DEVELOPMENT BANK OF SOUTHERN AFRICA (DBSA) VACANCIES

DEVELOPMENT BANK OF SOUTHERN AFRICA (DBSA)

HEAD: BUSINESS DEVELOPMENT AND STAKEHOLDER RELATIONS

Details
Head: Business Development and Stakeholder Relations (DBS240515-1)
Closing Date 2024/06/07
Reference Number DBS240515-1
Job Title Head: Business Development and Stakeholder Relations
Job Grade 19
Job Type Classification Permanent
Location - Town / City Midrand
Location – Province Gauteng
Location – Country South Africa

Job Profile (Downloadable) Head Business Development and Stakeholder Relations 03.04.2024.docx.pdf (447.85 kb) - 5/15/2024 1:32:53 PM

Job Description
The purpose of this role is to manage business development activities for the Infrastructure Delivery Division (IDD) driving opportunities for growing and retaining existing clients. The role involves developing a rapport with new clients, setting targets for sales and providing support that will continually improve the relationship.

Key Responsibilities
Strategic Outputs

Contribute to the development of IDD annual and medium-term growth strategies and business plans.
Develop and drive the implementation of the IDD business development strategy, aligned to the organisational and divisional strategy.
Review the business development strategy and revise to improve business development initiatives to increase revenue and business growth.
Contribute to building synergies and cooperation within IDD and across all divisions of the DBSA.
Manage all risks within areas of responsibility and ensure compliance by following regulatory requirements and DBSA policies.

Business Development

Lead, initiate and develop business strategies and opportunities to create a pipeline of development impact projects/deals to ensure infrastructure delivery and financial sustainability.
Originate investment opportunities based on strategic fit, development outcomes and economic viability.
Develop networks and relations with clients to identify and source viable projects / investments.
Plan and oversee new infrastructure initiatives/strategies aligned to IDD’s business strategy.
Conduct end to end management of the deal sourcing process, anticipate client needs and respond with innovative solutions to client requirements.
Plan approaches and pitches as well as work with the relevant IDD team to develop client specific proposals that align with the client’s needs, challenges and objectives.
Participate in the development of pricing models for clients’ solutions and/or services.
Develop indicative term sheets and funding proposals for clients.

Stakeholder Relations

Build and maintain strong relationships with current and potential clients as well as critical national, provincial and municipal stakeholders in conjunction with the Group Executive: IDD.
Build strong internal and external relationships to foster collaboration and initiate strategic dialogue to solution for the infrastructure challenges in the country.
Form strategic partnerships with key individuals, companies and bodies to enhance market penetration, product delivery and capabilities within the built environment and priority sectors.
Plan and prepare presentations and pitch the IDD services and solutions for prospective clients.
Use external network and internal resources to position IDD as a key player in delivering / implementing infrastructure projects / programmes.
Utilise business intelligence and appropriate reports to identify business opportunities and actively explore these through engaging relevant stakeholders.
Interface with key internal stakeholders to ensure key external stakeholders have multiple relationship interfaces with the organisation which they perceive as seamless and aligned (leverage the value chain).

Business Origination and Packaging

Originate, structure and lead negotiations in the delivery of high infrastructure projects / programmes / initiatives and close deals from conception to completion.
Identifies potential business opportunities.
Assess and screen projects and select projects by feasibility and high probability of success.
Develop criteria for the prioritisation of clients and markets.
Develop and monitor client-specific plans and targets.
Drive the implementation of client-specific plans and targets in conjunction with the relevant IDD teams and resources.
Lead client negotiations and oversee the development of new mandates assessment reports for presentation to the relevant committees.
Collaborate with relevant IDD teams to package new mandates and ensure these mandates, programmes and projects are appropriately priced and de-risked.
Lead the development and implementation of set-up/ kick-off plans for new mandates/ programmes/projects.
Develop and implement effective systems and processes to ensure a smooth handover between the business origination process and the ongoing programme management process.
Evaluate interest, feasibility and risk profile of potential projects in consultation with relevant internal stakeholders.
Provide guidance to Business Development Specialists on the identification and completion of proposals.

Client Management

Work with the relevant internal teams to ensure that the customer relations system is implemented and kept up to date such as:
Profiles of priority current and potential clients are developed and maintained.
Client satisfaction surveys are conducted, and the results are implemented within the IDD.
Client risk analysis is conducted, and high-risk clients are rapidly identified and managed.
Provide input to the Group Executive regarding the choice of client relationship managers for specific clients.
Resolve escalated issues and manage the actions to resolve challenges as required.

People Management

Provide direction and management to the direct reports to enable the execution of strategy and manage their portfolios effectively.
Manage and evaluate the performance of the direct reports against set targets, KPI’s and metrics.
Define, cascade and monitor business and people performance objectives of direct reports.
Attract, retain, and develop high-calibre talent. Develop and maintain sufficient depth in all critical functions, minimizing "key-man" risk.
Optimise skills usage within the unit.
Accountable for performance management of all direct reports, managing their performance about quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management.
Develop the skills and abilities of all team members, with the result that they perform to their highest potential and optimize their current and future job performance.

Key measurements of outputs

Conversion rate of opportunities to closed deals.
Achievement of revenue and business growth targets.
Leadership, management and oversight role as Head: Business Development & Stakeholder Relations.
Successful execution of agreed objectives, strategic projects and initiatives.
Value of projects originated and value of projects in the pipeline.
Management of client and stakeholder relationships.
Clean Audit

Expertise & Technical Competencies

A postgraduate degree in the Built Environment, Commerce, Project Management or MBA or other related fields will be an advantage.
A minimum of 10-12 years' experience in the built and project management environment.
The required relevant experience must include 5 years of managerial experience.
Proven experience in leading development and execution of business development, sales or marketing.
Strong business development track record articulating revenue and business growth.
Strong business development and client relationship skills, and ability to focus on client's needs effectively.
Excellent communication skills and a strong positive personal presence.
Experience in engaging provincial and national government officials and bodies in the built environment sector.
In-depth knowledge of the legislative environment in the built environment and the infrastructure landscape.

Desirable Requirements:

A post-graduate qualification in development finance/ economics.
Business development in a construction/infrastructure organisation.

TECHNICAL COMPETENCIES
Business Development

Takes overall lead for pro-active business development at national and regional level.
Initiates, reviews and interprets competitor environment reviews and take actions accordingly.
Formulates and modify market approaches based on 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.
Positions the DBSA as the preferred development partner, lender and advisor.
Leads the participation and presentation of the DBSA 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 DBSA 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.

Strategic Planning

Ability to analyse business trends, implications and options to devise holistic and long-term strategic plans as well as execute the required change is essential to meet an organisations objectives and future goals
Establishes challenging, attainable goals and objectives based on a customer focus perspective.
Looks to the future with a broad perspective.
Ensures performances measures are in place to monitor progress and assess accomplishments and achievement of strategic goals and objectives.
Develops initiatives to achieve goals and objectives.
Articulates the vision and plans to others.

Policies & Procedures

Is able to evaluate existing policies and procedures in terms of their suitability in light of the broader business agenda.
Has sufficient sector expertise to be able to scan the market to obtain examples of best practice in own area of specialism.
Can develop new policies and procedures where required, aligning them with DBSA strategy and appropriate legislation.
Is able to present recommendations to senior management for approval in a concise manner.

Commercial Business Acumen

Is capable of analysing commercial situations, developing options and making recommendations.
Monitors the economic environment and continuously seeks opportunities for economic policy and legislation improvement to ensure ease of doing business in South Africa.
Actively monitors the South African business environment to ensure promotion of fair competition, the protection of consumer interests, effective trade and investment, etc…
Understands South African business community issues/challenges and can build win-win relationships with them.
Envisions, creates and facilitates connections to develop and enhance partnerships, alliances and networks that advance shared interests

Risk Identification & Assessment skills

Advises on applicable aspects of risk identification and assessment.

Planning & Organising

Coaches’ others on advanced planning and organising skills.
Plays a role in transferring advanced planning and organising skills and knowledge to others.
Identifies and acts on opportunities to partner with other units in the department to achieve desired results.
Develops partnership agreements that ensure win-win outcomes for all parties.
Develops integrated plans for the work unit and others that interfaces with the function’s budget.

Reporting & Communication

Designs, reviews and improves reporting processes and provides guidance.
Leads production of complex environment reports, takes an editorial role, determines content and level of detail, and ensures consistent messaging and branding.
Is relied on by others to help them write complex technical and non-technical documents and briefs.
Is able to 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.

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.

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.

Project Management

Defines, plans and manages large and/or strategic projects, including those with a high degree of technical
complexity, with impacts across the organisation and/or with national implications.
Assembles and leads diverse and multi-disciplinary teams, ensuring maximum effective resource utilisation.
Successfully manages substantial project budgets and reports directly to senior managers on the progress and results of projects.
Identifies complex issues that need escalation and proposes appropriate corrective actions.

Solution Focus

Identifies broad, highly complex problems based on a multitude of factors, many of which are complex and sweeping in nature, difficult to define and often contradictory.
Creates procedures to articulate the nature of problems and to identify and weigh alternate solutions.
Evaluates the effectiveness of solutions using approaches tailored to the situation.

Legal Knowledge

Extensive knowledge and understanding of the principles of DBSA.
Wide-ranging knowledge of industry best practice, and keeps abreast of, interprets and informs on developments in the area of new laws and regulations relevant to DBSA.

Required Personal Attributes

LEADERSHIP/BEHAVIOURAL
Leading & Empowering Others

Identifies long-term goals for the team and communicates them to team members, ensuring their buy-in.
Sets a good example by personally exercising desired behaviour, acts on values and beliefs.
Communicates a vision for the team and future success that inspires team members.
After assessing others’ competence, one delegates full authority and responsibility to others to do a task in their own way.
Ensures that competent employees are given opportunities to further their careers.

Leading & Managing Change

Anticipates the need for change when not obvious and influences others to gain support.
Builds sustainable business and organisational capacity to embrace and thrive on change.
Re-engineers and aligns structures, processes and practices to support and sustain the desired change.

Strategic & Innovative Thinking

Understands connections and trade-offs of strategic choices to evaluate which ideas are practical and possible by considering business and/or scientific implications.
Develops innovative business and/or customer solutions that shape industry practices.

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.

Developing Others

Gives specific positive or mixed feedback for developmental purposes.
Gives negative feedback in behavioural rather than personal terms.
Reassures and/or expresses positive expectations for future performance when giving corrective feedback.
Gives individualised suggestions to individuals for their improvement.

Driving delivery of results

Identifies and implements a business opportunity that will have a long-term impact on the business (which may include the organisation’s reputation or brand image).
Monitors progress and adapts the plan if necessary to ensure optimal benefit to the business.
Makes decisions, sets priorities, or chooses goals based on inputs and outputs makes explicit considerations of potential profit, return on investment, or cost benefit analysis.
Based on the cost-benefit analysis, makes decisions of entrepreneurial risk nature.

Decisiveness (High Performance, Service Orientation)

Makes timely decisions about complex issues even when some information is missing.
Makes decisions and stands by them even when they are controversial or unpopular.
Grasps critical business opportunities when they arise by making timely decisions.

Policy
The Development Bank of Southern Africa will endeavor 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: RSA METROS & BANKABLE CITIES

Details
Senior Deal Originator: RSA Metros & Bankable Cities (DBS240508-1)
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) - 08/05/2024 15:56:56

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 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 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 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 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.

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.

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