Closing Date 2020/10/20
Reference Number DBS201005-1
Job Title Investments Strategic Partnerships Specialist (International)
Job Grade 18
Job Type Classification Permanent
Location - Town / City Midrand
Location - Province Gauteng
Location - Country South Africa
JOB DESCRIPTION
The Investments Strategic Partnerships Specialist (International) undertakes the responsibilities of relationship management by coordinating key stakeholder activities, identifies key market opportunities and provides business improvement support to the Coverage Division.
KEY RESPONSIBILITIES
1. Develops, identifies and manages the stakeholder management plan to support the Division.
2. Develops and maintains strong relationships with strategic partners and consultants to develop and grow revenue.
3. Develop scale-up plans for regional activities in support of the continental efforts, including in the area of national and regional plans and aligned to the mandate of the DBSA.
4. Drive the Coverage Division’s business development goals and establish strategic relationships in the region that can support the division’s Key Performance Areas.
5. Develop and implement an international partnership Strategy to drive the Key Performance Areas of the DBSA.
6. Delivers impactful on-brand and on-target partnership programs for new business prospects and current partners.
7. Partners with corporate communications and marketing to promote the Coverage Division.
8. Develops, visualizes and presents customized partnership solutions to drive deal origination.
9. Communicates frequently with internal teams to vet and advance saleable opportunities.
10. Builds internal relationships through a desire to work collaboratively, promote product development and support the coverage team in identifying business opportunities for the DBSA through innovative partnership initiatives.
11. Leads client programmes and projects as assigned by the Group Executive of the Division. 12. Identifies sector specific and deal opportunities for the DBSA through key engagements and stakeholder activities.
12. Provide brief monthly and detailed quarterly reports to the GE and Heads on project opportunities identified through various engagements.
13. Prepare and provide documentation/reports for EXCO/Committees and leadership for where applicable
14. Present at Committees where applicable as and when required.
Key Measurements of Outputs
Value of the following that were originated through strategic partnerships:
1. Project approvals, commitments and disbursements.
2. Value of projects prepared and committed for DBSA approval.
3. Value of funds under management secured (Infrastructure Delivery business).
4. NPL targets.
Key Internal Liaison Relationships
1. GE: Coverage
2. Coverage Unit Heads, especially SADC and ex-SADC
3. DBSA CEO and other DBSA Executives
4. Risk, Project Preparation, Transacting, Treasury, Finance, Financing Operations
5. Committees
Key External Liaison Relationships
1. External Strategic Partners, e.g. Regional Economic communities, WEF, OECD
2. National Governments (SA, other African), including government departments
3. Development banking partners
4. Commercial banks
5. Private Companies – Project sponsors, service providers (e.g. consulting firms, law firms)
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EXPERTISE & TECHNICAL COMPETENCIES
Minimum Requirements
1. A post graduate qualification or equivalent in Business or Finance, or Engineering, or Economics.
2. A minimum of 7 years’ relevant experience at a senior level in Infrastructure / Finance, Partnership Development and Project/Programme Management.
3. A minimum of 7 years’ experience working across Africa.
4. In depth knowledge and understanding of financial markets and the macro landscape.
5. Established existing key Investment Strategic Partnership and experience in doing business across Africa in the infrastructure sector.
6. Comprehensive knowledge of complex financial and regulatory environments in Africa.
7. Experience in doing business across Africa and International Organisations in the financial sector
8. Well-versed with Regional Economic Communities, their mandates and the countries they operate in
9. Experience in working with Bilateral Development Banks, Multi-later Development Banks and National Development Finance Institutions.
10. Reputed experience in Development Finance with strong organization skills and including attention to detail.
11. Strong customer service orientation and ability to build and sustain long-term trust-based relationships.
12. Outstanding interpersonal, diplomatic and partnership skills required for building and maintaining collaborative relationships with Ministers, Senior Government Officials, partners and stakeholders with the aim of strengthening the client-country development and partnership process.
13. Knows the African Infrastructure Market, the core infrastructure implementation government departments and agencies within each country and has a clear understanding of the priorities of the African Government’s National Development Plans.
14. Well connected with project developers, conference organisers, local organizations and institutions that operate in the Infrastructure market on the continent.
Desirable Requirements
1. Development Finance programme
2. Investment and Infrastructure Financing knowledge.
3. French or Portuguese speaking.
TECHNICAL
Business Development
1. Takes overall lead for pro-active business development at national level.
2. Initiates, reviews and interprets competitor environment reviews and take actions accordingly. c. Formulates and modify market approaches on the basis of competitor analyses.
3. Leads the formulation, development and implementation of the business development strategy to generate new business opportunities in public and private sector delivery of infrastructure.
4. Identifies and develop new markets, products and clients.
5. Leads the participation and presentation of an organisation at investment conferences and roundtable discussions.
6. Coordinates business activities to ensure that investment initiatives are in support of government BEE strategies, broader national and regional economic development strategies.
7. Promote compliance and alignment with the strategic imperatives of both individual clients and the organisation of investment and development interventions.
8. Builds capacity to coordinate, control and manage the activities and efforts required for the implementation of the plan.
9. 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 opportunities.
2. Conducts project identification and conceptualisation and value preposition for DBSA.
3. Understands the regulatory and policy environments and offers advice in preparing/structuring of projects.
4. Conducts market research, business analysis and profiling to identify opportunities for infrastructure development in SA, SADC and selected African countries.
Planning & Organizing
1. Is relied on to help others 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, reprioritizing 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.
Reporting & Communication
1. Designs / customizes written reports and presentations to meet user needs.
2. Prepares complex or tailored reports, gathers information from a variety of sources, analyses and includes in a report.
3. Provide monthly, quarterly and annual reports/presentations on project and unit progress/achievements
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.
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.
REQUIRED PERSONAL ATTRIBUTES
Behavioural
Achievement Orientation
1. Delivers work on time and quality and follows through on agreed commitments.
2. Views new work experiences as an opportunity for growth.
3. Reacts immediately to overcome setbacks or/and obstacles in order to meet goals.
4. Recognises and acts upon current opportunities.
Customer Service Orientation
1. Makes self fully available, especially when the customer is going through a critical period.
2. Requests on-going feedback from customers and takes action in response to it; manages to retain and capitalize on existing customers.
3. Takes the “extra step” to resolve customer issues appropriately, even in the case where they do not fall under own area of responsibility.
4. Is aware of the level of service offered by the competition and provides more for customers than they expect.
Attention to Detail
1. Double-checks the accuracy of information or work.
2. Ensures that the work produced doesn’t contain any errors.
Leading and Empowering Others
1. 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).
2. Monitors performance against clear standards, and addresses performance issues promptly and takes action to get performance back to desired levels.
3. Proactively asks for feedback on own performance from team members, aiming to become more effective.
4. Ensures tasks are delegated so that team members are empowered to deliver results and develop their capabilities.
Self-awareness and Self Control
1. Feels strong emotions in the course of a conversation or other task, such as anger, extreme frustration, or high stress;
2. Holds the emotions back, and continues to act calmly.
3. Ignores angering actions and continues a conversation or task.
4. May leave temporarily to withhold emotions, then return immediately to continue.
Strategic & Innovative Thinking
1. 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.
2. Restates complex knowledge in a way that makes it easier for others to understand.
3. Experiments with new approaches, tests scenarios, questions assumptions and challenges conventional thinking.
4. 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
1. Values and utilises the expertise of colleagues, asking for ideas and input and collaborates to form decisions and plans.
2. Willingly learns from others.
3. Creates opportunities for knowledge and expertise sharing between all members of the team.
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