DEVELOPMENT BANK OF SOUTHERN AFRICA (DBSA) VACANCIES

DEVELOPMENT BANK OF SOUTHERN AFRICA (DBSA)

MARKETING SPECIALIST

Details
Marketing Specialist (DBS231117-1) - DBSA Logo
Closing Date: 2023/12/11
Reference Number: DBS231117-1
Job Title: Marketing Specialist
Job Grade: 16
Job Type Classification: Permanent
Location - Town / City: Midrand
Location – Province: Gauteng
Location – Country: South Africa
Job Profile (Downloadable): Marketing Specialist _Job Profile.docx (003).pdf (0.54 Mb)

Job Description
The purpose of the job is to implement and review the marketing strategies and plans to promote the DBSA brand and showcase the development impact both internally and externally utilising various marketing interventions through multiple fit-for-purpose platforms.

Key Responsibilities

Marketing Plans and Initiatives

Contribute towards the development and implement the marketing strategy, plans, policies and frameworks.
Conduct research, evaluate the Banks portfolio of clients and analyse internal/external data to determine customer segmentation and determine customer profiles to enable the execution of marketing programs for target segments.
Review the Bank’s branding and ensure brand consistency and application across the Bank for internal and external marketing materials, events and all communication formats.
Identify key platforms and communication channels (social media, digital marketing platforms) for marketing initiatives to promote the Bank and its strategic intent.
Provide marketing and communication expertise that positions the Bank as a leading change agent for socio-economic development in Southern Africa by proactively developing and implementing effective plans for internal and external stakeholders.
Plan, design and execute marketing campaigns and initiatives to promote the Bank, create awareness, showcase the service offering and development impact across Southern Africa.
Communicate high level outcomes from marketing initiatives by preparing summary reports and debriefs for management.
Facilitate the design and branding for the annual report, annual financial statements, and other key documents of the Bank in conjunction with various divisions.
Provide brand and marketing guidance to management and divisions for internal and external initiatives and build synergies and cooperation across the divisions.
Identify and deliver on key strategic events, presentations and corporate activities.
Incorporate public relations activities in promoting the Banks strategic intent, image and reputation.
Work together with the events team to ensure conferences, strategic sessions, exhibitions, advertisements are aligned to the DBSA brand and image.
Manage the selection and procurement of promotional items and corporate gifts to enhance brand awareness and strengthen relations.
Monitor the marketing budget and ensure that all planned marketing activities are within the approved budget.

Stakeholder Engagements

Provide a comprehensive brief to service providers on various marketing initiatives and manage the execution of the brief.
Establish and manage relationships with marketing and advertising agencies and various companies with marketing platforms.
On-board service providers on the DBSA brand, mission, vision and strategic intent as a leading change agent for socio-economic development in Southern Africa.
Build and maintain strong relationships with all stakeholders, both internally and externally to enhance business consultation and buy in on marketing campaigns.

Key measurements of outputs

Deliver a consistent brand across the Bank.
Drive understanding of DBSA brand internally.
Successful implementation of the marketing plans and initiatives.

Expertise & Technical Competencies

Minimum Requirements

Relevant Bachelor’s degree in Communications, Marketing, or related field.
A minimum of 5 years’ experience in marketing strategy development, communications and digital marketing experience at a specialist level.
A minimum of 5 years’ experience of working with agencies and vendors.
A minimum of 5 years’ experience in planning and activating traditional, digital and social media campaigns, content development, planning and account management.
Experience in commercial or marketing/advertising/digital agency environment.
Proven track record of successfully leading and implementing digital marketing, social media and marketing plans and campaigns at a specialist level.
Proven track record of writing and editing skills on both print and digital platforms.
Demonstrated experience in writing compelling and thought-provoking content that builds organisational brand/s.
Demonstrated ability in executing marketing initiatives and events.
Strong proficiency in Microsoft Office Suite (Word, Excel; PowerPoint).

Desirable Requirements

A post-graduate qualification in Marketing, Communications or Commerce.
A qualification in digital marketing.
Experience working for digital marketing agency, consulting, professional or financial services or development finance institution.

TECHNICAL
a) Communication (Written and Verbal)

Is relied on by others to help them write complex technical and non-technical documents and briefs.
Can determine which aspects of this knowledge area need to be transferred to others in order to achieve organisational goals.
Coaches’ others and transfers communication skills and knowledge to others.
Able to communicate complex problems or concepts, by making them simple and understandable for others.
Adapts language to the level of the audience in order to ensure that the message has a positive impact and is interesting to the audience.
Is articulate, demonstrates a wide range of vocabulary, and is confident when talking to large/high level audiences.

b) Marketing and Communications Skills

Strong understanding of Marketing and Communication principles and best practice, and of the full range of Marketing and Communication activities.
Ability to contribute to the development and implementation of a Marketing / Communication strategy.
Ability to take a lead role in Marketing and Communication activities, such as collecting and analysing market insights user feedback, content creation, producing marketing collateral.
Editorial planning and strategy experience.

c) Digital Marketing Skills

Digital channel strategy and management experience.
Social media strategy and management experience.
Data analytics e.g. Google analytics.
UX (User) experience design.
SEO and SEM (Search Engine Optimization and Search Engine Marketing).
Strong understanding of best practices and principles for digital marketing, social media and content development.

d) 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 maximize the effectiveness of project teams.

e) Planning & Organising

Is relied on to help others 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, reprioritizing and re-planning.

f) 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 maximize revenues and control costs.

g) Reporting & Communication

Designs / customizes reports to meet user needs.
Prepares complex or tailored reports, gathers information from a variety of sources, analyses the information and only includes pertinent information in a report.
Keeps standard reports under review and proposes improvements to meet user needs.

h) 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.

i) 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
a) Customer Service Orientation

Tries 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 offerings with future customer needs.

b) 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 of time to manage emotions or stress.

c) Strategic and Innovative Thinking

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.

d) Driving Delivery of Results

Sets challenging goals that will have a significant impact on the business or support the organisational strategy.
Commits significant resources and/or time to ensure that challenging goals are achieved, while also taking action to mitigate risk.

e) Teamwork and 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.

Policy
The Development Bank of Southern Africa will endeavour to make appointments in line with its Employment Equity Policy and Plan. Applications from suitably qualified designated groups, especially people with disabilities, are encouraged.
The DBSA corporate culture fit requires clear, logical and analytical thinking grounded in good interpersonal skills, a sense of urgency and results orientated execution of duties. The ability to work collaboratively and finding practical yet innovative solutions is critical to success in a work environment that demands emotional resilience, accountability and responsible risk taking and management.
The DBSA reserves the right to amend or remove vacancies in line with organisational requirements.
All vacancies can be viewed on the DBSA website (www.dbsa.org) under Careers.

PLEASE APPLY HERE

SAP CML MIS SPECIALIST

Details
SAP CML MIS Specialist (DBS231114-1) - DBSA Logo
Closing Date: 2023/12/08
Reference Number: DBS231114-1
Job Title: SAP CML MIS Specialist
Job Grade: 15
Job Type Classification: Permanent
Location - Town / City: Midrand
Location – Province: Gauteng
Location – Country: South Africa
Job Profile: (Downloadable) SAP CML MIS Specialist 31 Oct 2023.docx.pdf (375.29 kb)

Job Description
The purpose of this job is to implement, maintain and enhance the configuration of the SAP CML module. Provide first and second line support to the SAP CML end users and provide system information in report format of DBSA’s Credit portfolio.

Key Responsibilities
SAP System

Responsible for configuration, functional specifications, test scripts and conduct testing of configured system as well as coordinate set-ups, enhancements and upgrades.
Manage the production of technical, functional and user documentation.
Provide expert advice on matters pertaining to the specific specialist area of SAP.
Gather facts, analyse the business processes, draw conclusions and provide solutions to solve the technical issues in SAP CML, taking into consideration BP and FI-CO.
Conduct mass uploads of data and test in preparation for transport to the production environment.
Participate in workshops and presentations to validate the business design (blue printing) for new functionality and changes to the SAP CML system.
Work with other stakeholders to help develop, maintain and support a variety of reports or queries utilising appropriate reporting tools.
Implement structures to maintain SAP CML and provide end users continuous communication of system changes.
Provide input into the SAP business/implementation strategy.
Design SAP new product solutions based on new business requirements.
Work with the divisional functional departments on their respective reporting requirements to develop a common view and to address product specific needs.

Governance

Provide 1st and 2nd level support for SAP CML related incidents logged.
Single point of contact between end users, SAP Specialists/Developers and SAP Competency centre.
Manage all SAP CML incidents:

Log incidents on behalf of SAP CML end users.
Monthly review of SAP CML users and their associated roles, activity, and authorisations.
Facilitate audits in respect of authorisations and linking roles to positions.
Monitor completeness of data on SAP CML system, report and request corrective action to be taken.

Report on the status of various aspects of the SAP CML products.
Maintain adherence to sound corporate governance principles.

End User Support

Manage the production of technical, functional and end user documentation.
Prepare technical documentation and end user manuals.
Provide training to SAP CML users, including technical training to end users to ensure knowledge sharing on the usage of SAP and specific business processes to ensure there is a competent user base.
Generate management information and statistics to facilitate informed decision making.
Review and recommend process/customer service improvements and innovative solutions to SAP CML to improve DBSA client service.
Adhere to SAP standards in terms of project delivery and ensure high quality of service delivery.
Participate on bank wide projects and initiatives where CML systems expertise is required.
Work together with the divisional functional departments on their respective reporting requirements to develop a common view and to address product specific needs.

Key measurements of outputs

SAP configured according to end-user requirements and specifications.
End-user incidents resolved within the specified turn-around times.
Technical documentation and end-user manuals updated.

Expertise & Technical Competencies
Minimum Requirements
1. A Bachelor’s Degree or Advanced Diploma in Computer Science, Information Technology, Information Systems or equivalent.
2. SAP K3 Rating Certification.
3. A minimum of 5 years’ experience in SAP CML configuration.
4. Solid knowledge and experience of CML system configuration and system maintenance.

Desired Requirements
1. A post graduate qualification in Information Technology, Information Systems or Computer Science.
2. An understanding of ABAP code.
3. Experience in at least two full life cycle implementation projects.
4. Understanding of the lending products lifecycle process from origination to implementation and the disbursement process including other SAP modules e.g., BP and FI/Co.
5. SAP S/4 HANA experience.
6. Experience in the financial services industry.

TECHNICAL COMPETENCIES
a) Reporting

Designs / customizes 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.

b) Planning & Organizing

Is 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-planning.

c) Negotiation Skills

Understands and can apply basic negotiating skills and techniques, e.g., obtaining a full understanding of the other party's agenda and needs before disclosing own perspectives.
Possesses an understanding of various unspoken communications from other parties and can decipher hidden agendas.
Is able to successfully conclude negotiations which require the development of an emotional as well as factual argument.
Is able to develop mutually beneficial potential solutions.

d) Written Communication

Understands 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.

e) IT Support

Contacts end-user / customer to follow up on services and/or solutions to ensure that their needs have been correctly and effectively met.
Understands issues from the end-user/customer’s perspective.
Keeps end-user/customer up to date with information and decisions that affect him/her.
Monitors services provided to end-user / customer and makes timely adjustments as required.
Proposes new, creative and sound alternatives to improve technical services.
Uses advanced techniques in solving technical problems.

f) Data Collection and Analysis:

Based on knowledge of the reasons behind the analysis, is able to define the most appropriate means of data collection.
Is able to develop formats for data collection.
Is able to define the most appropriate internal and external data/information sources.
Identifies key facts in an array of data, recognises when pertinent facts are incorrect, missing, or require supplementation or verification.
Breaks down data into component parts to understand the nature and relationship of the parts.
Has a broad knowledge of statistical data-handling techniques.
Can undertake more comprehensive analysis of data/information but is not required to draw conclusions.

Required Personal Attributes

BEHAVIOURAL COMPETENCIES
a) Customer Service Orientation

Tries 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.

b) 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.

c) Strategic and Innovative Thinking

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.

d) Driving delivery of results

Sets challenging goals that will have a significant impact on the business or support the organisational strategy.
Commits significant resources and/or time to ensure that challenging goals are achieved, while also taking action to mitigate risk.

e) 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.

f) Attention to Detail

Double-checks the accuracy of information or work.
Ensures that the work produced doesn’t contain any errors.

g) Integrity

Takes pride in being trustworthy, serves all equally, respects others and embraces diversity.
Is honest in all relations (internal/external relations).

h) Problem Solving:

Identifies optimal solutions based on weighing the advantages and disadvantages of alternative approaches.
Implements solutions, then evaluates the effectiveness and efficiency of solutions.

SENIOR DEAL ORIGINATOR: SOCIAL, HEALTH & EDUCATION

Details
Senior Deal Originator: Social, Health & Education (DBS230822-1) - DBSA Logo
Closing Date: 2023/12/07
Reference Number: DBS230822-1
Job Title: Senior Deal Originator: Social, Health & Education
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.pdf (0.87 Mb)

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
KEY PERFOMANCE 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 DBSA 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 expertise 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 and when required.

Key Measurements of Outputs
1. Value of project originated, approved, committed and disbursed.
2. Value of projects catalysed by the DBSA.
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.

KEY INTERNAL LIAISON RELATIONSHIPS
1. Executives – CIO, Coverage, Transacting, Project Preparation, Infrastructure Delivery, Treasury
2. DBSA 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

Expertise & Technical Competencies

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.

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 discussions.
g. Coordinates business activities to ensure that investment initiatives are in support of government BEE strategies, broader national and regional economic development strategies.
h. Promote compliance and alignment with the strategic imperatives of both individual clients and the organisation of investment and development interventions.
i. Builds capacity to coordinate, control and manage the activities and efforts required for the implementation of the plan.
j. Builds capacity to conduct project origination exercises.

2.3 Business Acumen
a. Deep understanding of commercial drivers and is able to take decisions based on an assessment of alternatives concerning complex business situations.
b. Deep understanding of economic priorities of South Africa and Africa and how they can be implemented to meet an organisations strategic objectives.
c. 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.
d. Takes actions to fit business strategy.
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 possible 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 DBSA-mandated sectors to identify project preparation opportunities.
b. Conducts project identification, conceptualisation and preliminary structuring of projects structuring and value preposition for DBSA.
c. Applies analytical skills to understand the technical, environmental, institutional, financial and legal components 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 development in SA, SADC and selected African countries.
f. Provides and grows the opportunity for DBSA equity investments.
g. Independently structures and negotiates and concludes engagement letters, term sheets and facility agreements.

2.5 Project Management
a. Initiates project plans and secures resources for projects that span area or department boundaries.
b. Uses estimating techniques and develops project risk management approaches.
c. Has an in-depth and practical understanding of how to maximise the effectiveness of project teams.

2.6 Planning & Organising
a. Is relied on to helps other plan and organise their workload.
b. Uses effectively advance time management processes to deal with high workload and tight deadlines.
c. Organises, prioritises and schedules tasks so they can be performed within budget and with the efficient use of time and resources.
d. Achieves goals in a timely manner, despite obstacles encountered, by organising, reprioritising and re-planning.

2.7 Financial Acumen
a. Makes sound financial decisions after having analysed their impacts on the organisation, partner agencies, and community.
b. Effectively prepares budgetary submissions and forecasts for own department.
c. Knows the internal and external factors that impact on resource and asset availability.
d. Is able to interpret management account reports in an operational/commercial context and take action as appropriate to maximise revenues and control costs.

2.8 Reporting & Communication
a. Designs / customises reports to meet user needs.
b. Prepares complex or tailored reports, gathers information from a variety of sources, analyses and includes in a report.
c. Keeps standard reports under review and proposes improvements to meet user needs.

2.9 Presentation Skills
a. 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.).
b. Has knowledge of various feedback mechanisms to check levels of audience understanding.

2.10 Negotiation
a. Has an appreciation of cultural sensitivities and differences.
b. Effectively employs a variety of advanced behavioural/interpersonal competencies to control the negotiation situation.
c. Is able to take the lead in a variety of sensitive negotiation situations requiring high levels of tact and diplomacy.
d. 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
1.1 Achievement Orientation
a. Undertakes challenging assignments and strives to complete them.
b. Sets priorities and chooses goals on the basis of calculated costs, anticipated benefits and improvement of performance.
c. Aims at exceptional performance; setting out to achieve a unique standard.
d. Constantly analyses outcomes to ensure the achievement of business goals.
e. Identifies short-term opportunities or potential problems aiming to achieve better outcomes.
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/ products that relate to their on-going needs.
d. Thinks of new ways to align DBSA’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 appropriate 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.
1.5 Self-awareness and Self Control
a. Withholds effects of strong emotions in difficult situations.
b. Keeps functioning or responds constructively despite stress.
c. May apply special techniques or plan ahead of time to manage emotions or stress.
1.6 Strategic and Innovative Thinking
a. 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.
b. Restates complex knowledge in a way that makes it easier for others to understand.
c. Experiments with new approaches, tests scenarios, questions assumptions and challenges conventional thinking.
d. Creates new concepts that are not obvious to others, leveraging internal and external sources of information, to build incremental revenue and growth opportunities.
1.7 Teamwork & Cooperation
a. Acts to promote a friendly climate and good morale and resolves conflicts.
b. Creates opportunities for cross-functional working.
c. Encourages others to network outside of their own team/department and learn from their experience.

Policy
The Development Bank of Southern Africa will endeavour to make appointments in line with its Employment Equity Policy and Plan. Applications from suitably qualified designated groups, especially people with disabilities, are encouraged.
The DBSA corporate culture fit requires clear, logical and analytical thinking grounded in good interpersonal skills, a sense of urgency and results orientated execution of duties. The ability to work collaboratively and finding practical yet innovative solutions is critical to success in a work environment that demands emotional resilience, accountability and responsible risk taking and management.
The DBSA reserves the right to amend or remove vacancies in line with organisational requirements.
All vacancies can be viewed on the DBSA website (www.dbsa.org) under Careers.

PLEASE APPLY HERE

SENIOR DEAL ORIGINATOR: LGSU

Details
Senior Deal Originator: LGSU (DBS230221-2) - DBSA Logo
Closing Date: 2023/12/07
Reference Number: DBS230221-2
Job Title: Senior Deal Originator: LGSU
Job Grade: 16
Job Type Classification: Permanent
Location - Town / City: Midrand
Location – Province: Gauteng
Location – Country: South Africa
Job Profile (Downloadable): Senior_Deal_Originator_Local_Government_Support_Feb_2023.pdf (283.82 kb)

Job Description
The Snr 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 analyze 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;
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 snr 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 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 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 maximize the effectiveness of project teams.

Planning & Organizing:

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, reprioritizing 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 maximize revenues and control costs.

Reporting & Communication:

Designs / customizes 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.

Required Personal Attributes

Behavioural Competencies

Achievement 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 capitalize 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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