Job Title Principal Syndication Officer
Job Grade 17
Job Type Classification Permanent
Location - Town / City Midrand
Location - Province Gauteng
Location - Country South Africa
JOB DESCRIPTION
The Principal Syndication Officer is responsible for formulating and executing the strategic objectives of the Business Unit in collaboration with the Head: Banks and Global DFIs whilst being accountable for deal origination, building and owning client relationships and partnerships and arranging financing for projects and distribution opportunities for the DBSA.
KEY RESPONSIBILITIES
1. Contribute to the development of Divisional and Business Unit strategies and the implementation thereof.
2. Build relationships, networks and collaborate with internal and external key stakeholders and clients to position DBSA as the ‘go-to’ bank for infrastructure development and financing opportunities and ensure that DBSA’s product offering and expertise are used to the optimum.
3. Collaborate with other DBSA Divisions and/or Business Units to conduct research in the key DBSA sub-Saharan Africa investment focus countries in relation to public/private sector clients and players, the political landscape and regulatory framework, DBSA investment sectors, macro/micro-economics, financial markets (currencies/fixed income/interest rates) and primary/secondary debt and equity market dynamics and synthesise the associated data for internal/external business use as required.
4. Stay abreast of syndication and distribution market trends and developments, in particular, new (structured) products and services offered by competitors and associated deal flow in sub-Saharan Africa.
5. Develop a strong pipeline of good quality investments through the generation of transaction ideas and leads and proactive business development, prioritising existing key clients and pursuing new clients, to generate non-interest fee income.
6. Analyse the existing DBSA investment portfolio, identify secondary debt and/or equity market distribution opportunities; and structure and execute the underlying transactions.
7. Manage relationships with local/international bank and non-bank financial institutions, particularly institutional debt and/or equity syndication and distributions desks.
8. Coordinate syndicate participants in all transactions where DBSA is appointed Mandated Lead Arranger (MLA) (or co-MLA).
9. Collaborate with other DBSA Divisions and/or Business Units to develop and periodically update the debt and equity instruments pricing tool to cater for syndication and distribution of debt and equity instruments.
10. Collaborate with other DBSA Divisions and/or Business Units in executing primary and secondary debt and/or equity instrument syndications and distributions, respectively.
11. Develop and periodically update debt and equity investor as well as preferred transferee databases.
12. Prepare pitch decks and conduct client transaction pitches/presentations.
13. Collaborate with other DBSA Divisions and/or Business Units, as appropriate, to develop indicative pricing and issue internal and investor transaction price guidance.
14. Compile and issue and/or collate client and/or investor Expressions of Interest (EOIs) and transaction term sheet(s).
15. Originate and manage the process, and provide input and collaborate with other DBSA Divisions and/or Business Units, as appropriate, in the drafting/negotiation/execution of DBSA Mandated Lead Arranger (MLA) or other mandates.
16. Collaborate with other DBSA Divisions and/or Business Units to perform transaction structuring, investment case development and documentation and internal investment case presentation at Investment Committee (IC) and Board and Credit Investment Committee (BCIC) (or alternative) as appropriate/required.
17. Collaborate with other DBSA Divisions and/or Business Units during the Bankable Feasibility Study (BFS) project development phase to provide input regarding the structuring and packaging of transactions for bankability.
18. Collaborate with other DBSA Divisions and/or Business Units to secure Mandated Lead Arranger (MLA) rights as early as possible during the project development phase on projects where DBSA has either directly or through third-party managed funds, financed project development.
19. Develop and/or review and update transaction teasers/Information Memoranda (IMs) and financial models for corporate/project/structured finance transactions in collaboration with the Coverage, Transacting, Credit and Sector Specialist Business Units.
20. Arrange, schedule and facilitate debt and equity client/investor road shows.
21. Document and disseminate internally and/or externally all call reports and client/investor input during syndication/distribution roadshows/book runs.
22. Identify, secure and assign senior/junior syndicate participants, including setting and making pro-rata debt allocations,
23. Create and populate physical or electronic transaction data room(s) and collaborate with other DBSA Divisions and/or Business Units to manage the transaction due diligence process.
24. Liaise with co-MLAs and/or the Lender Group, as appropriate, to develop the scope of work for, select, negotiate and contract with; and appoint Lenders’ Advisors.
25. Collaborate with other DBSA Divisions and/or Business Units, as appropriate, in the drafting/negotiation/execution of Lenders’ Advisor as well as Project and Financing Agreements.
26. Liaise with co-MLAs and/or the Lender Group to appoint an Agent Bank(s), Security Agent(s) and other role players customary to debt transactions.
27. Organise syndicated/distributed debt or equity instrument signing ceremonies, as appropriate.
28. Collaborate with other DBSA Divisions and/or Business Units, as appropriate, to collect and publish Conditions Precedent documentation as required.
29. Liaise with the Loan Management Unit and the Agent Bank(s) for the drawdown and closing of primary and secondary market debt and equity instruments.
30. Collaborate with other DBSA Divisions/Units in the execution of all pertinent documents to close secondary debt and equity instrument transactions.
Key Measurements of Outputs
1. The number and value of Mandated Lead Arranger (MLA) (or co-MLA) mandates secured from clients.
2. The number and value of syndication and distribution transactions approved at Investment Committee (IC) and Board and Credit Investment Committee (BCIC).
3. The number and value of successfully arranged and distributed transactions through collaborative effort with other Divisions and Business Units within the DBSA.
4. The non-interest fee income generated by the Syndication and Distribution Business Unit.
Key Internal Liaison Relationships
1. Executives – Chief Investment Officer, Coverage, Transacting, Project Preparation, Infrastructure Delivery, Treasury, Financing Operations
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, Country Risk Specialists, Knowledge Management
Key External Liaison Relationships
1. Government entities – National, Provincial, Local, Sovereigns
2. Investment partners – Commercial Banks, DFIs, Multilaterals, ECA Agencies
3. Service providers – e.g. EPCs, advisors, O&Ms
4. Knowledge partners – Universities, think tanks, local/international organisations
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EXPERTISE & TECHNICAL COMPETENCIES
Minimum Requirements
1. A Bachelor’s degree in Finance, Business, Accounting, Engineering or Economics.
2. A minimum of 10 years of broad financial markets experience including, but not restricted to; appraising, negotiating and closing Project Finance, Corporate Finance or Structured Finance transactions or acting in a debt and/or equity instrument sales and distribution role in a financial institution.
3. Experience in securing infrastructure investment deals in relevant sectors/geographies in SA and/or Africa.
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 the 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 developing/reviewing and using corporate/project/structured finance financial models.
9. Comprehensive knowledge of the complex financial and regulatory environments across Africa.
10. In depth knowledge and understanding of the 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.
15. Flexibility to be deployed to other business units within the DBSA, if required
16. Ability to mentor junior members of the team.
Desirable Requirements
1. A post-graduate qualification such as a CA, CFA or MBA.
2. Experience with the syndication and distribution of debt and/or equity instruments.
TECHNICAL
1. Business Development
1) Takes overall lead for pro-active business development at national and international level.
2) Initiates, reviews and interprets competitor environment reviews and take actions accordingly.
3) Formulates and modify market approaches on the basis of competitor analyses.
4) Leads the formulation, development and implementation of the business development strategy to generate new business opportunities in public and private sector delivery of infrastructure.
5) Identifies and develop new markets, products and clients.
6) Leads the participation and presentation of an organisation at investment conferences and roundtable discussions.
7) Coordinates business activities to ensure that investment initiatives are in support of government BEE strategies, broader national and regional economic development strategies.
8) Promote compliance and alignment with the strategic imperatives of both individual clients and the organisation of investment and development interventions.
9) Builds capacity to coordinate, control and manage the activities and efforts required for the implementation of the plan.
10) Builds capacity to conduct project origination exercises.
Business Acumen
1) Deep understanding of commercial drivers and is able to take decisions based on an assessment of alternatives concerning complex business situations.
2) Deep understanding of economic priorities of South Africa and Africa and how they can be implemented to meet an organisations strategic objectives.
3) 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.
4) Takes actions to fit business strategy.
5) Assesses and links short-term tasks in the context of long-term business strategies or perspectives.
6) 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.
7) Anticipates possible responses to different initiatives.
8) Understands the projected direction of the industry and how changes might impact the organisation.
Deal Origination
1) Utilises extensive networks with developers, sponsors and consultants in DBSA-mandated sectors to identify project preparation opportunities.
2) Conducts project identification, conceptualisation and preliminary structuring of projects structuring and value preposition for DBSA.
3) Applies analytical skills to understand the technical, environmental, institutional, financial and legal components of projects to present a structure to prepare the project.
4) Understands the regulatory and policy environments and offers advice in preparing/structuring of projects.
5) Conducts market research, business analysis and profiling to identify opportunities for infrastructure development in SA, SADC and selected African countries.
6) Provides and grows the opportunity for DBSA equity investments.
7) Independently structures and negotiates and concludes engagement letters, term sheets and facility agreements.
Project Management
1) Initiates project plans and secures resources for projects that span area or department boundaries.
2) Uses estimating techniques and develops project risk management approaches.
3) Has an in-depth and practical understanding of how to maximize the effectiveness of project teams.
Planning and Organising
1) Is relied on to helps other plan and organise their workload.
2) Uses effectively advance time management processes to deal with high workload and tight deadlines.
3) Organises, prioritises and schedules tasks so they can be performed within budget and with the efficient use of time and resources.
4) Achieves goals in a timely manner, despite obstacles encountered, by organising, reprioritising and re-planning
Financial Acumen
1) Makes sound financial decisions after having analysed their impacts on the organisation, partner agencies, and community.
2) Effectively prepares budgetary submissions and forecasts for own department.
3) Knows the internal and external factors that impact on resource and asset availability.
4) Is able to interpret management account reports in an operational/commercial context and take action as appropriate to maximize revenues and control costs.
Presentation Skills
1) 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.).
2) Has knowledge of various feedback mechanisms to check levels of audience understanding.
Negotiation
1) Has an appreciation of cultural sensitivities and differences.
2) Effectively employs a variety of advanced behavioural/interpersonal competencies to control the negotiation situation.
3) Is able to take the lead in a variety of sensitive negotiation situations requiring high levels of tact and diplomacy.
4) 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.
Data Collection and Analysis
1) Skilled in the use of advanced/complex analytical techniques.
2) Is able to use judgement to decide upon the most appropriate analytical techniques according to the situation.
3) Recognises underlying principles, patterns, or themes in an array of related information, and determine whether additional information would be useful or necessary.
4) Through an in-depth understanding of the business environment, reviews outputs of analysis to identify anomalies and draws conclusions, relating these to operational circumstances.
5) Can model a range of scenarios covering all potential business circumstances and highlight potential risks/opportunities.
REQUIRED PERSONAL ATTRIBUTES
BEHAVIOURAL
Customer Service Orientation
1) Tries to understand the underlying needs of customers and matches these needs to available or customized products and services.
2) Adapts processes and procedures to meet on-going customer needs.
3) Utilises the feedback received by customers, in order to develop new and/or improve existing services/ products that relate to their on-going needs.
4) Thinks of new ways to align DBSA’s offerings with future customer needs.
Self-Awareness and Self Control
1) Withholds effects of strong emotions in difficult situations.
2) Keeps functioning or responds constructively despite stress.
3) May apply special techniques or plan ahead of time to manage emotions or stress.
Strategic and Innovative Thinking
1) Experiments with new approaches, tests scenarios, questions assumptions and challenges conventional thinking.
2) Creates new concepts that are not obvious to others, leveraging internal and external sources of information, to build incremental revenue and growth opportunities.
Driving Delivery of Results
1) Sets challenging goals that will have a significant impact on the business or support the organisational strategy.
2) Commits significant resources and/or time to ensure that challenging goals are achieved, while also taking action to mitigate risk.
Teamwork and Cooperation
1) Acts to promote a friendly climate and good morale, and resolves conflicts.
2) Creates opportunities for cross-functional working.
3) Encourages others to network outside of their own team/department and learn from their experience.
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English 
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