Sr. Sales Representative

2 weeks ago

Michigan City, United States Horizon Bank Full time
Job Overview

The Sr. Sales Representative of the Equipment Finance Division is responsible for all aspects of Source and Vendor Development and generation of originations and revenue. The Sr. Sales Representative is responsible for developing third party origination sources with vendors, dealers, brokers, banks and primarily end user direct customer relationships nationwide.

Achieve established goals through people and processes by bridging strategic objectives to behaviors and deliverables. Be an active participant in a motivated and diverse team environment. Positioning for success by establishing clear objectives to achieve established goals. Support the growth and development of their respective clientele, while ensuring consistency in delivering Exceptional Service and Sensible Advice.

Individual performance, sales growth, customer satisfaction and operational integrity through performance management, key partnerships, planning and execution.

Division Overview

The Equipment Finance (EF) Division is responsible for providing creative capital solutions for equipment acquisitions and leases to small and medium sized businesses through various referral channels to include OEM, dealers, vendors, distributors, brokers and captives. The Equipment Finance Division also works closely with other bank divisions, in a team/cross selling capacity to deliver first in class solutions to the banks clients while enhancing the banks brand and providing shareholder value.

Principal Accountabilities

This position is accountable for Equipment Finance Growth, Asset Quality and Market Expansion. Ensure proper maintenance of internal controls through a strong risk management focus. Represent the Bank to both internal and external customers in a courteous, professional manner in face-to-face, electronic and telephone communications. Accountable for adherence to regulatory compliance standards including Bank Secrecy Act (BSA), company policies and procedures, as well as the quality and timeliness of departmental activities. Actively protect confidentiality of customer and account information. Demonstrate Horizon Bank's commitment to the communities and industries we serve through active involvement in local organizations and events, upholding Horizon values throughout the market. Accountable for appropriate yield, spread and risk-based pricing goals.

Duties

Sales and Marketing:

  • Sales efforts for the assigned market area to achieve or exceed the Equipment Finance origination goals.
  • Support Horizon's "Sales Principles" by action, deed and communications. Utilize and support Horizon's sales management and CRM platform.
  • Responsible for accurate data entry and data integrity in the sales database
  • Assist the marketing department by supporting Horizon's social media efforts and identifying publicity release opportunities.
  • Horizon's culture revolves around the belief in measurement and sharing results with the team. Financial and sales results must be consistently and regularly communicated with the management team.
  • Adhere to and manage appropriate pricing strategies for national programs and individual transactions.

Learning & Development:

  • Responsible for completing all assigned regional learning and development programs.
  • Engage in personal development by participating in ongoing skill, compliance, product, market, risk management and security training as required for the position.

Enterprise Risk Management ("ERM"):

  • Participate in ERM within their assigned markets, including other losses, credit losses, compliance with all rules, regulations and policies and on-going ERM training. In addition, responsible for supporting Horizon's Code of Conduct and Duty to Report
  • Perform all work in compliance with established regulations, policies, Standard Operating Procedures (SOPs) and instructions.
  • All other duties as assigned.

Qualifications & Skills

  • Bachelor's degree in related field or equivalent education and experience
  • Six years of banking experience with progressive responsibilities; Four years of sales experience within a bank with strong knowledge of Bank regulations pertaining to lending and debt collection.
  • Proven track record of meeting and exceeding financial and/or lending goals
  • Successful track record - having a proven performance record as evidenced through solid financial performance, risk management.
  • Business Development - Experience creating and implementing an ongoing business development program in order to assist existing customers and solicit new customers to the bank.
  • Knowledge of the target market area and ability to expand the bank's presence and develop a successful portfolio of sources and vendors.
  • Community supporter - recognizes the importance of a community bank and is active in supporting the bank's involvement in the community.
  • Solid knowledge of relevant PC software applications, such as Word and Excel as well as CRM solutions
  • Articulate with ability to communicate at all levels within in the organization and with external customers.
  • Established industry network and contacts along with an existing portfolio of accounts that can generate significant Equipment Finance volume.
  • Ability to manage large relationships and the various functional tasks that impact overall profitability such as payoffs, conversions and portfolio quality.

Core Competencies

  • Analytical Thinking
  • Relationship Building
  • Consultative Sales
  • Results Focus
  • Customer Focus
  • Teamwork

Physical Requirements

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions in compliance with the Americans with Disabilities Act (ADA)

Physical Demand:

Percentage

of Time:

Communicate with advisors, customers, vendors and managers regarding banking transactions and issues. Able to exchange accurate information with others.

90-100%

Able to verify authenticity of financial instruments, forms, documents and signatures. Able to verify identity of customers, vendors and service providers. Able to observe actions of others to ensure safety and security of the facility.

90-100%

Able to grasp, move and sort forms and papers.

90-100%

Constantly operate a computer and other office machinery such as calculator, copy machine, fax machine, scanner, printer and telephone

90-100%

Able to remain stationary at a desk for long periods of time.

75-100%

Regularly move about the office to access file cabinets, storage drawers and various office equipment

75-100%

Occasionally position self to reach heights between floor and 6.'

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