Senior Deal Originator

SUMMARY:
Our client is recruiting for a Senior Deal Originator. Position based in Johannesburg Northern suburbs. This is a permanent position.

POSITION INFO:
Purpose:
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 Company ultimately leading to company deals.
 
Key Performance areas:
·         Contribute to the development of Divisional and Business unit strategies and implementation thereof.
·         Identify new, and prioritize existing key clients based on a set criterion (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 profitability.
·         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 company as the ‘go-to’ company for infrastructure development opportunities.
·         Continuously research and analyze the clients’ business context, operations and financial performance in search of new opportunities
·         Leverage, engage and collaborate with the company’s internal network to ensure that the entire company’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 profitability.
·         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 catalyzed by the company.
·         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).
·         Client service rating.
 
Qualifications and Experience:
Minimum Requirements
·         An Honors 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 profitability.
·         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 snr 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 junior members of the team
 
Desirable Requirements
·         A post-graduate qualification such as a CA, CFA or MBA
 
Technical 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 organization 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 organization 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 organization strategic objective.
·                     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 organization''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 organization.
 
Deal Origination

• Utilizes extensive networks with developers, sponsors and consultants in Company-mandated sectors to identify project preparation opportunities.

• 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 Company equity investments.
• Independently structures and negotiates and concludes engagement letters, term sheets and facility agreements.

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