Principal Deal Originator ICT X2

Job Description

The Principal Deal Originator is responsible for formulating and executing the strategic objectives of the business in collaboration with the Head 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

QUALIFICATIONS & EXPERIENCE

Minimum Requirements

• A postgraduate qualification or equivalent in Business (such as an MBA) or Finance (CA or CFA), or Engineering, or Economics.

• A minimum of 10 years of experience in infrastructure project financing, structured finance or corporate lending, preferably in a development bank, commercial bank or financial institution focusing on infrastructure.

• Experience in securing infrastructure investment deals in relevant sectors/geographies in SA and/or Africa.

• Experience in leading, initiating and developing new business strategies and opportunities to create a pipeline of development impact projects, ensuring deal flow and bankability.

• Proven track record in originating, structuring and closing large-scale infrastructure deals.

• Experience in securing deals of appropriate size for the sectors and geographies in question.

• Strong networks and relations with clients, global and regional private investors and banks to identify and source viable projects/investments.

• Successful track record in leading project teams with high-level stakeholders and qualified professionals.

• Comprehensive knowledge of the complex financial and regulatory environments across Africa.

• In-depth knowledge and understanding of the infrastructure market, financial markets and the macro landscape.

• Demonstrable experience in identifying client challenges and playing an active part in developing/structuring 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.

KEY PERFORMANCE AREAS

1. Deal Origination

• Lead the development and execution of origination strategies and sector initiatives to drive infrastructure investment.
• Identify, prioritise, and manage key client relationships to maximise revenue and strategic impact.
• Build and maintain a robust pipeline of high-quality investment opportunities through proactive business development and deep sector expertise.
• Collaborate with project preparation and transaction teams to ensure successful deal structuring and closure.
• Navigate and resolve partnership challenges, staying informed on market products and competitor offerings.
• Leverage political, sectoral, and regional insights to inform strategies and broaden business opportunities.
• Foster strong networks with internal and external stakeholders to position the bank as a leader in infrastructure finance.
• Lead competitor and market analysis to inform strategic decision-making and maintain competitive advantage.
• Drive new business development, including fee-generating projects, ensuring consistent deal flow and bankability.
• Provide leadership, mentorship, and expert guidance to junior team members and represent deals at Investment committees and boards.
• Prepare and provide documentation/reports for EXCO and Board(s) decision-making where applicable.
• Present at deal screen reports at Investment Committees where applicable, as and when required.

2. Business Development

• Drive business development to establish DBSA as the preferred lender, investor, and partner.
• Lead the drafting, approval and execution of strategies to build a strong pipeline of projects.
• Identify and originate viable projects by facilitating preparation, scoping, feasibility studies, and business plans to close deals.
• Develop approaches to secure concessional funding for infrastructure projects across Africa.
• Expand client base in target countries, fostering long-term relationships.
• Design and implement targeted marketing strategies to capitalise on growth opportunities for DBSA.

3. Relationship Management and Stakeholder Relations

• Build and maintain strong relationships with clients, global and regional private businesses, banking and multilateral partners and government officials to further develop specific investment opportunities.
• Facilitate continuous communication with clients/ projects that the DBSA has funded to adequately support the Division’s monitoring function.
• Network and maintain relationships with key internal and external stakeholders to develop specific investment opportunities further.
• Identify clients’ pain points and coordinate DBSA’s solution offerings to address them.
• Undertake other tasks as assigned by the line manager, from time to time.

Key Measurements of Outputs (The list is not exhaustive)

• Value and number of new business deals originated

• Value and number of project approvals, commitments, and disbursements.

• Value of infrastructure catalysed.

• Value of projects prepared and committed for DBSA approval.

• Value of funds under management secured (Infrastructure Delivery business).

• Quality of investment book (e.g., NPL ratio).

• Number of transactions that are committed for DBSA funding to black-owned entities.

• Number of jobs created or "to be created" by projects - Direct and Indirect jobs.

• Quality of signed agreements/mandates.

• Clean Audit.

KEY INTERNAL LIAISON RELATIONSHIPS (The list is not exhaustive)

• Divisional Executives and Unit Heads

• DBSA Committees, e.g., Deal screen, Investment Committees, Asset/Liability Committee

• Origination, Transacting, IDD, Project Preparation, Risk, Treasury & Finance

KEY EXTERNAL LIAISON RELATIONSHIPS (The list is not exhaustive)

• National Government

• Provincial Government

• Local Government

• Knowledge partners – Universities, think tanks, local/international organisations

• Investment partners – commercial, DFIs

• SMMEs

• Sovereigns

• Service providers – e.g. EPCs, advisors, O&Ms

Expertise & Technical Competencies

TECHNICAL COMPETENCIES

a) Business Development

• Takes overall lead for proactive business development at the national and international level.
• Initiates, reviews, and interprets competitor environment reviews and takes actions accordingly.
• Formulates and modifies 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 develops 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.

b) Business Acumen

• Deep understanding of commercial drivers and can make 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 organisation's strategic objectives.
• Deep understanding of the need to coordinate efforts with many government entities, the private sector, community groups and individuals to ensure effective implementation of new po