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Senior Business Development Manager

2 months ago

Minneapolis, United States Mitsubishi HC Capital America Inc Full time
Job DescriptionJob Description

We will consider candidates near our Edina MN office or possibly remote.


Position Overview:

You will have the responsibility for the sale and support of Mitsubishi HC Capital America Vendor Solutions (MHCAVS) products in healthcare, technology, franchise or specialty markets (sales channels). Your mission is to find opportunities and develop finance programs for manufacturers, distributors, resellers, and franchisors (Vendors) of related equipment, software and services in your geographic territory or market segment by building relationships with potential Vendors and helping them be more successful by using MHCAVS products and services. Professional selling is a consultative process where you play a key role in understanding the business processes and needs of your customers and potential customers, and consulting with them on how MHCAVS products can impact their results. You will spend the majority of your time in the Vendors environment; building relationships with key buying influences, uncovering needs and presenting ways MHCAVS products can add value. You will be the "steward" of developing MHCA Vendor relationships, acting as the lead for all company activities in your Vendor’s account. You will have full responsibility for everything that happens or fails to happen in your segment.

Commitment to Internal Control:

The incumbent accepts the responsibility for establishing and maintaining the internal control system associated with the essential duties and responsibilities of the functional areas that the incumbent manages.

Essential Duties and Responsibilities:

(List in order of time spent)

Prospect List: You will identify 50+ Vendors in your channel that can do business with MHCAVS and a condensed list of 10 Vendors from the list of 50 that we are in early-to-late stages of negotiating and closing as new Vendor programs.

Business Development: Responsible for developing new business from Vendors in your channel who will originate $5m per year in annual lease volume at a minimum.

Relationship Management: Responsible for servicing, supporting and growing your Vendors signed that are funding annual volume in excess of $5mm. Responsible for maintaining the relationship at the executive level and facilitating changes to the program to maintain or increase annual lease volume.

Lease Volume: Originate lease volume that equals or exceeds annual goal set by Senior VP of Sales.

Travel: Schedule and attend business development calls with Vendor prospects. Attend assigned Vendor sales meetings, trade shows, company sales meetings and home office when appropriate to support the program.

CRM: Input accurate data (vendor information and primary sales contacts) into CRM system. Schedule and complete timely follow ups and maintain current records with all your Vendors.

Reports: Submit all call reports and other activity updates as required by VP. Of Sales and Executive Leadership

Key Performance Indicators (KPIs):

  • Booked volume
  • Net Interest Margin
  • # of new VPAs
Responsibility and Decision-Making Authority:
  • Act independently; Decision-making within Company policy.

Management/Supervisory Responsibilities:

Competencies:

  • Thinking Skills: Ability to Synthesize, Decision Making/Judgment
  • Communication: Ability to Listen
  • Interpersonal Relationships: Sociability
  • Leadership: Persuasion
  • Technical & Professional Skills
  • Personal Qualities: Need to Achieve
  • Entrepreneurship: Results-Oriented; Negotiation Skills

Qualifications:

Knowledge, Skills, and Abilities:

Finance Principles – Knowledge of lease financing and possess the ability to calculate complex lease rates and vendor programs, including discounted lease rates, stair step payments, annual lease rates, 0% finance rates, cost per use, no minimum programs, bridge to budget and other structured finance programs.

Business Development – Knowledge of business development and possess the ability to place outbound telephone calls to prospective vendors in your sales channel. This includes qualifying prospects and developing relationships with key contacts to move the sales process to closure.

Marketing – Knowledge of principles and methods for presenting, promoting, and selling MHCA capabilities as well as MHCA vendor products and services. This includes lead development, marketing strategies, tactics, sales techniques, providing vendor sales training and demonstrating products to customers and relationship management.

Computers and Software – Knowledge of MHCAVS software applications such as Microsoft Office, CRM, T-Value, Rapport and possess the ability to effectively utilize these programs in their day-to-day activities.

Contracts – Knowledge of MHCAVS vendor program documentation and end user documentation. This includes assessing vendor needs and structuring documentation to implement vendor programs and end user needs.

Customer and Vendor Service – Knowledge of vendor programs and internal processes for providing professional customer service for MHCAVS and end users.

Skills Required:

Finance – Ability to use T-Value and or a financial calculator to calculate end user rates and provide vendor program yields.

Prospecting – Ability to develop quality vendor prospects from resources such as One Source, industry trade shows and referrals. Establish focused prospecting strategy and possess effective communication skills.

Speaking – Ability to talk with our vendors and end users to convey information effectively at all levels.

Writing Skills – Ability to write effective correspondence, emails and proposals

Negotiation Skills - Possess strong negotiation skills to provide financial solutions acceptable to our Vendors and MHCA. Effectively reconcile differences with our Vendors and MHCA Vendor Services.

Service Orientation – Actively look for ways to improve our vendor relationships and satisfy their needs.

Time Management – Effectively managing one’s own time and the time of others.

Technology Savvy – Ability to effectively use the software programs and tools to prospect business

Education and Experience:
  • Bachelor’s degree or equivalent experience
  • Minimum of 10 years experience in equipment finance and leasing industry
  • Minimum of 5 years field sales experience in vendor financing preferred in applicable industry

Licensing and Certification:

Tools and Equipment Used:

  • Personal computer, copier, fax, phone, and other typical office equipment

Working Hours:

  • Hours may vary and will require some evening work; frequently requires working 40-45 hours/week depending on business needs
Travel:
  • Frequent travel is required within assigned region to call on prospects and vendors
  • Occasional travel related to attendance at industry seminars

Physical Demands:

  • Digital dexterity and hand/eye coordination in operation of office equipment
  • Light lifting and carrying of supplies, files, etc.
  • Ability to speak to and hear customers and/or other employees via phone or in person
  • Body motor skills sufficient to enable incumbent to move from one office location to another

The job description does not constitute an employment contract, implied or otherwise, other than an “at will” relationship and is subject to change by the employer as the needs of the employer and requirements of the job change.


The salary will be between $133,000.00 and $155,000.00 with an opportunity to earn commission.

The salary range is determined and based on internal equity, market data/ranges, applicant's skills, prior relevant experience and education.

Additional benefits:

- Medical, Dental, and vision plans

- 401(k) and matching

- Paid Time Off

- Company Paid Life Insurance

- Employee Assistance Program

- Training and Development Opportunities

- Employee Discounts