Job description
Investment Banking provides clients with a range of advisory and financing solutions. Specialising in high-growth emerging markets, our expert advisers work on mergers and acquisitions, capital restructurings and empowerment deals, as well as arranging finance for acquisitions, client projects and property transactions.Job PurposeTo proactively market, originate and structure real estate financing solutions for real estate projects with a specific emphasis on Kenya and East Africa Markets.
Key Responsibilities/Accountabilities
Grow Real Estate Finance Business
Achieve agreed budget targets for new business and revenue from existing client base but also sourcing new business opportunities externally.
Understand the activities of our competitors and the impact of these on our relationship with clients.
Develops an intimate understanding of the property sector and the client’s business. Proactively manage regular client interaction/visits to maintain relationships and pursue and grow business opportunities
Proactively network with key clients and industry players to generate leads and create brand awareness
Actively follow up on all leads, reacting promptly to requests for service and identifying clients needs promptly to proactively market appropriate solutions
Have the ability to successfully negotiate and get deals accepted by presenting logical, appropriate and convincing arguments that take into account the needs of all parties.
Engage with Stakeholders and Manage Relationships
Take full accountability for the client relationship. Maintain a thorough knowledge of client profiles in the portfolio through regular contact and on-site visits. Keep up to date with Financial and capital structures of business, growth plans, strengths and weaknesses and competitors
Have the ability to appropriately balance technical input and marketing skill to address client environment and needs. Establish credibility for the bank by the skilful application of specialist knowledge to deal with diverse client environments.
Proactively develop relationships with key internal and external stakeholders relevant to the business, business heads and other transaction advisers to ensure REF gets appropriate co-operation when required
Manage relationships with internal stakeholders being Credit, Legal, Distribution, etc.
Hold primary relationship with clients and handle all aspects of client interaction including coordinating and execution of transactions.
Liaise and assist in driving ancillary revenues by engaging with other teams (on an ongoing basis). Such teams include Transactional product services, Global Markets.
Maintains good relations with team members, support staff and Property Finance Managers in other divisions
Originate Real Estate Finance Transactions
To structure transaction appropriately by balancing risk and reward and manage the credit application process in a timely and efficient manner
To negotiate pricing and financing arrangements with client
To have a good understanding of the information and analysis required
To be able to perform appropriate financial modelling and cash flow analysis in order to arrive at appropriately structured financing solution
Manage the Portfolio Existing Exposures
To manage and monitor the portfolio of exposures on an ongoing basis to ensure risk and exposure is managed
Create a business plan/strategy for each client and potential client. Mines portfolio data to identify opportunities for further business and to identify risk indicators
Display the ability to be systematic about calling on clients and reviewing portfolios and recording all client dealings
Be disciplined and efficient in ensuring that controls are in order and turnaround times are adhered to
Anticipate reviews to be performed on clients and be proactive in managing poor loans on the watch list.
Manage the Risks in the Business
Conforms to the bank’s risk policies and procedures.
Assumes ownership of initial credit assessment and is able to decline business that presents an unacceptable credit risk to the organisation with sound justification to the client.
Prepares and present all potential new business with existing clients to the Pre- Credit Committee (PCC) prior to proceeding to Credit
Works closely with the Credit Manager to initiate business deal proposals for new facilities, or facility modifications that require the assessment of credit or other risk, and motivates the deal with insightful information regarding business strengths and vulnerabilities.
Is alert to changes in risk profiles of their portfolio and is able to structure alternative mitigation or remedial plans in order to contain or minimise potential losses in their portfolio
Understanding pricing for risk
Preferred Qualification and Experience
University degree in Finance and Accounting
Suitable Financial/Property related degree or professional qualification. Ideally Chartered Accountant, Actuarial Science Qualification
A clear understanding of Real Estate Finance fundamentals and financial modelling, preferably with the ability to build a financial model from scratch. Lastly leading transactions.
General awareness of risk management practices in a financial services organisation. Understanding of cash flow credit fundamentals and drivers of risk
Knowledge/Technical Skills/Expertise
Ability to assess the financial status of a customer or client to determine if they qualify for a loan based on established parameters and criteria.
Ability to process and release or disburse customer loans according to approved amounts, terms and conditions, and in a timely manner
Knowledge and understanding of the risks and processes associated with lending using fixed assets as security for long term loans
The knowledge and understanding of loan granting processes including credit checks, credit scorecard completion, affordability criteria and repayment terms and conditions
Understanding of the elements of a lender’s cash flow and how it will impact the lender’s ability to repay the loans granted.
Ability to review balance sheets, income statements, cash flow statements and tax returns to determine the credit risk of the client
