Transactor - Cape Town at RMB - Rand Merchant Bank

Job Description

To initiate and lead deal origination and structuring, implementation, and client engagement in the real estate sector to enable improved profitability, market share and competitive positioning.

To articulate and set the desired products, services, client plan and specific client strategy to retain key real estate sector clients, grow their revenue, and enhance client experience.

• Develop an intimate understanding of the real estate sector and client’s businesses
• Implement strategies to originate and execute transactions for new clients to the bank (business development)
• Implement effective sales strategies and plans to ensure delivery of client plans in order to exceed financial targets and improve the quality of client experience
• Achieve agreed targets for new business and revenue from the existing client base, and also source new business opportunities externally
• Understand the activities of competitors and the impact of these on the relationship with the organisation’s real estate clients
• Manage regular client interaction/visits to maintain relationships and pursue and grow business opportunities
• Create a business plan/strategy for each client and potential client
• Network with key clients and industry players to generate leads and create brand awareness
• Follow up on all leads, reacting promptly to requests for service and identifying client needs promptly and proactively
• Negotiate and drive deal acceptance by presenting appropriate and convincing arguments that take into account the needs of all parties
• Take full accountability for the client relationship and maintain a thorough knowledge of client profiles in the portfolio through regular contact and on-site visits
• Keep up to date with financial and capital structures of business, growth plans, strengths and weaknesses, and competitors
• Balance technical input and marketing skill to address client environment and needs
• Establish credibility for the bank by the skillful application of specialist knowledge to deal with real estate sector clients
• Maintain good relations with team members, support staff and other transactors in other divisions/business areas
• Perform appropriate financial modelling and cash flow analysis to arrive at appropriately structured financing solutions
• Structure transactions appropriately by balancing risk and reward and manage the credit application process in a timely and efficient manner
• Negotiate pricing and financing arrangements with clients
• Monitor the portfolio of exposures on an ongoing basis to ensure risk and exposure is managed
• Mine portfolio data to identify opportunities for further business and to identify risk indicators
• Be disciplined and efficient in ensuring that controls are in order and turnaround times are adhered to
• Remain alert to changes in risk profiles of the portfolio and structure alternative mitigation or remedial plans to contain or minimise potential losses
• Participate in planned activities that are appropriate for own and employee development
• Coach team through providing advice about subject matter, solutions, principles and processes and personal progression with the aim to improve performance
• Develop, encourage, and nurture collaborative relationships within RMB and/or across the FirstRand group.

Qualifications

• Honours or Post Graduate degree in the relevant discipline
• 5 to 8 years’ experience in a similar environment, of which 2 - 3 years ideally at specialist level