Maintain proper documentation and audit trails for portfolio activities.
• Support audit and compliance processes related to portfolio management.

Qualifications:

• BCom degree with Finance and/or Mathematics, Accounting as a subject(s)

Experience:

• 1 - 3 years’ experience in a client facing role with a financial background/solution selling
• Relationships and client/ dealer base within the sector

Skills:

• Portfolio management and performance monitoring
• Financial statement analysis and credit risk evaluation
• Deal structuring and transaction assessment
• Client relationship and stakeholder management
• Portfolio reporting and financial analysis
• Credit policy interpretation and application
• Financial modelling and cash flow analysis
• Portfolio systems and financial software utilisation.

Competencies:

• Commercial judgement and financial acumen
• Analytical thinking and problem solving
• Decision making and sound risk judgement
• Stakeholder engagement and collaboration
• Negotiation and influencing capability
• Accountability and ownership
• Results orientation and performance focus
• Integrity and governance discipline
   

go to method of application »

About the role:

• Merchant West Investments is a multi-strategy asset management business that places the highest priority on the stewardship of clients’ assets. We carefully select the areas of investment that provide a competitive advantage, delivering excellent outcomes for our clients across a variety of investment strategies.
• The Fixed Income Analyst plays a key role in supporting Merchant West investment strategy through rigorous economic research, portfolio analysis, and credit evaluation. The role requires staying up to date with both local and global economic developments that influence fixed income markets and using this insight to guide investment decisions.

Main Accountabilities:

Economic Research & Market Monitoring

• Continuously monitor and interpret local and global macroeconomic indicators, including interest rates, inflation trends, GDP growth, employment data, fiscal policy developments, and central bank communications.
• Evaluate how evolving macroeconomic conditions may impact fixed income markets, asset valuations, and portfolio strategy.

 Portfolio Analysis & Investment Recommendations

• Maintain and update fixed income portfolio models, dashboards, trackers, and valuation spreadsheets to ensure real‑time accuracy and decision‑readiness.
• Analyse the structure, duration, yield, convexity, and risk characteristics of the fixed income portfolios and assess alignment with strategic investment objectives.

Credit Analysis & Issuer Monitoring

• Assess the creditworthiness, using both quantitative financial metrics and qualitative risk factors.
• Review and interpret financial statements, cash‑flow forecasts, liquidity positions, debt structures, and credit ratios.
• Develop internal credit opinions and contribute to credit committee discussions, ensuring decisions are grounded in strong analytical judgement.

Reporting, Insights & Communication

• Compile periodic reports on macroeconomic developments, credit trends, yield curve movements, and portfolio performance.
• Participate in team discussions, lending analytical perspectives that help shape broader investment strategy.

Compliance, Governance & Risk Management

• Ensure all analysis, recommendations, and portfolio updates comply with internal risk frameworks, mandate guidelines, and regulatory requirements.
• Identify and escalate potential breaches, emerging risks, and unusual market conditions that may impact portfolios.

 Team Collaboration & Cultural Contribution

• Collaborate closely with portfolio managers, fellow analysts, and cross‑functional investment teams to ensure alignment on strategy and research outputs.
• Share knowledge, insights, and research tools to build collective team capability and foster a collaborative environment.

Qualifications:

• Bachelor’s degree in financial economics, or similar discipline (Master’s degree strongly preferable).
• Exceptional academic track record (distinction or equivalent grade a minimum necessity for consideration).

Experience:

• 5+ years’ work experience

Skills:

• Strong ability to analyse fixed income instruments, including government and corporate bonds
• Proficient in conducting detailed credit analysis to assess issuer risk and creditworthiness
• Skilled in writing investment optimisations and developing data‑driven recommendations
• Solid understanding of yield curves, duration, convexity, and fixed income valuation methodologies

Competencies:

• Strong problem‑solving skills with the ability to distil complex economic and market data into clear investment insights.
• Ability to form well‑reasoned and defendable views on fixed income market trends and issuer risk.
• Commercial acumen with the ability to identify opportunities and risks within fixed income markets.
• High level of accuracy, attention to detail, and numerical proficiency.
• Ability to communicate complex financial concepts clearly to portfolio managers and senior stakeholders.