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Sr. Business Development Director

4 months ago

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

Position open to remote


Position Overview:

This individual will be responsible for originating, structuring, and closing asset-based lines of credit funded directly by MHCA along with transactions agented by MHCA involving other lenders. Transactions will be sourced through direct calling on targeted clients and through a network of referral partners including banks, accounting firms, private equity firms, investment bankers, law firms, consultants, and online sources. Candidate can operate remotely from their home or at the Business Finance office in Auburn Hills, MI.

Commitment to Internal Control:

The incumbent must understand, abide, and uphold the system of internal controls related to essential duties and responsibilities of the position.

Essential Duties and Responsibilities:

  • Establish and meet quarterly and annual funding targets and growth objectives.
  • Maintains a high level of new inquiries from channel partners.
  • Develop partnerships with lenders for syndication transactions and deal sharing.
  • Promotes the MHCA brand throughout the industry.
  • Assist Division President with building and development of sales staff

Origination:

  • Strong relationship development and sales skills with a proven ability to originate and close asset-based lending transactions.
  • Participate in industry events and conferences, in person and online, to source new opportunities and create brand awareness for the business.
  • Gather financial packages and effectively and timely qualify prospects per division parameters for credit, structure, collateral, pricing, and strategic fit.
  • Prepare pre-screen memo and present to underwriting staff prior to issuing proposal.
  • Prepare and negotiate proposals with prospects and collaborate with credit team to complete the underwriting and due diligence processes.
  • Manage overall transaction execution processes related to opportunities originated, including counterparty negotiations and related communications.
  • Utilize Salesforce for prospecting and internal deal tracking process.
  • Recognize transaction opportunities for other divisions of MHCA.

Miscellaneous:

  • Maintain relationships with portfolio clients post-closing to address future loan needs.
  • Effectively manage time commitments, along with maintaining CRM database and administrative functions related to prospect pipeline and tracking of weekly activity compared to KPI’s.
  • Understand lending market and economic conditions that can impact client performance, marketing strategy, and credit structure.
  • Collaborate with marketing staff to create messaging for product awareness and sales origination strategies.
  • Manage sales expenses to approved levels and maintain proper sales activity ROI.

KPI’s (Key Performance Indicators): To be developed with Manager

  • XX $MM new business volume annually
  • XX number of proposals issued converting to XX new clients annually.
  • XX% target portfolio yield
Responsibility and Decision-Making Authority:
  • Act independently; Decision making within company policy.

Management/Supervisory Responsibilities: N/A

Qualifications:

  • Will have an established network of origination sources and channels.
  • Experience screening and funding ABL transactions ranging from $2MM to $25MM.
  • Proven ability to effectively sell the Business Finance value proposition of being a non-bank specialty finance company, with an emphasis on speed, certainty, and tailored deal structuring.
  • Strong knowledge of underwriting, structuring, and documentary requirements related to senior secured revolving and term commercial lending products, including ABL and syndicated credits.
  • Well versed in both collateralized asset based and cash flow underwriting practices, including credit/financial evaluation and cash flow projection analysis.
  • Ability to negotiate deal proposals and structures, while adhering to corporate objectives.
  • Adept at working with executives to develop long lasting partnering relationships.
  • Strong client relations, time management, and presentation skills
  • Well-developed computer software skills (Video conferencing, Excel, Word, PowerPoint, Salesforce, LinkedIn, Social Media platforms, etc.)
  • Strong writing, verbal, and listening skills, detail oriented, and self-starter.
  • Strong interpersonal, organizational and communication skills
  • Team player with a positive attitude, shows enthusiasm, understands company success factors, and keeps commitments to others.

Competencies:

  • Thinking Skills
    • Analytical Ability
    • Problem-solving
    • Decision-making/judgement
  • Communications
    • Oral and written communication
    • Ability to listen
    • Ability to transmit information
    • Ability to manage communications
  • Interpersonal Relationships
    • Sociability
    • Ability to work in a team environment
  • Technical and Professional – Thoroughness
  • Personal Qualities
    • Autonomy
    • Self-motivated
    • Perseverance
  • Entrepreneurship
    • Networking skills
    • Client-oriented
    • Results-oriented
    • Negotiation Skills
Education and Experience:
  • 20+ years’ experience as a senior level sales professional in the commercial lending industry with both Bank and non-Bank ABL divisions.
  • Proven track record of exceeding origination and profitability targets.
  • 5+ years of sales manager experience leading teams of ABL or commercial lending sales staff, including recruitment and commission plan development.
  • Divisional budget responsibility and credit authority.
  • Experience in syndications, capital markets, investment banking, portfolio management or credit roles spanning diverse commercial finance business units and banking divisions.
  • BA / BS in Business or equivalent experience (Masters or MBA preferred).

Working Hours:

  • Hours may vary and will require evening work depending on business needs.

Travel:
  • Travel on an as needed basis to visit clients across U.S. and attendance at conferences.

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 $175,000 and $215,000 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