MAIN PURPOSE OF THE JOB
Markets Land Bank products and services to existing clients or new clients with the aim of growing the direct lending Loan Book. On the receipt of client interest views past performance of clients and assess potential of the deal. Advises clients on the requirements for applications and sends pack through for completion. For viable deals visits clients and performs an analysis on the institution/organisation of a new potential transaction. Acquires all documentation prior to deal structuring. Works in consultation with members of the Origination team in the Provincial Office and the Credit Analysts in Head Office to construct the deal. To provide recommendations on the viability of the loan application based on analysis and interpretation of, amongst others:

Management shareholding structure, organisational structure
Governance matters
Competitive advantage
Value proposition
Distribution channels

Key Performance Areas
Sales Targets and Client Interactions

Reviews targets set and plans approach to achieving goals
Plans for client canvassing approaches on a weekly basis
Presents the land Bank to prospective clients via presentations, farmers unions etc.
Educates the community regarding the products and services provided by the Land Bank
Identifies potential clients and follows up on interest
Deals with client queries as the first point of contact and resolves issues
Meets with current clients to review services provided and determine if there is an additional sales opportunity

New Client Reviews and Application Advice

Reviews clients requests for potential applications
Determines past performance of clients and level of potential business
Should client appear viable commence advisory service on application process and requirements
Review of initial application or assist clients with requirements particularly for emerging farmers
Advise on elements of the application such as business plans, planting cycles and farm set ups
Advise clients on governance and legislative requirements that may impact business such water permit rights for irrigation and environmental assessments

Institutional Assessment

For viable or potential clients conduct full institutional assessments
Assess clients management expertise, experience and skill mix
Shareholding structure and assessment of individual shareholders as well as project operating structure
Organisational structure and the extent to which it supports strategy execution
Governance set up, board of directors, board committees and charters, complementarity of board skill mix, etc.
Adequacy of human capital in terms of numbers and skill base. Human capital plan and strategy
Organisational policies, procedures, systems, processes, internal control environment, etc.

Finalising Proposed Loan Application

Prepares final loan application to present to the Credit Committee
Conducts all checks and addresses defaults with clients
Gather all relevant documentation and review all information to determine financial robustness
Actively engage and collaborate with Risk Management (Credit) throughout the deal structuring process to ensure alignment, strengthen the quality of the application, and positively influence the efficiency of the approval processes and deal outcome
If deal is approved sell to client including terms and conditions, interest rates

Stakeholder Relationship Management

Adopt a customer service ethos.
Build, foster and maintain consistent, effective and strong relationships with existing and new clients within the allocated portfolio
Follow the operational plan to ensure a consistent and meaningful customer visitation programme, including onsite farm visits.
Keep all stakeholders regularly informed of the status of the projects and, or transaction/s.
Log all interactions with clients and relevant role players for reference purposes, log complaints and compliments as per policy procedures and ensure that required action is taken
Identify the relevant role players in accordance with business requirements and dependencies.
Support national and localised sales campaigns.

Compliance and Risk Management

Escalate issues of concern or risk to the relevant parties and line management. Consistently keep track of loan application process and progress.
Provide feedback to the line manager on progress and specific problem areas.

Business and Team Support

Work collaboratively with Business Analyst, Agriculture Specialist: Origination, Credit and Portfolio Management to address matters and review complex transactions thereby mitigating any potential risk and ensure that the required results for the allocated portfolio are achieved.
Ensure the conclusion of agreed terms and agreements working in collaboration with the Conveyancer and Intermediaries as applicable. Provide appropriate input to conveyancer and/or intermediaries for the conclusion of the financing agreements.
Attend team meetings and contribute meaningfully to integrate and align on current and future activities
Escalate issues of concern or risk to the relevant parties and line management.
Attend to ad-hoc requests from management and contribute to departmental success.

Preferred Minimum Education and Experience

Relevant 3 year qualification in commerce, business, banking, or other relevant and equivalent qualifications
3-5 years experience in the management of client relationships, preferably in a financial and customer facing environment.
1-2 years knowledge to assess a business case for an agricultural farming business and the competency to interpret financial statements, and do financial calculations.
3 years knowledge of credit principles and practices and relevant legislation.

Critical Competencies

Microsoft Office
Analytical Skills
Customer Service Orientation
Financial / Business Acumen
Agricultural Industry
Organisational analysis and market evaluation
Strategy analysis and governance assessments
Credit Risk assessment
Structuring of Corporate and Commercial transactions

Additional Requirements

Valid SA driver’s license
Willing to travel extensively
Extended hours as and when required