PURPOSE OF THIS JOB
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 Oranisations ultimately leading to bankable deals.

KEY PERFORMANCE AREAS
1. Contribute to the development of Divisional and Business unit strategies and implementation thereof.
2. 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.
3. Develop strong pipeline of good quality investments through proactive origination/business development and developing and employing sector/country knowledge.
4. Build and maintain strong relationships with clients, global and regional private businesses and facilitate the identification of opportunities to initiate viable projects.
5. Work closely with the project preparation team to facilitate project preparation, scoping, feasibility studies and business plans with the intention of closing investment deals.
6. Work closely with the Transactions team to take deals to bankability.
7. Remediate and eliminate partnership obstacles and inefficiencies, have knowledge of all new products, structured products and services offered by competitors.
8. 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.
9. Build relationships, networks and collaborate with internal and external key stakeholders and clients to position organisations as the 'go-to' Bank for infrastructure development opportunities.
10. Continuously research and analyse the clients' business context, operations and financial performance in search of new opportunities
11. 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.
12. Develop strong pipeline of good quality investments through proactive origination/business development and developing and employing sector/country knowledge;
13. Compile and provide competitor analysis and understand the operating environment.
14. Lead, initiate and develop new business strategies and opportunities to create a pipeline of development impact projects ensuring deal flow and bankability.
15. Working closely with Financing Operations Division, initiate and develop new business strategies and opportunities to create a pipeline of fee income generating projects.
16. Prepare and provide documentation/reports for EXCO and Board(s) decision making where applicable.
17. Present at deal Committees where applicable as and when required.

Key Measurements of Outputs
1. Value of project originated, approved, committed and disbursed.
2. Value of projects catalysed by the Organisations .
3. Value of projects originated with South African Inc.
4. Value of projects originated for Project Preparation Division.
5. Value of funds under management secured (Infrastructure Delivery business).
6. NPL targets.
7. Client service rating.

Desired Skills:

• Assessment skills
• Business Development
• Business Acumen
• Deal Origination
• Project Management

Desired Work Experience:

• 5 to 10 years

Desired Qualification Level:

• Degree

About The Employer:

KEY INTERNAL LIAISON RELATIONSHIPS
1. Executives - CIO, Coverage, Transacting, Project Preparation, Infrastructure Delivery, Treasury
2. Organisations Committees, e.g. Deal screen, Investment Committee, Asset/Liability Committee
3. Management and staff - Risk, Project Preparation, Transacting, Infrastructure delivery, Treasury, Finance,
Financing Operations
KEY EXTERNAL LIAISON RELATIONSHIPS
1. Government entities - National, Provincial, Local, Sovereigns (where applicable)
2. Investment partners - commercial, DFIs
3. Service providers - e.g. EPCs, advisors, O&Ms
4. Knowledge partners - Universities, think tanks, local/international organisations
QUALIFICATIONS & EXPERIENCE
Minimum Requirements
1. An Honours degree in Finance, Business, Accounting, Engineering or Economics;
2. 8-10 years' experience in appraising, negotiating and closing Project Finance, Corporate Finance, or
Structured Finance transactions in a financial institution;
3. Experience in securing infrastructure investment deals in relevant sectors/geographies in SA and/or Africa
(where applicable).
4. Experience in leading, initiating and developing new business strategies and opportunities to create a pipeline
of development impact projects ensuring deal flow and bankability.
5. Experience in securing deals of appropriate size for sectors and geographies in question.
6. Strong networks and relations with clients, global and regional private investors and banks in order to identify
and source viable projects/investments.
7. Successful track record in leading project teams with high level stakeholders and qualified professionals;
8. Experience in using Financial models;
9. Comprehensive knowledge of the complex financial and regulatory environments across Africa (where
applicable).
10. In depth knowledge and understanding of infrastructure market, financial markets and the macro landscape.
11. Demonstrable experience in identifying client challenges and playing an active part in finding innovative
solutions.
12. Experienced communicator and negotiator (expertise at senior level).
13. Strong negotiation skills with the ability to close deals.
14. Proven experience in working with senior stakeholders in highly political environments in South Africa and
the rest of Africa (where applicable)
15. Role requires flexibility to be redeployed if required
16. Ability to mentor jnr members of the team

1.2 Customer Service Orientation
a. Tries to understand the underlying needs of customers and matches these needs to available or customised products and services.
b. Adapts processes and procedures to meet on-going customer needs.
c. Utilises the feedback received by customers, in order to develop new and/or improve existing services/ prod-ucts that relate to their on-going needs.
d. Thinks of new ways to align Organisation's offerings with future customer needs.
1.3 Integrity
a. Is willing to end a business relationship because it was associated with unethical business practice.
b. Is capable of challenging senior management (in an appropriate and respectable manner) in order to act on espoused values.
1.4 Leading and Empowering Others
a. 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).
b. Monitors performance against clear standards, and addresses performance issues promptly and takes action to get performance back to desired levels.
c. Proactively asks for feedback on own performance from team members, aiming to become more effective.

TECHNICAL
2.1. Risk Identification & Assessment skills
a. Advises on applicable aspects of risk identification and assessment.
b. Assesses and links short-term tasks in the context of long-term business strategies or perspectives.
2.2 Business Development
a. Takes overall lead for pro-active business development at national and international level.
b. Initiates, reviews and interprets competitor environment reviews and take actions accordingly.
c. Formulates and modify market approaches on the basis of competitor analyses.
d. Leads the formulation, development and implementation of the business development strategy to generate new business opportunities in public and private sector delivery of infrastructure.
e. Identifies and develop new markets, products and clients.
f. Leads the participation and presentation of an organisation at investment conferences and roundtable dis-cussions.
g. Coordinates business activities to ensure that investment initiatives are in support of government BEE strate-gies, broader national and regional economic development strategies.
e. Assesses and links short-term tasks in the context of long-term business strategies or perspectives.
f. 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.
g. Anticipates possible responses to different initiatives.
h. Understands the projected direction of the industry and how changes might impact the organisation.
2.4 Deal Origination
a. Utilises extensive networks with developers, sponsors and consultants in organisations-mandated sectors to identify project preparation opportunities.
b. Conducts project identification, conceptualisation and preliminary structuring of projects structuring and value preposition for the organisation.
c. Applies analytical skills to understand the technical, environmental, institutional, financial and legal compo-nents of projects to present a structure to prepare the project.
d. Understands the regulatory and policy environments and offers advice in preparing/structuring of projects.
e. Conducts market research, business analysis and profiling to identify opportunities for infrastructure develop-ment in SA, SADC and selected African countries.
f. Provides and grows the opportunity for organisations equity investments.
g. Independently structures and negotiates and concludes engagement letters, term sheets and facility agree-ments.
2.5 Project Management
a. Initiates project plans and secures resources for projects that span area or department boundaries.