About the position
The purpose of this role is to generate deal flow and build a robust pipeline of prospective transactions for underwriting across various sectors. The incumbent of this role will also be responsible to coach & mentor junior staff. This role is instrumental in ensuring that new transactions align with the company's mandate, risk appetite and strategic objectives.
The incumbent will among other things be responsible for the following:
- Develop and execute strategic business development plans aligned to the company's growth objectives
- Develop and sustain a robust pipeline of good quality projects/transactions through proactive origination/business development;
- Comprehensively map industry or sector opportunities in order to generate a list of prospects;
- Build and maintain strong relationships with clients global, regional and local private businesses, banking and multilateral partners and government officials to further develop specific underwriting opportunities;
- Work closely with the underwriting team to find innovative solutions to address client transactional needs and support;
- Collaborate with internal teams to design, develop, and refine company products and services;
- Liaise with the medium to long term underwriting and short term insurance trade teams to ensure seamless handover and continuous oversight of transactions post applications.
- Conduct market research for appropriate business opportunities that would match company products and eligibility requirements;
- Play a proactive facilitation role to match the business opportunities to the relevant clients in order to unlock potential deal flow for the company;
- Pursue various business initiatives to increase the company client base in various market segments and geographies;
- Contribute to internal and external knowledge sharing platforms, providing specialist input in areas of expertise and be a champion in fostering a culture of client centricity.
- Provide leadership and management to the direct reports to ensure that they execute their roles in a manner that is aligned to the implementation of the corporate strategic plan, annual performance plan and the achievement of the balanced scorecard;
- Ensure that there are sufficient execution capabilities within the Business Development unit;
- In collaboration with other business units, establish, execute and manage the distribution channels of company products;
- Build and maintain relationships with key stakeholders such as partner banks and development finance institutions, export councils and industry associations etc.,
- Manage the end-to-end sales process, from lead generation to deal closure.
- Champion the adoption of innovative digital solutions, such as online portals and automated processing systems, to enhance customer experience and improve operational efficiency.
- Prepare regular reports on business development activities, including business development performance, market trends, and potential growth areas.
- Present business development strategies and progress updates to the Executive Committee and Board Committees.
- Represent the company at industry forums and networking events.
- Develop and manage business unit budgets and financial forecasts.
- Carry out any other roles assigned by executive management.
Key Measures
- Increased pipeline and deal flow for the company;
- Increased repetitive business from the existing clients;
- Increase the overall client base and generate new clients;
- Assist the company expand and diversify its portfolio in other geographies outside of the SADC region;
- Be a champion of client centricity within the Corporation
- Team performance and retention
Key Interfaces
- EXCO
- Company business unit heads and staff
- Internal stakeholders which will include the Board
- External stakeholders and clients (government, export councils and industry associations, partner banks and development finance institutions, other ECAs etc.)
QUALIFICATIONS & EXPERIENCE
- A minimum of an Honours level degree with specialisation in commercial or technical discipline including but not limited to Economics, Accountancy, Finance, Banking, Science, Law or Engineering. Economics;
- A postgraduate qualification preferably a CA or CFA or MBA or Marketing would be advantageous;
- A minimum of 8 years' transactional experience in deal origination and deal structuring, in the financial services sector with a proven track record of deal origination and business development;
- Knowledge of the business of Export Credit Agencies (ECAs) is an added advantage.
SKILLS AND ABILITIES
- Genuine commitment to highest ethical standards and to sustainable development with particular sensitivity to social and environmental issues.
- Strong business development and client relationship skills, and the ability to focus on client needs effectively;
- Demonstrated excellence in the field of business development;
- Strong credit and risk analysis skills;
- Must be able to analyse financial statements, screen and select the relevant deals;
- Must be familiar with, and have the ability to negotiate and evaluate complex financial transactions;
- Ability to communicate verbally and in writing at all levels ( Minister, Board, Executives, Staff and other key Stakeholders);
- Ability to coordinate and manage multiple functions;
- Ability to communicate underwriting concepts to non-specialists
- Ability to forge relationships with other areas of the business;
- Strong aptitude for problem resolution and decision making;
- Problem solving skills to identify issues and present creative and practical solutions;
- Excellent analytical skills;
- Strict attention to detail and deadline orientated;
- Strong leadership skills required to manage the business development function.
LEADERSHIP COMPETENCIES
The incumbent is required to have the following leadership competencies:
- Management of relationships and sensitivities.
- Empowerment and Teamwork - works cooperatively with others to ensure the success of the team and the individual team members; develop others.
- Verbal Communication - effectively transfer thoughts and expresses ideas, thoughts and concepts.
- Decision Making - makes timely and effective decisions; takes initiative, makes clear decisions on basis of risk analysis, takes accountability for decisions and actions.
- Leading - provides clear direction and empowers others to deliver.
- Impact and Influence - uses persuasion and influence to achieve commitment or support from others.
- Ethical Behaviour - acts consistently with honesty and integrity and in accordance with the standards for right conduct.
- A resolute individual who leads by example and leads from the front.
- A leader with stature, presence and unquestionable market credibility.
- A decisive and insightful individual, who is results-driven and has strategic and organizational agility.
Desired Skills:
About The Employer:
Join a well established company based in Centurion.
