Deal Originator/Senior Deal Originator - April 2024 at Export Credit Insurance Corporation of South Africa Soc Ltd (ECIC)

PURPOSE OF THIS ROLE

The purpose of this role is to generate deal flow and build a robust pipeline of prospective insurance/financial transactions for underwriting. The incumbent of the role will be expected to have strong technical skills and assess complex financial transactions at an early stage to determine their bankability and commercial viability as well as engage stakeholders of ECIC including but not limited to financiers, senior government officials, corporate executives, and directors. May supervise graduates or less experienced staff.

KEY ACCOUNTABILITIES, MEASURES & INTERFACES

The incumbent will among other things be responsible for the following:

• Conduct market research for appropriate business opportunities that would match ECIC products and eligibility requirements.
• Develop strong pipeline of good quality projects/transactions through proactive origination/business development.
• Comprehensively map industry or sector opportunities in order to generate a list of prospects.
• Develop and maintain strong relationships with clients, global, regional and local private businesses, banking and multilateral partners and government officials to further develop specific underwriting opportunities related to export of capital goods and services.
• Organize various business initiatives to increase the ECIC base in various market segments and geographies.
• Review and analyze deal structure to determine level of the ECIC’s appetite, industry and project risks in relation to the risks being offered for insurance coverage.
• Analyze the structure of the transactions originated regarding the product and/or services to be exported and/or performed and the contract terms, in relation to the coverage sought prior to handover to the underwriting team.
• Preliminary assessment of the complex financial transaction and advise clients on the types of commercial and or non- commercial risks likely to be involved in the transaction and whether the potential risks can be covered and the relevant terms and conditions.
• Work closely with the underwriting team and other business units to find innovative solutions to address client transactional needs and support.
• Coordinate and lead cross-functional projects teams within ECIC from inception of the deal, execution, to close whilst managing internal and external client relationships throughout the deal process.

• Raise the profile of the ECIC, participating in television interviews, acting as spokesperson at conferences and other networking events.
• Manage client relationships and advocate for clients internally.
• Contribute to internal and external knowledge sharing platforms, providing specialist inputs in areas of expertise and be a champion in fostering a culture of client centricity.
• Prepare high- quality presentations and papers for ECIC’s management and Board of Directors, including regional strategies and Deal pipelines.
• Carry out any other roles assigned by Head of Business Development.

Key Measures

• Increased insurance pipeline and deal flow for ECIC.
• Increased repetitive business from the existing clients.
• Increase the overall client base and generate new clients.
• Assist ECIC expand and diversify its portfolio in other geographies outside of the SADC region.

QUALIFICATIONS & EXPERIENCE

• A degree with specialisation in commercial or technical discipline including but not limited to Economics, Accountancy, Finance, Banking, Science, Law or Engineering.
• A minimum of 5 years’ transactional experience in origination sales planning, structuring deals, project financing, corporate finance, political risk underwriting, risk management or with a proven track record in deal origination in any field
• Sound knowledge of international business, contractual and corporate financial practices and accounting.

SKILLS & ABILITIES

The incumbent should have demonstrated the following competencies:

• Strong business development and client relationship skills, and the ability to focus on client needs effectively.
• Ability to identify opportunities and assess their feasibility in line with the ECIC’s objectives.
• Sound business judgement, strong financial, credit, risk management and analytical skills.
• Must be familiar with and can negotiate and evaluate complex transaction structures.
• Excellent communication skills at all levels (Minister, Board, Executives, Staff and other key Stakeholders) in both oral and written English with additional language skills is a plus.
• Proficiency in French or Portuguese is not a requirement but would be advantageous.
• Excellent cross-cultural and interpersonal skills, with ability to forge, develop and maintain relationships with other areas of the business and all relevant stakeholders.
• Problem solving skills, able to swiftly identify issues, present creative and practical solutions as well as accommodate different interests.
• Ability to coordinate and manage multiple functions.
• Ability to understand the basics of financial and transaction analysis as well as communicate underwriting concepts to non-specialists.
• Strict attention to detail and deadline orientated.
• Willingness to travel.
• Motivated and enthusiastic about the opportunities and challenges of working on the continent and other emerging markets

BEHAVIOURAL COMPETENCIES

The incumbent is required to have the following Behavioural competencies:

• Problem Solving: Demonstrates adequate problem-solving skills and appropriately applies proven solutions.
• Business Acumen: Develops and uses a strategy to target own time (and time of others) on a portfolio of customers to maximize revenue and profitability.
• Delivery: Translates business objectives into practical, prioritised and organised action plans; ensures plans are safely and successfully implemented.
• Conflict Resolution: Identifies and pushes for solutions in which all parties can benefit.
• Team Participation: Consistently offers relevant input to team discussions as issues are being clarified and solutions are being developed.
• Flexibility: Available to work more than ordinary business hours.