Portfolio Manager: Manufacturing at Merchant West

Role Purpose:

• The Portfolio Manager is responsible for originating, structuring, and closing asset finance transactions within the manufacturing sector by leveraging strong supplier/vendor relationships and a deep understanding of the sector. The role focuses on generating consistent finance volumes through equipment suppliers, manufacturers, distributors, and production businesses, while ensuring that transactions are credit-approved, commercially viable, and aligned with Merchant West's strategic objectives.

Main Accountabilities:

New Business Origination

• Develop and execute a targeted manufacturing sector origination strategy across industries such as plastics, packaging, food processing, engineering, industrial equipment, and related sectors.
• Identify, establish, and onboard equipment suppliers, OEMs, manufacturers, distributors, and strategic partners within manufacturing value chains.
• Build and maintain a strong pipeline of opportunities through supplier partnerships, direct client engagement, and industry networks.
• Engage with production businesses to understand capital expenditure cycles, production expansion requirements, and equipment replacement needs.
• Position Merchant West as a solutions-driven finance partner for machinery, plant, equipment, and production assets.
• Convert opportunities into structured finance transactions from initial engagement through credit approval and payout.
• Maintain disciplined pipeline management and activity levels to support new business growth targets.

Portfolio Management and Performance

• Drive client retention, repeat business, and wallet share growth through proactive portfolio management.
• Maintain a strong understanding of clients' production cycles, capital expenditure requirements, and funding triggers to identify future opportunities
• Track client exposures, repayment behaviour, and overall portfolio health.
• Ensure portfolio performance aligns with Merchant West risk and profitability targets.

Client Relationship Management

• Maintain regular engagement with key clients and supplier partners to identify repeat funding opportunities.
• Ensure a high-quality client experience throughout the client lifecycle.
• Build deep networks across equipment suppliers, production businesses, manufacturers, distributors, industry associations, and other key stakeholders.
• Conduct meaningful client and supplier engagements and maintain strong market visibility within the sector.
• 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.
• Monitor the financial health and operational performance of manufacturing clients and supplier relationships.
• Assess business and sector-specific risks that may impact portfolio quality and client performance.

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.
• Work closely with credit teams to ensure transactions are appropriately structured and supported.
• Support the achievement of finance volume, asset growth, and profitability targets

Reporting and Portfolio Administration

• Provide regular updates on portfolio performance to management.
• Work closely with credit teams to ensure transactions are appropriately structured and supported.
• Support the achievement of finance volume, asset growth, and profitability targets

Credit Governance and Compliance

• Ensure adherence to credit policies, procedures, and governance frameworks.
• Prepare and submit high-quality credit applications and transaction motivations.
• Ensure transactions are appropriately structured, well-supported, and aligned with Merchant West's credit appetite.
• Maintain strong conversion ratios from pipeline to credit submission, approval, and payout.
• Ensure all transaction documentation and governance requirements are completed in accordance with policy.

Qualifications:

• BCom degree

Experience:

• Relationships and client/ dealer base within the sector
• Cape Town Base of customers and supplier relationships
• 5 years + Experience in business development, asset finance, commercial finance, equipment finance, or structured lending environments.
• Proven track record of originating and closing new business transactions.

Skills:

• Business development and pipeline management.
• Supplier, dealer, and partner relationship development.
• Origination and conversion of asset finance opportunities.
• Strong networking and relationship-building capability.
•  Commercial negotiation and solution-selling skills.
• Financial statement analysis and credit risk evaluation
• Deal structuring and transaction assessment
• Credit policy interpretation and application
• Financial modelling and cash flow analysis

Competencies:

• Strong hunter mentality with consistent deal origination capability.
• Ability to build and leverage supplier-led origination channels.
• Deep understanding of manufacturing business models, production environments, and capital investment drivers.
• Ability to structure and close complex asset-backed transactions.
• Highly network-driven and relationship-oriented.
• Disciplined in activity management, pipeline management, and execution.
• Comfortable operating in a flexible, entrepreneurial, non-bank credit environment.
• Strong ownership mindset with a focus on delivery, growth, and client outcomes.