Equipment Finance Relationship Manager

Raymond James Financial, Inc. • Springfield, IL • 15h ago

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

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