Franchise Deal Maker at African Bank

MAIN PURPOSE OF THE JOB

• To facilitate financing solutions and advise on financial matters related to franchising. Identify potential franchise opportunities within the banking sector and act as a liaison between the bank and franchise businesses, guiding them through the financial aspects of establishing, expanding, or acquiring franchises. Responsible for structuring franchise agreements and negotiating terms and conditions that are beneficial to the bank while also meeting the needs of the franchisees or partners

MINIMUM EDUCATION

• Bachelor’s degree in commerce/ business /finance/ or related qualification 

MINIMUM EXPERIENCE

• Minimum 5+ years’ experience in commercial banking, business development, or related roles, with a focus on franchise financing. Experience in credit applications, credit risk and portfolio assessment in a banking environment.

CRITICAL COMPETENCIES

• Strong understanding of financial analysis, credit risk assessment, and lending principles
• In-depth knowledge of regulatory requirements and compliance standards relevant to commercial lending and franchising
• Analytical skills and ability to evaluate complex financial data and making informed decisions
• Ability to build rapport and negotiate effectively with clients and stakeholders
• Excellent communication and interpersonal skills
• Ability to utilize credit analytics to inform credit decisioning
• Working with terms and deals for credit in a business context
• Knowledge in writing good credit applications pertaining to franchise deals
• Collaborative mindset to work with cross-functional teams and manage multiple priorities effectively
• Business and Financial acumen
• Deal structuring
• Risk management
• Relationship management

KEY PERFORMANCE INPUTS / ACTIVITIES

New business and deal origination

• Develop a strategy and detailed execution plan to attract new business within the assigned catchment area 
• Actively source new franchise opportunities by networking with relevant role players, industry stakeholders, attending franchise events, and leveraging existing relationships with franchise owners and partners
• Ensure a continuous supply of quality leads and active participation in the region’s marketing initiatives. Provide business leads for all other business areas on a regular basis
• Structure deal/s and drive the application with an assigned Relationship Executive for the area Make recommendations to the applicable business area Obtain Division/ Credit approval, where applicable Interface with clients, preferably at the clients’ site 
• Communicate the decision/ approval timeously to the client Handle objections to the clients’ satisfaction Introduce and hand overqualified clients to the Relationship Executive or relevant business unit
• Achieve contracted growth target, by compiling action plans to achieve set objectives and targets and monitor performance against plans
• Keep abreast of business trends in the assigned catchment area and on all competitors’ offerings and activities in the market. Understand relevant product features and benefits to address business needs 
• Drive maximum product utilization through profitable cross selling, refer leads obtained to relevant business areas. Follow up leads referred to other business areas
• Manage profitable pricing on new transactions and maintain acceptable credit risk within new business
• Maintain an acceptable risk profile of all new business acquired on all new applications, adhere to the Bank’s credit risk policies, processes and systems

Financial structuring 

• Collaborate with franchisees to structure financing solutions tailored to their needs, including loans, lines of credit, and other financial products
• Assist in determining the appropriate loan amount, interest rate, repayment terms, and collateral requirements based on the franchisee's business plan, financial projections, and creditworthiness
• Establish lines of credit with appropriate limits and terms tailored to the franchisee's cash flow requirements and borrowing capacity
• Assist in structuring lease financing agreements with favorable terms, including lease durations, payment schedules, and purchase options, to meet the franchisee's operational needs and financial constraints
• Using financial modelling techniques, forecast cash flows, assess the financial impact of different financing options, and evaluate the feasibility of franchisee’s investment plans
• Oversight and completion of administrative processes
• Draft contracts, franchise disclosure documents, and any other necessary legal agreements to ensure compliance with regulatory requirements and protect the interests of the bank
• Complete deal application/s and refer to applicable segment for approval of contract terms and conditions of the deal
• Conduct comprehensive due diligence by analyzing financial statements, evaluating market potential, assessing regulatory compliance, and identifying operational risks associated with each franchising opportunity
• Ensure compliance with applicable laws, regulations, and internal policies throughout the deal-making process 
• Maintain databases of potential deals, client contacts, and other relevant information to facilitate deal tracking and reporting 
• Stakeholder engagement and management
• Serve as a point of contact for clients, stakeholders, and internal teams involved in deal negotiations
• Effective collaboration with internal teams such as legal, compliance, risk management, and finance throughout the deal structuring process
• Anticipate the needs and expectations and build a sound relationship with clients (client focused and obsessed) 
• Engage with industry peers to share insights, exchange ideas, and identify potential collaboration opportunities within the franchise sector
• Preparing and presenting business cases, providing regular progress reports, and addressing any concerns or questions raised by senior leadership

Training and development

• To manage career and personal development
• Partner with management in determining own future and career development 
• Keep abreast of all relevant training interventions