Reporting to the Chief Operating Officer, East Africa, the Senior Coverage Officer is primarily responsible for developing and maintaining relationships with existing and prospective customers and promoting TDB Group's solutions within the assigned region. The incumbent is expected to initiate and originate quality deals and viable transactions in line with TDB Group's strategy.
Duties and Responsibilities
Lead the origination and customer relationship management within assigned geography, including setting overall country, sector and customer strategies and account plans.
Develop and maintain a deep understanding of the customers' needs and the sectors or markets in which they operate and define and agree relationship strategy and drive execution.
Actively identify customers' needs across the Group's capabilities and originate new business by leveraging on the Group's competitive advantage with existing and new customers.
Initiate and lead strategic discussions with customers, as well as identify solutions and bring in the right product partners to execute on proposals.
Deliver customer revenues, impact and managing risk acceptance in particularly compliance and credit risk.
Engage with teams from credit, legal, compliance, portfolio management to identify risks relating to new opportunities and the existing portfolio and define ideas that can help resolve or mitigate these risks.
Once an opportunity is identified, prepare an application to the 'New Deal Forum' and participate in term sheet negotiations and support the transaction until financial close is achieved.
Oversee seamless client onboarding and liaising with portfolio management department, continued portfolio monitoring.
Track deal closure in collaboration with product teams.
Participate in the development of the department's annual budget in line with the corporate budget to effectively guide the deal pipeline.
Review and assess internal policies and procedures to ensure adherence, deliver effective governance, oversight and controls and where necessary oversee changes to the policies.
Help to design and implement the East Africa coverage strategy working closely with the lending operations teams, with a focus on TDB Group's strategic priorities in East Africa and other regions.
Establish and maintain effective working relations with professional counterparts and external parties to collect market intelligence and identify new business opportunities.
Conduct or commission market research and analysis to understand implications and identify new business development opportunities in line with the Group's strategy.
Champion the Group's brand, core values, culture and conduct standards.
Mentor and share core competency related knowledge with the coverage officers.
Perform other responsibilities assigned under the Group's policies and procedures.
Duty Station
Nairobi, Kenya
Qualifications and Competencies
A master's degree in Business Administration, Accounting, Banking, Finance, Economics, or related fields with relevant professional qualifications as an added advantage.
A minimum of 8 - 10 years of relevant professional experience in a development financial institution, a commercial bank or a private equity firm preferably in a customer facing role with experience in originating, structuring, and executing transactions to completion.
Experience in originating and structuring and executing bank debt, trade finance, capital markets or corporate finance transactions for sovereign and non-sovereign clients.
Proven-track record of developing and managing relationships with customers.
Knowledge of corporate and sovereign credit analysis and approval processes with ability to work with various financial instruments.
Strong quantitative and qualitative analytical skills including financial modelling.
Excellent written and communication skills with ability to describe highly complex issues, approaches, and lessons learned in a manner that is relevant and understandable to internal and external stakeholders.
Results oriented individual with proven organizational, problem solving and decision-making skills and the ability to build partnerships, work in multinational teams, deliver results and manage client relationships.
Genuine commitment to development, innovation, knowledge management and to TDB Group's mission, strategy and values.
Fluency in English is a requirement. Knowledge of another official language of TDB Group's member states (French or Portuguese) would be an added advantage.
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