Introduction

The primary responsibility of this position is driving profitable growth and investment activity across New Zealand by originating deals, managing relationships with borrowers and investors, and building a high performing team. The role is also responsible for supporting Distribution efforts in raising capital.

Critical to success is the ability to leverage strong personal networks, develop deep customer and partner relationships and work collaboratively with stakeholders to deliver senior debt and structured finance products.



Roles & Responsibilities

Business Development & Relationship Management:

• Identify and nurture new opportunities to originate deals and achieve budgeted EBITDA
• Maintain oversite of client relationships across the region (corporate / private, institutional) ensuring deep sustainable customer relationships reflecting a trusted and influential advisor / service provider
• Lead the development of existing referral networks and create and nurture new referral channels
• Oversee relationships with the major bank and non-bank product, relationship, and transaction and credit specialists
• Ensure growth from existing clients through effective deal management
• As required contribute to the development of complex and detailed financial strategy solutions and deliver advice to clients; negotiate competitive and tailored pricing schedules for the business
• Compile and share industry knowledge and market intelligence to identify opportunities and trends
• Utilise industry and local market insights to effectively structure and communicate product and services to clients
• Contribute to product development for MaxCap NZ and MaxCap Aus.

Strategy & planning:

• Contribute to the development and execution of MaxCap NZ strategic objectives
• In conjunction with the CIO develop regional strategic plans that clearly establish objectives and initiatives to achieve MaxCap’s NZ vision
• Ensure well-considered and robust business plans are established
• Monitor progress toward achieving the strategic objectives
• Respond appropriately to shifting priorities, competing demands, obstacles and challenges that arise
• Deliver appropriate management reporting and communication channels ensuring the MaxCap NZ Board and MaxCap Aus stakeholders are informed on market and region performance.

Deal management:

• Agree structure and risk parameters with relevant Directors and senior leaders for all new credit proposals
• Assume full responsibility for deal management, monitoring progress and reporting to Directors and relevant senior leaders any material developments in transactions during the credit and / or due diligence h knowledge of Investor profile to enable ease of alignment to deals
• In conjunction with internal stakeholders and external legal advisors prepare and negotiate and document terms and conditions of Offer Letters
• As required, draft IM and internal credit papers for approval and present overview to investment committee, or institutional or private investors as required
• Ensure effective management of credit process, including internal and external stakeholders to meet agreed timeframes
• Liaise with internal and external stakeholders throughout the credit process, assisting with deal execution and due diligence to ensure that all conditions precedents (CPs) are satisfied ahead of financial close
• Professionally and efficiently address concerns or queries raised by clients, third parties and key stakeholders, promptly escalate issues to Directors as required
• Manage and mitigate risks through effective collaboration with internal stakeholders and external advisors
• Assimilate complex information and make concise, well-informed decisions
• Proactively manage external client expectations to assist internal stakeholders to deliver superior service within agreed timeframes

Distribution:

• Work collaboratively with Bayley’s, Forsyth Barr and MaxCap Aus Distribution team in leading capital raising to match deal flow requirements
• Research, identify and engage with target clients
• Credibly represent the views and investment objectives of project or fund influence decisions and close deals
• Create and nurture new referral channels

Team management:

• Drive ongoing development of MaxCap culture, consistently lead by example, set expectations and hold people accountable to behaving in line with the values
• Deliberately build the capability and spirit of the team to achieve ambitious objectives
• Regularly communicate with the team to influence engagement and awareness of important priorities and key initiatives
• Deliver effective recruitment, performance management, training and change management practices
• Provide regular and balanced feedback to direct reports to enable their performance development
• Ensure performance reviews are completed in line with framework requirements
• Drive accurate and timely data input for operating systems
• Create a culture of continuous improvement and innovation by regularly seeking input of fresh ideas from the team



Selection Criteria

Culture Alignment:

We value:
• Success
• Ownership
• Agility
• Relationships
• Integrity

S.O.A.R with Integrity

It is essential that the incumbent of this role possess the ability to:
• Communicate effectively (written and verbal)
• Present critical argument supported by factual evidence
• Persuade and influence the thoughts and actions of others
• Build rapport and professional credibility
• Articulate and persuasively present critical argument

Education, Experience, Skills & Knowledge:
• Significant Financial Services or Commercial Property experience (Banks, Financial Institutions, Private Investment Firms / Groups or related professional)
• Proven ability to build business through a focus on business development activity
• Strong commercial property finance acumen
• Previous experience leading and developing teams
• Experience developing and managing customer relationships
• Up-to-date knowledge of Australian financial markets
• Ability to effectively manage risk
• A relevant Degree in Law, Commerce or Business (finance-related discipline)

Personal Competencies (e.g. traits, abilities):
• Driven, energetic leader who enjoys hunting new business
• Strong stakeholder management skills
• Good lateral thinker able to develop creative solutions
• Ability to negotiate and influence
• Well-developed professional networks combined with the ability to develop and nurture new relationships
• Ability to work effectively under pressure and meet tight deadlines
• Strong analytical and problem-solving ability
• Ability to plan effectively and take accountability for delivering results
• Strong financial analysis and interpretation skills
• Commitment to high standards of client service with a balanced focus on the commercial priorities
• Acts ethically and with unquestionable integrity
• Desire and willingness to strive to achieve optimal results
• A flexible and agile approach
• A continual improvement mindset