Summary

This position is a manager role, requiring strong management and leadership skills, and includes responsibility for staff training and development. It is also a hybrid role that requires collaborating with the Global Head of Sales and Global Head of SLT, to leverage DAR resources and improve KPIs, with respect to:

Sales: With a focus on investors and execution in primary market (vs. Syndicate’s focus on borrowers and originations), the Director of Sales holds main accountability and responsibility for investor coverage (existing and developing new ones), including banks and institutional investors; and

Secondary Loan Trading: Facilitate loan sales and trading in secondary market in line with the Bank’s ongoing asset rotation strategy and risk weighted assets (“RWA”) management, as well as purchasing opportunities in the secondary market, on behalf of Corporate and Leveraged Finance (“CLF”) and Energy and Real Assets (“ERA”) (in coordination with Corporate and Sponsor Coverage).

Key Responsibilities – Sales 

• Where CACIB is Active Bookrunner, marketing transactions in primary market to investors (outside of Initial Coordinating Lead Arrangers/Underwriters who are covered by DAR Syndicate teams), including coordinating Q&A with DAR Syndicate and/or CLF and ERA Originations;
• Develop relationships with loan portfolio investors and identify, target, and solicit new investors;
• Maintain a regular dialogue with investors in terms of their appetite and requirements, lead market soundings (where borrower approval has been received), and communicate market feedback to DAR Syndicate teams and internal stakeholders;
• Advise DAR Syndicate teams on expected market clearing loan terms and structure, provide regular updates to internal stakeholders; and work with DAR Syndicate teams to plan syndication strategies and indicative liquidity analysis, ahead of primary syndication; and,
• Maintain awareness of all economic and financial data likely to affect the products being marketed.

Key Responsibilities – Secondary Loan Trading

• Coordinate and oversee SLT activity in Americas, including marketing, execution, and settlement of any secondary loan trades (including minimum loan exposure (“MLE”) and overholds);
• Coordinate with DAR Syndicate teams, CLF, ERA, and Corporate/Sponsor Coverage to facilitate single asset and portfolio sales, loan trading, as well as any reverse inquiries on loan purchase opportunities in the secondary market;
• Set price for secondary loan sales and overhold positions, and execute loan trades (loan settlements);
• Support the Bank’s active management of RWA, loans with deteriorating credit (watchlist), and distressed loans;
• Regular monitoring of trading limits for Americas trading books with weekly reporting to Credit Risk (“RPC”); ensure that trades are settled correctly and timely;
• Liaise directly with other banks’ secondary loan trading desks and brokers; liaise with Asset

Salary: $260,000 - 275,000

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Key Responsibilities – Secondary Loan Trading (cont'd)

• Prepare and/or review secondary market commentary for DAR Opinions and Market Reads (excluding leveraged transactions with broadly syndicated Term Loan B); provide regular feedback on market trends and liquidity to assist on pricing and structuring of loans (excluding leveraged loans);
• KYC - check KIWIS for counterparty and borrower status prior to trade and settlement; and
• Contribute to the preparation of regular Axe sheets for distribution;

Key Internal Contacts

• DAR Americas and Global, specifically Syndicate teams and ARO
• CLF and ERA
• Corporate and Sponsor Coverage
• FIG Coverage
• RPC
• Legal
• GMD Sales

Education Essential: BA/BS 

Education Desirable: MBA or masters degree (Finance)

Experience Essential: 10+ years of relevant experience in banking
Ability to develop and manage investor relationships

Experience Desirable: Previous Originations/Syndicate experience
Capital markets experience

Specialist Training Required:

• Sales and Secondary Loan Sales experience
• Thorough comprehension of loan documentation, transaction structures, and funding mechanics

Competencies Required:

• Knowledge of legal documentation
• Ability to multi-task fluidly
• Attention to detail and ability to deliver reports quickly and accurately
• Ability to work independently and to follow-up within established timeframes
• Ability to clearly articulate complex matters i.e., understanding a transaction, solution, regulatory consideration, etc.

Skills & Knowledge Requirements:

• Leadership and management skills
  Sales and marketing skills
• Interpersonal skills and Emotional Intelligence (”EQ”)
• Ability to work across business lines and be a team player
• Ability to comprehend complicated deal structures and documentation

Relevant Required Information:

• Excellent command of written and oral English

Relevant Desired Information:

• Knowledge of a second language (Spanish, Portuguese)