Equipment Finance Relationship Manager

Summary of the Position:

The Equipment Finance Relationship Manager will execute the Equipment Finance Direct Corporate Sales Strategy, directly sourcing transactions  from  middle market to large-sized business within  the Midwest territory. Successful candidates will generate loan and tax lease new business opportunities for TriState Capital Equipment Finance line of business. The Relationship Manager is responsible for sourcing and evaluating new business opportunities from customers that comply with the Bank’s risk appetite, managing the onboarding process, and overseeing the pricing and structuring of all potential transactions. The Officer assists in the underwriting, due diligence, closing, and monitoring of lending and leasing transactions

 

Primary Functions of the Position:

• Maintains a scheduled calling program with clients and prospects to actively sell Equipment Finance (EF) services
• Identifies and addresses areas of competition, as well as potential new markets in assigned areas that would maximize the volume and earnings of the direct corporate EF portfolio.
• Manage an assigned territory and travel to assigned Markets on a regular basis to establish and maintain direct relationships with clients and Commercial Banking Teams.
• Targets calling efforts directed towards financial executives, or other C-Suite officers, of privately owned or publicly owned companies with revenues of $25MM+
• Originate loan and lease equipment finance transactions ranging from $2MM – $15MM to meet the Bank’s risk appetite, and internal policies and procedures that govern lending and leasing.
• Partners with Relationship Managers on Bank referrals to structure proposed transactions, obtain approval, endorse the transaction, and close the transaction. Works directly with Senior Management and internal partners in Bank Operations, Credit Management, and Legal throughout the process
• Maintains current EF clients within the assigned Bank territories by profiling, generating new leases, and replacing old leases. Leads calls with the product or service that is most appropriate to the client’s situation based on knowledge of business, with emphasis on leasing
• Attains or exceeds annual assigned budgets for volume and fees
• Analyzes client’s financial information available through company systems to assess and summarize risk information of client’s equipment financing strategy
• Manages all actives in CRM, keeping a business pipeline current and pending items / activities up to date
• Attends Bank meetings in assigned regions to provide training and regularly participate in joint calls

 

Education and Experience Requirements:

• Bachelor’s Degree in a Finance-related field, or equivalent combination of education and related training
• Minimum 10 years of combined experience in finance or corporate sales; experience in the Equipment Finance banking market preferred

 

Essential Skills and Abilities:

• Knowledge of the principles of equipment financing structure, credit analysis and tax law
• Responsible for growing TriState Capital’s business presence and market share in the designated market, and within TriState Capital’s targeted segments;
• Proficient in most aspects of business finance; demonstrated knowledge of credit products and structuring
• Proficient in managing large and complex corporate relationships
• Ability to use a Loan Pricing Model in conjunction with general industry knowledge
• Demonstrated complex contact negotiation/creation skills.
• Demonstrated proficiency in basic computer applications, such as Microsoft Office software products
• Excellent interpersonal, analytical, and organizational skills
• Excellent verbal and written communication skills
• Willingness and ability to travel within assigned territory as required
• Highly energetic with a strong desire to succeed in adverse situations
• Possess an innovative, courageous approach to problem-solving and market analysis
• Possess a high standard of personal accountability in meeting assigned sales objectives

 

Salary Range: $100,000-$200,000

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