Head: Business Development and Stakeholder Relations [Midrand]

POSTED BY: Development Bank of Southern Africa
Date Published:Tuesday, May 21, 2024
Date of Expiration:Sunday, November 17, 2024

 South Africa |  MIDRAND in South Africa
Closing Date 2024/06/07
Reference Number DBS240515-1
Job Grade 19
Job Type Classification Permanent
Location - Town / City Midrand
Location - Province Gauteng
Location - Country South Africa

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.

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

Business Development
1. Lead, initiate and develop business strategies and opportunities to create a pipeline of development
impact projects/deals to ensure infrastructure delivery and financial sustainability.
2. Originate investment opportunities based on strategic fit, development outcomes and economic viability.
3. Develop networks and relations with clients to identify and source viable projects / investments.
4. Plan and oversee new infrastructure initiatives/strategies aligned to IDD’s business strategy.
5. Conduct end to end management of the deal sourcing process, anticipate client needs and respond with
innovative solutions to client requirements.
6. 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.
7. Participate in the development of pricing models for clients’ solutions and/or services.
8. Develop indicative term sheets and funding proposals for clients.

Stakeholder Relations
1. 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.
2. Build strong internal and external relationships to foster collaboration and initiate strategic dialogue to solution for the infrastructure challenges in the country.
3. Form strategic partnerships with key individuals, companies and bodies to enhance market penetration, product delivery and capabilities within the built environment and priority sectors.
4. Plan and prepare presentations and pitch the IDD services and solutions for prospective clients.
5. Use external network and internal resources to position IDD as a key player in delivering / implementing infrastructure projects / programmes.
6. Utilise business intelligence and appropriate reports to identify business opportunities and actively explore these through engaging relevant stakeholders.
7. 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
1. Originate, structure and lead negotiations in the delivery of high infrastructure projects / programmes / initiatives and close deals from conception to completion.
2. Identifies potential business opportunities.
3. Assess and screen projects and select projects by feasibility and high probability of success.
4. Develop criteria for the prioritisation of clients and markets.
5. Develop and monitor client-specific plans and targets.
6. Drive the implementation of client-specific plans and targets in conjunction with the relevant IDD teams and resources.
7. Lead client negotiations and oversee the development of new mandates assessment reports for presentation to the relevant committees.
8. Collaborate with relevant IDD teams to package new mandates and ensure these mandates, programmes and projects are appropriately priced and de-risked.
9. Lead the development and implementation of set-up/ kick-off plans for new mandates/ programmes/ projects.
10. Develop and implement effective systems and processes to ensure a smooth handover between the business origination process and the ongoing programme management process.
11. Evaluate interest, feasibility and risk profile of potential projects in consultation with relevant internal stakeholders.
12. Provide guidance to Business Development Specialists on the identification and completion of proposals.

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

People Management
1. Provide direction and management to the direct reports to enable the execution of strategy and manage their portfolios effectively.
2. Manage and evaluate the performance of the direct reports against set targets, KPI’s and metrics.
3. Define, cascade and monitor business and people performance objectives of direct reports.
4. Attract, retain, and develop high-calibre talent. Develop and maintain sufficient depth in all critical functions, minimizing "key-man" risk.
5. Optimise skills usage within the unit.
6. 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.
7. 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
1. Conversion rate of opportunities to closed deals.
2. Achievement of revenue and business growth targets.
3. Leadership, management and oversight role as Head: Business Development & Stakeholder Relations.
4. Successful execution of agreed objectives, strategic projects and initiatives.
5. Value of projects originated and value of projects in the pipeline.
6. Management of client and stakeholder relationships.
7. Clean Audit

1. A postgraduate degree in the Built Environment, Commerce, Project Management or MBA or other related fields will be an advantage.
2. A minimum of 10-12 years

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