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- Loan Management Specialist X3
- Senior Deal Originator: RSA Metros & Bankable Cities
- Senior Deal Originator: Transport, Logistics & Bulk Water
- Principal Deal Originator (RSA Metros & Bankable Cities)
Loan Management Specialist X3
| Closing Date | 2024/05/21 |
| Reference Number | DBS240425-1 |
| Job Title | Loan Management Specialist X3 |
| Job Grade | 16 |
| Job Type Classification | Permanent |
| Location – Town / City | Midrand |
| Location – Province | Gauteng |
| Location – Country | South Africa |
| Job Profile (Downloadable) | Loan Management Specialist April 2024.pdf (211.09 kb) – 4/25/2024 2:40:48 PM |
| Job Description | The purpose of this job is to implement, maintain and enhance the administration of credit provided financial assets. Maintain SAP CML system according to finance agreement and interact with clients during administration process. |
| Key Responsibilities | Portfolio ManagementManage the deal administration process from implementation to account closure, by capturing, verifying information on system.Control the disbursement process to clients.Manage waivers and consent requests from clients.Maintain and monitor client deal records both physical records and on the reporting system.Maintain and monitor securities and covenants, and the safeguard of documents and records.Monitor that system processing for client transactions are adequate and timeous.Ensure the effective collection and recording of payments and actioning the necessary consequential adjustments to client’s records.GovernanceFacilitate the sign-off of all documents since implementation.Identify high-risk clients and ensure the applicable risk mitigation processes are in place.Provide support and verify compliance with policies and procedures regarding the bank’s financial assets.Facilitate the closure of deal accounts.End User SupportResolve and answer queries from internal and external clients in a timely manner.Ensure information is correct and up to date on the system regarding: disbursements, repayments, defaulters/staging, securities and any other ad hoc information to inform reports for information and decision-making purposes.Minimise operational and transactional costs.Key measurements of outputsAdhering to timeliness of transaction management policies and procedures.Correctness of management information system.Overall management and quality of portfolio information as per financing agreements.Key Internal Liaison Relationships1. Executives & Heads 2. All DBSA Divisions and Units participating in the lending process 3. Finance 4. Internal AuditKey External Liaison Relationships1. External Clients, Advisors, Agent Banks 2. External Auditors |
| Expertise & Technical Competencies | Minimum RequirementsA Bachelor’s Degree in Finance, Economics or Risk ManagementA minimum of 7 years’ experience in wholesale transactional banking environmentExtensive knowledge in MS Office with specific focus on excelDesired RequirementsUnderstanding of legislative frameworks Companies Act, PFMA, MFMA, King IVKnowledge of credit and investment risk dynamicsExperience in the financial services industryExperience using a loan management systemTECHNICAL COMPETENCIESPlanning & OrganizingIs relied on to help others plan and organise their workload.Effectively uses advanced time management processes to deal with high workload and tight deadlines.Organises, prioritises and schedules tasks so they can be performed within budget and with the efficient use of time and resources.Achieves goals in a timely manner, despite obstacles encountered, by organising, reprioritising and re-planningWritten CommunicationUnderstands that different writing styles are required for different documents or audiences.Write effective correspondence, prepares questions and reports, statements of circumstance and briefing notes.Reviews others’ documents for clarity and impact.Has a solid mastery of writing principles such as grammar, sentence construction etc.Problem solvingIdentifies complex problems based on a broad range of factors, many of which are ambiguous or difficult to define.While remaining guided by organisational values, identifies optimal solutions, thinking first in terms of possible approaches and flexibilities in the system vs. blind adherence to rules or procedures.Implements solutions to complex problems, then evaluates the effectiveness and efficiency of solutions and identifies needed changes.Stakeholder ManagementDevelops new professional relationships.Understands the needs of others, the constraints they face and the levers to their engagement.Identifies opportunities for joint working to minimise duplication and deliver shared goals.Financial AnalysisInterprets, analyzes and/or evaluates compliance with applicable legislation, sound regulatory practices and procedures, generally accepted accounting principles, and other such rules and regulations.Analyzes or interprets financial records and develops program procedures, financial models and databases.Demonstrates a thorough knowledge and understanding of applicable regulations, rules, entity/company practices, concepts, and industry issues.Demonstrates a thorough knowledge or experience working with legal and regulatory issues in their subject area.Develops and maintains effective working relationships with regulated industries, government officials, administrators, and civic leaders.Solution FocusIdentifies optimal solutions based on weighing the advantages and disadvantages of alternative approaches.After implementation, evaluates the effectiveness and efficiency of solutions.Detail OrientationQuickly identifies relevant and irrelevant information to support accurate decision making.Maps out all the logistics and details of a situation to ensure smooth and flawless implementation.Consistently identifies all relevant details that are not obvious in complex situations.Requires the highest standards for accuracy and quality for their work.Establishes processes to ensure accuracy and quality of services delivered to the team.Financial AccountingThorough understanding of relevant accounting principles for DBSA and ability to guide others in their application.Implements controls for and monitors accounting transactions to ensure legal/regulatory compliance, and accuracy and timeliness of accounting information.Ability to apply credit/collection concepts independently, and able to adapt or develop new procedures as needed within DBSA and professional guidelines.Identifies bottlenecks and areas for improvement within the organisation’s Financial Services with respect to efficiency and accuracy of the existing financial systems and processes. |
| Required Personal Attributes | BEHAVIOURALAchievement OrientationUndertakes challenging assignments and strives to complete them.Sets priorities and chooses goals based on calculated costs, anticipated benefits, and improvement of performance.Aims at exceptional performance; setting out to achieve a unique standard.Constantly analyses outcomes to ensure the achievement of business goals.Identifies short-term opportunities or potential problems aiming to achieve better outcomes.Customer Service OrientationTries to understand the underlying needs of customers and matches these needs to available or customized products and services.Adapts processes and procedures to meet on-going customer needs.Utilises the feedback received by customers, in order to develop new and/or improve existing services/ products that relate to their on-going needs.Thinks of new ways to align DBSA’s offerings with future customer needs.IntegrityIs willing to end a business relationship because it was associated with unethical business practice.Is capable of challenging senior management (in an appropriate and respectable manner) in order to act on espoused values.Leading and Empowering OthersCreates the conditions that enable the team to perform at its best (e.g., setting clear direction, providing appropriate structure, getting the right people, obtain needed resources).Monitors performance against clear standards, and addresses performance issues promptly and takes action to get performance back to desired levels.Proactively asks for feedback on own performance from team members, aiming to become more effective.Self-awareness and Self ControlWithholds effects of strong emotions in difficult situations.Keeps functioning or responds constructively despite stress.May apply special techniques or plan of time to manage emotions or stress.Strategic and Innovative ThinkingRecognises opportunities or potential problems, before they become obvious, by seeing the connections in a range of sources of information, including insights from outside DBSA.Restates complex knowledge in a way that makes it easier for others to understand.Experiments with new approaches, tests scenarios, questions assumptions and challenges conventional thinking.Creates new concepts that are not obvious to others, leveraging internal and external sources of information, to build incremental revenue and growth opportunities.Teamwork & CooperationActs to promote a friendly climate and good morale and resolves conflicts.Creates opportunities for cross-functional working.Encourages others to network outside of their own team/department and learn from their experience. |
Senior Deal Originator: RSA Metros & Bankable Cities
| Closing Date | 2024/05/22 |
| Reference Number | DBS240508-1 |
| Job Title | Senior Deal Originator: RSA Metros & Bankable Cities |
| Job Grade | 16 |
| Job Type Classification | Permanent |
| Location – Town / City | Midrand |
| Location – Province | Gauteng |
| Location – Country | South Africa |
| Job Profile (Downloadable) | Job_Profile_Senior_Deal_Originator (1) (1).pdf (1.09 Mb) – 5/8/2024 3:56:56 PM |
| Job Description | The Senior Deal Originator is responsible for formulating and executing the strategic objectives of the business in collaboration with the Head Client 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 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 teamDesirable Requirements A post-graduate qualification such as a CA, CFA or MBATechnical Competencies 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. Business Development: Takes overall lead for pro-active business development at national and international level. Initiates, reviews and interprets competitor environment reviews and take actions accordingly. Formulates and modify market approaches on the basis of competitor analyses. Leads the formulation, development and implementation of the business development strategy to generate new business opportunities in public and private sector delivery of infrastructure. Identifies and develop new markets, products and clients. Leads the participation and presentation of an organisation at investment conferences and roundtable dis-cussions. Coordinates business activities to ensure that investment initiatives are in support of government BEE strategies, broader national and regional economic development strategies. Promote compliance and alignment with the strategic imperatives of both individual clients and the organisation of investment and development interventions. Builds capacity to coordinate, control and manage the activities and efforts required for the implementation of the plan. Builds capacity to conduct project origination exercises. Business Acumen: Deep understanding of commercial drivers and is able to take decisions based on an assessment of alternatives concerning complex business situations. Deep understanding of economic priorities of South Africa and Africa and how they can be implemented to meet an organisations strategic objectives. Deep understanding of the need to coordinate efforts with many government entities, private sector, community groups and individuals to ensure effective implementation of new policies and regulations. Takes actions to fit business strategy. Assesses and links short-term tasks in the context of long-term business strategies or perspectives. Reviews own actions against the organisation’s strategic plan; includes the big picture when considering possible opportunities or projects or thinks about long-term applications of current activities. Anticipates possible responses to different initiatives. Understands the projected direction of the industry and how changes might impact the organisation. Deal Origination: Utilises extensive networks with developers, sponsors and consultants in DBSA-mandated sectors to identify project preparation opportunities. Conducts project identification, conceptualisation and preliminary structuring of projects structuring and value preposition for DBSA. Applies analytical skills to understand the technical, environmental, institutional, financial and legal components of projects to present a structure to prepare the project. Understands the regulatory and policy environments and offers advice in preparing/structuring of projects. Conducts market research, business analysis and profiling to identify opportunities for infrastructure development in SA, SADC and selected African countries. Provides and grows the opportunity for DBSA equity investments. Independently structures and negotiates and concludes engagement letters, term sheets and facility agreements. Project Management: Initiates project plans and secures resources for projects that span area or department boundaries. Uses estimating techniques and develops project risk management approaches. Has an in-depth and practical understanding of how to maximise the effectiveness of project teams. Planning & Organising: Is relied on to helps other plan and organise their workload. Uses effectively advance time management processes to deal with high workload and tight deadlines. Organises, prioritises and schedules tasks so they can be performed within budget and with the efficient use of time and resources. Achieves goals in a timely manner, despite obstacles encountered, by organising, reprioritising and re-planning Financial Acumen: Makes sound financial decisions after having analysed their impacts on the organisation, partner agencies, and community. Effectively prepares budgetary submissions and forecasts for own department. Knows the internal and external factors that impact on resource and asset availability. Is able to interpret management account reports in an operational/commercial context and take action as appropriate to maximise revenues and control costs. Reporting & Communication: Designs / customises reports to meet user needs. Prepares complex or tailored reports, gathers information from a variety of sources, analyses and includes in a report. Keeps standard reports under review and proposes improvements to meet user needs. Presentation Skills: Knows how to deliver arguments persuasively by employing a range of advanced presentation techniques (e.g. the appropriate use of body language, how to close a presentation so that the audience continues to think about the subject matter etc.). Has knowledge of various feedback mechanisms to check levels of audience understanding. Negotiation: Has an appreciation of cultural sensitivities and differences. Effectively employs a variety of advanced behavioural/interpersonal competencies to control the negotiation situation. Is able to take the lead in a variety of sensitive negotiation situations requiring high levels of tact and diplomacy. Is able to place a discrete negotiation situation within the context of a broader long-term relationship and is not threatened by conceding ground to protect the longer-term interests of DBSA. |
| Required Personal Attributes | Behavioural Competencies Achievement Orientation: Undertakes challenging assignments and strives to complete them. Sets priorities and chooses goals on the basis of calculated costs, anticipated benefits and improvement of performance. Aims at exceptional performance; setting out to achieve a unique standard. Constantly analyses outcomes to ensure the achievement of business goals. Identifies short-term opportunities or potential problems aiming to achieve better outcomes. Customer Service Orientation: Tries to understand the underlying needs of customers and matches these needs to available or customised products and services. Adapts processes and procedures to meet on-going customer needs. Utilises the feedback received by customers, in order to develop new and/or improve existing services/ products that relate to their on-going needs. Thinks of new ways to align DBSA’s offerings with future customer needs. Integrity: Is willing to end a business relationship because it was associated with unethical business practice. Is capable of challenging senior management (in an appropriate and respectable manner) in order to act on espoused values. Leading and Empowering Others: Creates the conditions that enable the team to perform at its best (e.g., setting clear direction, providing appropriate structure, getting the right people, obtain needed resources). Monitors performance against clear standards, and addresses performance issues promptly and takes action to get performance back to desired levels. Proactively asks for feedback on own performance from team members, aiming to become more effective. Self-awareness and Self Control: Withholds effects of strong emotions in difficult situations. Keeps functioning or responds constructively despite stress. May apply special techniques or plan ahead of time to manage emotions or stress. Strategic and Innovative Thinking: Recognises opportunities or potential problems, before they become obvious, by seeing the connections in a range of sources of information, including insights from outside DBSA. Restates complex knowledge in a way that makes it easier for others to understand. Experiments with new approaches, tests scenarios, questions assumptions and challenges conventional thinking. Creates new concepts that are not obvious to others, leveraging internal and external sources of information, to build incremental revenue and growth opportunities. Teamwork & Cooperation: Acts to promote a friendly climate and good morale and resolves conflicts. Creates opportunities for cross-functional working. Encourages others to network outside of their own team/department and learn from their experience. |
Senior Deal Originator: Transport, Logistics & Bulk Water
| Closing Date | 2024/05/21 |
| Reference Number | DBS240507-1 |
| Job Title | Senior Deal Originator: Transport, Logistics & Bulk Water |
| Job Grade | 16 |
| Job Type Classification | Permanent |
| Location – Town / City | Midrand |
| Location – Province | Gauteng |
| Location – Country | South Africa |
| Job Profile (Downloadable) | Job_Profile_Senior_Deal_Originator (1) (1).pdf (1.09 Mb) – 5/7/2024 4:59:57 PM |
| Job Description | The Senior Deal Originator is responsible for formulating and executing the strategic objectives of the business in collaboration with the Head Client 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 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 MBATechnical CompetenciesRisk 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. Business Development: Takes overall lead for pro-active business development at national and international level. Initiates, reviews and interprets competitor environment reviews and take actions accordingly. Formulates and modify market approaches on the basis of competitor analyses. Leads the formulation, development and implementation of the business development strategy to generate new business opportunities in public and private sector delivery of infrastructure. Identifies and develop new markets, products and clients. Leads the participation and presentation of an organisation at investment conferences and roundtable dis-cussions. Coordinates business activities to ensure that investment initiatives are in support of government BEE strate-gies, broader national and regional economic development strategies. Promote compliance and alignment with the strategic imperatives of both individual clients and the organisation of investment and development interventions. Builds capacity to coordinate, control and manage the activities and efforts required for the implementation of the plan. Builds capacity to conduct project origination exercises. Business Acumen: Deep understanding of commercial drivers and is able to take decisions based on an assessment of alternatives concerning complex business situations. Deep understanding of economic priorities of South Africa and Africa and how they can be implemented to meet an organisations strategic objectives. Deep understanding of the need to coordinate efforts with many government entities, private sector, community groups and individuals to ensure effective implementation of new policies and regulations. Takes actions to fit business strategy. Assesses and links short-term tasks in the context of long-term business strategies or perspectives. Reviews own actions against the organisation’s strategic plan; includes the big picture when considering pos-sible opportunities or projects or thinks about long-term applications of current activities. Anticipates possible responses to different initiatives. Understands the projected direction of the industry and how changes might impact the organisation. Deal Origination: Utilises extensive networks with developers, sponsors and consultants in DBSA-mandated sectors to identify project preparation opportunities. Conducts project identification, conceptualisation and preliminary structuring of projects structuring and value preposition for DBSA. Applies analytical skills to understand the technical, environmental, institutional, financial and legal compo-nents of projects to present a structure to prepare the project. Understands the regulatory and policy environments and offers advice in preparing/structuring of projects. Conducts market research, business analysis and profiling to identify opportunities for infrastructure develop-ment in SA, SADC and selected African countries. Provides and grows the opportunity for DBSA equity investments. Independently structures and negotiates and concludes engagement letters, term sheets and facility agreements. Project Management: Initiates project plans and secures resources for projects that span area or department boundaries. Uses estimating techniques and develops project risk management approaches. Has an in-depth and practical understanding of how to maximise the effectiveness of project teams. Planning & Organising: Is relied on to helps other plan and organise their workload. Uses effectively advance time management processes to deal with high workload and tight deadlines. Organises, prioritises and schedules tasks so they can be performed within budget and with the efficient use of time and resources. Achieves goals in a timely manner, despite obstacles encountered, by organising, reprioritising and re-planning. Financial Acumen: Makes sound financial decisions after having analysed their impacts on the organisation, partner agencies, and community. Effectively prepares budgetary submissions and forecasts for own department. Knows the internal and external factors that impact on resource and asset availability. Is able to interpret management account reports in an operational/commercial context and take action as appropriate to maximise revenues and control costs. Reporting & Communication: Designs / customises reports to meet user needs. Prepares complex or tailored reports, gathers information from a variety of sources, analyses and includes in a report. Keeps standard reports under review and proposes improvements to meet user needs. Presentation Skills: Knows how to deliver arguments persuasively by employing a range of advanced presentation techniques (e.g. the appropriate use of body language, how to close a presentation so that the audience continues to think about the subject matter etc.). Has knowledge of various feedback mechanisms to check levels of audience understanding. Negotiation: Has an appreciation of cultural sensitivities and differences. Effectively employs a variety of advanced behavioural/interpersonal competencies to control the negotiation situation. Is able to take the lead in a variety of sensitive negotiation situations requiring high levels of tact and diplomacy. Is able to place a discrete negotiation situation within the context of a broader long-term relationship and is not threatened by conceding ground to protect the longer-term interests of DBSA. |
| Required Personal Attributes | Behavioural Competencies Achievement Orientation: Undertakes challenging assignments and strives to complete them. Sets priorities and chooses goals on the basis of calculated costs, anticipated benefits and improvement of performance. Aims at exceptional performance; setting out to achieve a unique standard. Constantly analyses outcomes to ensure the achievement of business goals. Identifies short-term opportunities or potential problems aiming to achieve better outcomes. Customer Service Orientation: Tries to understand the underlying needs of customers and matches these needs to available or customised products and services. Adapts processes and procedures to meet on-going customer needs. Utilises the feedback received by customers, in order to develop new and/or improve existing services/ products that relate to their on-going needs. Thinks of new ways to align DBSA’s offerings with future customer needs. Integrity: Is willing to end a business relationship because it was associated with unethical business practice. Is capable of challenging senior management (in an appropriate and respectable manner) in order to act on espoused values. Leading and Empowering Others: Creates the conditions that enable the team to perform at its best (e.g., setting clear direction, providing ap-propriate structure, getting the right people, obtain needed resources). Monitors performance against clear standards, and addresses performance issues promptly and takes action to get performance back to desired levels. Proactively asks for feedback on own performance from team members, aiming to become more effective. Self-awareness and Self Control: Withholds effects of strong emotions in difficult situations. Keeps functioning or responds constructively despite stress. May apply special techniques or plan ahead of time to manage emotions or stress. Strategic and Innovative Thinking: Recognises opportunities or potential problems, before they become obvious, by seeing the connections in a range of sources of information, including insights from outside DBSA. Restates complex knowledge in a way that makes it easier for others to understand. Experiments with new approaches, tests scenarios, questions assumptions and challenges conventional thinking. Creates new concepts that are not obvious to others, leveraging internal and external sources of information, to build incremental revenue and growth opportunities. Teamwork & Cooperation: Acts to promote a friendly climate and good morale and resolves conflicts. Creates opportunities for cross-functional working. Encourages others to network outside of their own team/department and learn from their experience. |
Principal Deal Originator (RSA Metros & Bankable Cities)
| Closing Date | 2024/05/22 |
| Reference Number | DBS240219-2 |
| Job Title | Principal Deal Originator (RSA Metros & Bankable Cities) |
| Job Grade | 17 |
| Job Type Classification | Permanent |
| Location – Town / City | Midrand |
| Location – Province | Gauteng |
| Location – Country | South Africa |
| Job Profile (Downloadable) | PRINCIPAL_DEAL_ORIGINATOR_-_Job_Profile.pdf (0.96 Mb) – 2/19/2024 9:15:40 AM |
| 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 | Minimum Requirements An Honours degree in Finance, Business, Accounting, Engineering or Economics; 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.Desirable Requirements A post-graduate qualification such as a CA, CFA or MBA Technical CompetenciesRisk 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. Business Development: Takes overall lead for pro-active business development at national and international level. Initiates, reviews and interprets competitor environment reviews and take actions accordingly. Formulates and modify market approaches on the basis of competitor analyses. Leads the formulation, development and implementation of the business development strategy to generate new business opportunities in public and private sector delivery of infrastructure. Identifies and develop new markets, products and clients. Leads the participation and presentation of an organisation at investment conferences and roundtable discussions. Coordinates business activities to ensure that investment initiatives are in support of government BEE strategies, broader national and regional economic development strategies. Promote compliance and alignment with the strategic imperatives of both individual clients and the organisation of investment and development interventions. Builds capacity to coordinate, control and manage the activities and efforts required for the implementation of the plan. Builds capacity to conduct project origination exercises. Business Acumen: Deep understanding of commercial drivers and is able to take decisions based on an assessment of alternatives concerning complex business situations. Deep understanding of economic priorities of South Africa and Africa and how they can be implemented to meet an organisations strategic objectives. Deep understanding of the need to coordinate efforts with many government entities, private sector, community groups and individuals to ensure effective implementation of new policies and regulations. Takes actions to fit business strategy. Assesses and links short-term tasks in the context of long-term business strategies or perspectives. Reviews own actions against the organisation’s strategic plan; includes the big picture when considering possible opportunities or projects or thinks about long-term applications of current activities. Anticipates possible responses to different initiatives. Understands the projected direction of the industry and how changes might impact the organisation. Deal Origination: Utilises extensive networks with developers, sponsors and consultants in DBSA-mandated sectors to identify project preparation opportunities. Conducts project identification, conceptualisation and preliminary structuring of projects structuring and value preposition for DBSA. Applies analytical skills to understand the technical, environmental, institutional, financial and legal components of projects to present a structure to prepare the project. Understands the regulatory and policy environments and offers advice in preparing/structuring of projects. Conducts market research, business analysis and profiling to identify opportunities for infrastructure development in SA, SADC and selected African countries. Provides and grows the opportunity for DBSA equity investments. Independently structures and negotiates and concludes engagement letters, term sheets and facility agreements. Project Management: Initiates project plans and secures resources for projects that span area or department boundaries. Uses estimating techniques and develops project risk management approaches. Has an in-depth and practical understanding of how to maximise the effectiveness of project teams. Planning & Organising: Is relied on to helps other plan and organise their workload. Uses effectively advance time management processes to deal with high workload and tight deadlines. Organises, prioritises and schedules tasks so they can be performed within budget and with the efficient use of time and resources. Achieves goals in a timely manner, despite obstacles encountered, by organising, reprioritising and re-planning. Financial Acumen: Makes sound financial decisions after having analysed their impacts on the organisation, partner agencies, and community. Effectively prepares budgetary submissions and forecasts for own department. Knows the internal and external factors that impact on resource and asset availability. Is able to interpret management account reports in an operational/commercial context and take action as appropriate to maximise revenues and control costs. Reporting & Communication: Designs / customises reports to meet user needs. Prepares complex or tailored reports, gathers information from a variety of sources, analyses and includes in a report. Keeps standard reports under review and proposes improvements to meet user needs. Presentation Skills: Knows how to deliver arguments persuasively by employing a range of advanced presentation techniques (e.g. the appropriate use of body language, how to close a presentation so that the audience continues to think about the subject matter etc.). Has knowledge of various feedback mechanisms to check levels of audience understanding. Negotiation: Has an appreciation of cultural sensitivities and differences. Effectively employs a variety of advanced behavioural/interpersonal competencies to control the negotiation situation. Is able to take the lead in a variety of sensitive negotiation situations requiring high levels of tact and diplomacy. Is able to place a discrete negotiation situation within the context of a broader long -term relationship and is not threatened by conceding ground to protect the longer-term interests of DBSA. |
| Required Personal Attributes | Behavioural CompetenciesAchievement Orientation: Delivers work on time and quality and follows through on agreed commitments. Views new work experiences as an opportunity for growth. Reacts immediately to overcome setbacks or/and obstacles in order to meet goals. Recognises and acts upon current opportunities. Customer Service Orientation: Makes self fully available, especially when the customer is going through a critical period. Requests on-going feedback from customers and takes action in response to it; manages to retain and capitalise on existing customers. Takes the “extra step” to resolve customer issues appropriately, even in the case where they do not fall under own area of responsibility. Is aware of the level of service offered by the competition and provides more for customers than they expect. Attention to Detail: Double-checks the accuracy of information or work. Ensures that the work produced doesn’t contain any errors. Leading and Empowering Others: Creates the conditions that enable the team to perform at its best (e.g., setting clear direction, providing appropriate structure, getting the right people, obtain needed resources). Monitors performance against clear standards, and addresses performance issues promptly and takes action to get performance back to desired levels. Proactively asks for feedback on own performance from team members, aiming to become more effective. Ensures tasks are delegated so that team members are empowered to deliver results and develop their capabilities. Self-awareness and Self Control: Feels strong emotions in the course of a conversation or other task, such as anger, extreme frustration, or high stress. Holds the emotions back, and continues to act calmly. Ignores angering actions and continues a conversation or task. May leave temporarily to withhold emotions, then return immediately to continue. Strategic and Innovative Thinking: Recognises opportunities or potential problems, before they become obvious, by seeing the connections in a range of sources of information, including insights from outside DBSA. Restates complex knowledge in a way that makes it easier for others to understand. Experiments with new approaches, tests scenarios, questions assumptions and challenges conventional thinking. Creates new concepts that are not obvious to others, leveraging internal and external sources of information, to build incremental revenue and growth opportunities. Teamwork & Cooperation: Values and utilises the expertise of colleagues, asking for ideas and input and collaborates to form decisions and plans. Willingly learns from others. Creates opportunities for knowledge and expertise sharing between all members of the team. |
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