Project Manager, Business Development

KfW IPEX-Bank GmbH, Frankfurt, (“IPEX”) is the subsidiary of Germany’s state-owned KfW Bankengruppe in charge of supporting the European export industry. With a loan portfolio of approx. EUR 85 billion we provide financing to European exporters and their international clients’ worldwide, supporting projects that contribute to leapfrog to cleaner, more resilient and climate friendly investments.

IPEX is one of the leading European banks in the growing digital, transport and energy Infrastructure. The clients covered by our teams entail infrastructure investment funds, large corporates, infrastructure operators, governmental entities and concessionaires operating under PPP structures and other concessional or public and governmental owner structures. We finance sustainable investments worldwide in digital, energy and social infrastructure as well as airports, ports, roads and rail construction.

IPEX maintains a subsidiary (“IPEX Asia”) in Singapore under a Merchant Bank License by the Monetary Authority of Singapore (“MAS”). The subsidiary’s focus is to provide financing to IPEX in the context of the bank’s mandate to support the German and European economies, especially exporters and project sponsors, in their global activities. It originates commercial project finance and export finance loan products for IPEX in the Asia-Pacific (“APAC”) region. IPEX Asia has commenced operations in January 2022 as a service provider to the parent company in Germany which continues to book all loan assets on the Frankfurt-based parent’s balance sheet.

The global Infrastructure team is looking for an experienced Originator responsible for identifying and developing new business in the digital infrastructure, energy and transport industries across Asia, Australia and Oceania.
- Independently establishing and continuously developing business relationships with potential customers (new clients and existing customers with untapped business potential) with the aim of generating an ongoing, profitable flow of new business based on tailor-made offers. A key focus would be the origination of lead arranger mandates.
- Development of new markets and identification of business opportunities across all market sectors of the bank in accordance with IPEX’s business and risk strategy.
- Primary point of contact for the customer (both business-specific and general).
- Development and implementation of a sales strategy for the respective potential customers and target markets.
- Based on a deal team approach, close cooperation with colleagues from project management teams in Frankfurt, Structuring and Portfolio Management (Front Office) in Singapore, and Frankfurt/London, as well as with all other internal interfaces (e.g. AN and RM, Legal, KYC unit, Syndication, Structuring Advisory)
- Regular exchange within the department and with all relevant interfaces with regard to risk, market and product developments.
- Reinforcing the brand name and awareness of IPEX by participating in conferences, webinars, events, seminars, etc.
- Ongoing development of sector, industry and regional expertise with respective transfer of knowledge to team members from the local office but also Frankfurt/London.

The following knowledge and experience are prerequisites for the position:

- Proven track record in the initiation and structuring of new business in a lead role within a deal team as well as previous successes in originating lead arranger business.
- Skills and experience to provide (new) customers with competent and reliable knowledge of the bank’s key capabilities and to achieve sustainable success in sales.
- Good knowledge of the infrastructure market and, ideally, knowledge of other sectors of the bank and common financing structures/products.
- Knowledge of international corporate, project and export finance
- A focus on customers and solutions, while keeping in mind commercial and risk matters.
- Pathfinder, “can-do” mentality and capacity, willingness to support the bank in keeping processes/ products/ approaches within the bank up to date and reflective of client needs
- Confidence in communication and strong acquisition resp. negotiation skills.
- Ability to make decisions and create a sense of structure and reliability (both internally and externally to clients).
- A structured way of working and ability to work in a deal teams.
- Willingness to travel frequently for business, both domestically and abroad.
- Business-level English
- A business-oriented university degree.