Principal Deal Originator: Outside SADC - Midrand at Development Bank of Southern Africa (DBSA)

Job Description    

The Principal Deal Originator is responsible for formulating and executing the strategic objectives of the business in collaboration with the Head Coverage whilst being accountable for deal origination, building and owning client and partnerships and developing projects for the DBSA ultimately leading to bankable deals.

Key Responsibilities    

• Contribute to the development of Divisional and Business unit strategies and implementation thereof
• Identify new, and prioritise existing key clients based on a set criteria (i.e. financial metrics, current and potential revenue and margin) and strategic factors
• Develop strong pipeline of good quality investments through proactive origination/business development and developing and employing sector/country knowledge
• Build and maintain strong relationships with clients, global and regional private businesses and facilitate the identification of opportunities to initiate viable projects
• Work closely with the project preparation team to facilitate project preparation, scoping, feasibility studies and business plans with the intention of closing investment deals
• Work closely with the Transactions team to take deals to bankability
• Remediate and eliminate partnership obstacles and inefficiencies, have knowledge of all new products, structured products and services offered by competitors
• Develop an in-depth knowledge of the political landscape of regions/sectors/clients and partners serviced and leverage such insights/knowledge across other regions/sectors and clients
• Build relationships, networks and collaborate with internal and external key stakeholders and clients to position DBSA as the ‘go-to’ Bank for infrastructure development opportunities
• Continuously research and analyse the clients’ business context, operations and financial performance in search of new opportunities
• Leverage, engage and collaborate with the Bank’s internal network to ensure that the entire Bank’s relevant expertise is used to the optimum
• Develop strong pipeline of good quality investments through proactive origination/business development and developing and employing sector/country knowledge
• Compile and provide competitor analysis and understand the operating environment
• Lead, initiate and develop new business strategies and opportunities to create a pipeline of development impact projects ensuring deal flow and bankability
• Working closely with Financing Operations Division, initiate and develop new business strategies and opportunities to create a pipeline of fee income generating projects
• Prepare and provide documentation/reports for EXCO and Board(s) decision making where applicable
• Present at deal Committees where applicable as and when required

KEY MEASUREMENTS OF OUTPUTS

• Value of project approvals, commitments and disbursements
• Value of projects prepared and committed for DBSA approval
• Value of funds under management secured (Infrastructure Delivery business)
• NPL targets
• Client service rating

Expertise & Technical Competencies    

• An Honours degree in Finance, Business, Accounting, Engineering or Economics
• A post-graduate qualification such as a CA, CFA or MBA - desirable
• 10-12 years’ experience in appraising, negotiating and closing Project Finance, Corporate Finance, or
• Structured Finance transactions in a financial institution
• Experience in securing infrastructure investment deals in relevant sectors/geographies in SA and/or Africa
• Experience in leading, initiating and developing new business strategies and opportunities to create a pipeline
• of development impact projects ensuring deal flow and bankability
• Experience in securing deals of appropriate size for sectors and geographies in question
• Strong networks and relations with clients, global and regional private investors and banks in order to identify
• and source viable projects/investments
• Successful track record in leading project teams with high level stakeholders and qualified professionals
• Experience in using Financial models
• Comprehensive knowledge of the complex financial and regulatory environments across Africa
• In-depth knowledge and understanding of infrastructure market, financial markets and the macro landscape
• Demonstrable experience in identifying client challenges and playing an active part in finding innovative
• solutions
• Experienced communicator and negotiator (expertise at senior level)
• Strong negotiation skills with the ability to close deals
• Proven experience in working with senior stakeholders in highly political environments in South Africa and
• the rest of Africa
• Role requires flexibility to be deployed to other business units within Coverage division, if required
• Ability to mentor jnr members of the team