Director – Loan Capital Markets, Australia & NZ

May 24, 2024

Director – Loan Capital Markets, Australia & NZ


  • Permanent
  • AU-Sydney
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Position Purpose

As part of CIB APAC’s Capital Markets Group (CMG) and Debt Markets (DM), Loan Capital Markets (LCM) is responsible for the origination of financing solutions with clients and prospects of BNPP across the Asia Pacific region, with corporates, financial sponsors, promoters, financial institutions and MNCs.
Loan Capital Markets (LCM) originates a wide range of loans across the credit spectrum, across the entire capital structure and across a wide array of situations, ranging from vanilla loans to complex/structured transactions, across Asia-Pacific, in close coordination with other CIB/BNP teams, in particular Coverage teams, Distribution/Syndicate teams and other regional or global product lines.
As part of the regional Loan Capital Markets (LCM) team and working hand in hand with Coverage teams and other product and distribution teams in Australia, the APAC region and globally, the role is to lead the origination and execution of transactions primarily with Private Equity firms, and with corporates and Fis, in Australia and New Zealand (ANZ), as well as to contribute to the definition and execution of strategy, business development, risk monitoring and controls for this business. Product-wise, there will be a dual focus on developing the bank’s TLB franchise (right lead first, with an objective to achieve left lead positions thereafter) and TLA/bank loans.


* Originate and close syndicated or bilateral, structured/event-driven loans with PE funds, large corporates as well as FI’s or MNC’s, in coordination with Financial Sponsor Coverage, Corporate and MNC Coverage teams, FIC and Sector teams
* Core focus on Australia (and to a lesser extent, New Zealand), but with a regional APAC mandate and the ability to be deployed across North Asia, SEA, India as opportunities require e.g. tree situations
* Key focus on the origination and execution of leveraged financings for PE firms whether control situation, portfolio company level financings, minority stakes, EB/CBs, etc
* Focus on the PE firms covered/targeted regionally, maintain relationship with financing teams and investment professionals in each firm, objective to be top of mind with targeted PE firms with a first look at all their transactions
* Grow in particular the franchise outside the historical senior TLA market for LBOs/PEs and across the capital structure and geographies, working closely with LMFS/GM on the private credit side and US/EMEA CMG teams on cross-border transactions/placements:
* TLBs (with global distribution across Australia, Asia, US, Europe)
* Structures targeted at institutional investors/private credit, including with back-leverage
* Mezzanine/subordinated debt
* Adopt a solution-driven origination approach, pushing solutions over products, with a particular focus on originating value-adding/structured loan situations, in particular: 1) integrated solutions combining loans with other IB products (DCM, ECM, M&A, hedging – top the extent possible with BNPP’s Australian set-up), 2) event-driven financings, 3) bridge loans (bridge to bonds, IPO’s, share placement, M&A/Asset disposals, etc), 4) senior+subordinated loan solutions across the capital structure, etc. 5) Cross-border transactions
* Proactively develop and pitch financing ideas and solutions to sponsors and corporates, Maintain databases of PE portfolios and carry out regular analysis and dialogue with PE firms to identify and pitch financing opportunities or exit / acquisition opportunities with M&A and Sector teams
* Lead the HCL exercise with large Australian corporates with Coverage support
* Drive discussions with clients and own/coordinate internal/external progress of transactions including pitches/proposals/term sheets/credit papers/documentation from lead to closing
* Coordinate with Loan Syndication and Sales on pricing, underwriting and distribution strategies
* Leverage broader BNPP’s coverage, products and distribution capabilities in APAC + EMEA/US, in particular on cross-border transactions, working closely with other regions CMG teams, work with MLFS to understand and develop ANZ liquidity in the AUD TLB market and with domestic institutional investors (private credit, super annuation funds, etc)
* Answer RFPs / client asks timely, always strive to beat deadlines, high reactivity to client requests
* Coordination with BNPP’s DCM teams on corporates and PE situations where DCM could add value
* Manage portfolio, close credit monitoring and lead the effort internally and externally on problem files, including major waivers, restructurings, etc
* Propose regular adjustments to the business strategy and product offering based on client requirements, market trends, competition, and BNP internal strengths, constraints and broader strategy
* Assemble and motivate deal teams with rest of the teams on any deal mainly based in HK/SG
* Achieve revenue and commercial intensity KPI’s
* Accelerate loans distribution in primary/2ndary to increase profitability of deals and LSF as a whole
* Support other CMG, Sector and Coverage teams in ANZ and regionally as and when needed
* Systematically push cross-sell including GM and GTS
* Expand external network with peer lead banks to support the origination effort, maintain close contact with other active players in the market
* Increase BNP’s market profile, including with conference speaker roles and attending conferences
* Maintain for own deals and activity up to date and accurate data bases, systems, portfolio, pipeline, meeting and other reports as well as financial/income forecasts, budget preparation, etc
* Impeccable conduct and strict individual ccompliance with all applicable compliance, conduct, other policies
* Contribute to the achievement of LSF’s yearly budget
* Be the first line of defense on Risk/Credit/Compliance

Technical and Behavioral Competencies required

* Ability to build relationships and convince internal and external stakeholders
* Understanding of various loan products and ability to put together complex structures/transactions
* Relationships/network with PE firms and other Lead banks in ANZ
* Track-record in originating and closing structured loans across the credit spectrum
* Understanding of other IB products (ECM, DCM, M&A, hedging)
* Deep understanding of the corporate space in ANZ
* Ability to handle a large number of situations at the same time
* Interpersonal skills and ability to work in teams, including remote teams
* Written and verbal communication skills
* Pro-activity, dynamism, initiative, commitment to pitch and persistence in origination
* Autonomy, flexibility adaptability, ability to solve problems, think outside the box
* Commitment to commercial intensity and willingness to beat quantitative and qualitative targets
* Strong commitment, ability to work flexible hours and travel
* High work ethics and Integrity

Experience and Qualifications required

* Bachelor degree
* At least 9 years’ experience in loan origination and structuring in Australia with a leading market player, majority of which in leveraged finance and/or syndicated/structured/complex loans
* Demonstrated network with PE firms and MLA banks in ANZ
* Experience in both TLBs and TLA