Senior Deal Originator (RSA Metros & Bankable Cities) at Development Bank of Southern Africa (DBSA)

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 ex-pertise 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 originated, approved, committed and disbursed.
• Value of projects catalysed by the DBSA.
• Value of projects originated with South African Inc.
• Value of projects originated for Project Preparation Division.
• Value of funds under management secured (Infrastructure Delivery business).
• NPL targets.
• Client service rating.

Expertise & Technical Competencies

Minimum Requirements

• An Honours degree in Finance, Business, Accounting, Engineering or Economics;
• 8-10 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 (where applicable).
• 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 (where applicable).
• 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 (where applicable)
• Role requires flexibility to be redeployed if required
• Ability to mentor jnr members of the team

Desirable Requirements

• A post-graduate qualification such as a CA, CFA or MBA

Technical Requirements

• Risk Identification & Assessment skills:
• Advises on applicable aspects of risk identification and assessment.
• Assesses and links short-term tasks in the context of long-term business strategies or perspectives.