MAIN PURPOSE OF THE JOB
To facilitate financing solutions and advise on financial matters related to franchising. Identify potential franchise opportunities within the banking sector and act as a liaison between the bank and franchise businesses, guiding them through the financial aspects of establishing, expanding, or acquiring franchises. Responsible for structuring franchise agreements and negotiating terms and conditions that are beneficial to the bank while also meeting the needs of the franchisees or partners
MINIMUM EDUCATION
Bachelor’s degree in commerce/ business /finance/ or related qualification
MINIMUM EXPERIENCE
Minimum 5+ years’ experience in commercial banking, business development, or related roles, with a focus on franchise financing. Experience in credit applications, credit risk and portfolio assessment in a banking environment.
CRITICAL COMPETENCIES
Strong understanding of financial analysis, credit risk assessment, and lending principles
In-depth knowledge of regulatory requirements and compliance standards relevant to commercial lending and franchising
Analytical skills and ability to evaluate complex financial data and making informed decisions
Ability to build rapport and negotiate effectively with clients and stakeholders
Excellent communication and interpersonal skills
Ability to utilize credit analytics to inform credit decisioning
Working with terms and deals for credit in a business context
Knowledge in writing good credit applications pertaining to franchise deals
Collaborative mindset to work with cross-functional teams and manage multiple priorities effectively
Business and Financial acumen
Deal structuring
Risk management
Relationship management
KEY PERFORMANCE INPUTS / ACTIVITIES
New business and deal origination
Develop a strategy and detailed execution plan to attract new business within the assigned catchment area
Actively source new franchise opportunities by networking with relevant role players, industry stakeholders, attending franchise events, and leveraging existing relationships with franchise owners and partners
Ensure a continuous supply of quality leads and active participation in the region’s marketing initiatives. Provide business leads for all other business areas on a regular basis
Structure deal/s and drive the application with an assigned Relationship Executive for the area Make recommendations to the applicable business area Obtain Division/ Credit approval, where applicable Interface with clients, preferably at the clients’ site
Communicate the decision/ approval timeously to the client Handle objections to the clients’ satisfaction Introduce and hand overqualified clients to the Relationship Executive or relevant business unit
Achieve contracted growth target, by compiling action plans to achieve set objectives and targets and monitor performance against plans
Keep abreast of business trends in the assigned catchment area and on all competitors’ offerings and activities in the market. Understand relevant product features and benefits to address business needs
Drive maximum product utilization through profitable cross selling, refer leads obtained to relevant business areas. Follow up leads referred to other business areas
Manage profitable pricing on new transactions and maintain acceptable credit risk within new business
Maintain an acceptable risk profile of all new business acquired on all new applications, adhere to the Bank’s credit risk policies, processes and systems
Financial structuring
Collaborate with franchisees to structure financing solutions tailored to their needs, including loans, lines of credit, and other financial products
Assist in determining the appropriate loan amount, interest rate, repayment terms, and collateral requirements based on the franchisee’s business plan, financial projections, and creditworthiness
Establish lines of credit with appropriate limits and terms tailored to the franchisee’s cash flow requirements and borrowing capacity
Assist in structuring lease financing agreements with favorable terms, including lease durations, payment schedules, and purchase options, to meet the franchisee’s operational needs and financial constraints
Using financial modelling techniques, forecast cash flows, assess the financial impact of different financing options, and evaluate the feasibility of franchisee’s investment plans
Oversight and completion of administrative processes
Draft contracts, franchise disclosure documents, and any other necessary legal agreements to ensure compliance with regulatory requirements and protect the interests of the bank
Complete deal application/s and refer to applicable segment for approval of contract terms and conditions of the deal
Conduct comprehensive due diligence by analyzing financial statements, evaluating market potential, assessing regulatory compliance, and identifying operational risks associated with each franchising opportunity
Ensure compliance with applicable laws, regulations, and internal policies throughout the deal-making process
Maintain databases of potential deals, client contacts, and other relevant information to facilitate deal tracking and reporting
Stakeholder engagement and management
Serve as a point of contact for clients, stakeholders, and internal teams involved in deal negotiations
Effective collaboration with internal teams such as legal, compliance, risk management, and finance throughout the deal structuring process
Anticipate the needs and expectations and build a sound relationship with clients (client focused and obsessed)
Engage with industry peers to share insights, exchange ideas, and identify potential collaboration opportunities within the franchise sector
Preparing and presenting business cases, providing regular progress reports, and addressing any concerns or questions raised by senior leadership
Training and development
To manage career and personal development
Partner with management in determining own future and career development
Keep abreast of all relevant training interventions
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