Business Aviation Lender

Position Opening: Business Aviation Lender
Department: Commercial Loans / Wichita Loans
Location: Wichita, KS

The Business Aviation Lender (“BAL”) is an expert in the private aviation industry who will work closely with the Sr. Lending Officer & Equity Bank (EQBK) Commercial Bankers to develop and manage the company’s aircraft loan portfolio. The BAL is an important client-facing position with frequent interactions with ultra-high net worth prospects and clients seeking financing alternatives and advice for their aviation transportation needs. The target candidate is a recognized expert within the private aviation industry with strong industry ties including aircraft manufacturers, management companies, aviation brokers, consultants, and aviation counsel. The candidate must have good commercial awareness, excellent communication skills and be a team player. The BAL will work with clients to understand their air travel requirements to help select the right aircraft and provide financing options.

Responsibilities:

The role is a highly visible position with significant input on driving the strategic direction of EQBK’s aircraft financing program and setting and managing program goals. As such, it will require creating and building relationships with clients, prospects, industry bodies, and other market participants.
• Industry knowledge:
o Deep knowledge of aviation sector trends, drivers, and global regulatory environment.
o Leverage deep business aircraft sector understanding and network to guide clients through complex financing transactions.
o Thorough knowledge of aircraft valuation drivers and trends.
o Ability to monitor and analyze changing industry dynamics and global regulatory framework.

• Functions:
o Foster productive relationships with the EQBK Commercial Bankers to drive new aircraft lending business
o Be a professional representative for EQBK at aviation industry events (i.e. NBAA, NAFA, Wichita Aero Club, etc.) .
o Partner with Aircraft Valuation Specialists in assessing and valuing new and used aircraft collateral.
o Appropriately assess risk when business decisions are made, demonstrating particular consideration for EQBK’s reputation, its clients and assets, by driving compliance with applicable laws, rules and regulations, adhering to policy, applying sound ethical judgment regarding personal behavior, conduct and business practices.
o Consistently meet or exceed loan/deposit growth and fee income goals as agreed and assigned by management.
o Monitor market conditions and competitor impacts in order to maintain competitive and profitable relationships.
o Develop and maintain a comprehensive knowledge of all commercial products including loans, deposits, treasury management and trade service products to facilitate cross-selling and enhancement of the client experience.
o Demonstrate a strong understanding and working knowledge of loan documentation in order to mitigate risk to EQBK.

• Customer Service
o Manage and service commercial customer relationships as assigned.
o Enhance client relationships through regular contact, providing a high level of customer service while demonstrating and understanding their business and risk profile.
o Retain clients with acceptable risk profiles.
o Demonstrate a commitment to adhering to EQBK policies and procedures when managing client relationships.

• Profitability:
o Demonstrate effective behavior in maximizing customer profitability to meet EPS hurdles as defined by EQBK annually.
o Meet or exceed the financial goals set by EQBK annually. Specifically, to optimize loan pricing, fee income, and deposit rates.

• Credit Quality / Credit Administration:
o Maintain acceptable levels of delinquencies/past dues, non-performing loans and criticized/classified assets as defined by EQBK.
o Demonstrate strong credit skills in analyzing credit risk within the underwriting process. Gather complete and adequate facts/information needed to understand and assess risk, while meeting deadlines as assigned.
o Communicate potential credit downgrades in a timely and effective manner.
o Maintain credit and documentation exceptions within acceptable standards as defined and set by EQBK.

• Quality of Work
o Demonstrate consistent quality of work product within the context of ongoing credit analysis and risk management.
o Exhibits solid time management skills, organization, planning, and priority in carrying out day to day responsibilities for customer management and business development.
o Demonstrate sound business acumen and technical knowledge for underwriting and ongoing risk management. Exhibit strong problem-solving skills by providing effective solutions; look beyond the obvious.

• Interpersonal Skills / Cooperation
o Exhibit strong interpersonal skills to include a cooperative spirit, positive attitude in all interpersonal relationships with co-workers, managers, and subordinates.
o Contribute to a professional working environment with respect to individual roles and responsibilities. Communicate problems and concerns in a respectful and constructive way.
o Demonstrate respect, observe rules, and act in an ethical manner.
o Build rapport with customers through approachability and a dedication to meeting their expectations and requirements.

• Adhere To Processes and Procedures for Aircraft Financing
o Follow established loan policy and the appraisal methods.
o Source network for new aircraft loans.
o Support EQBK Commercial Banking Officers with their aviation customers from the beginning through loan closing. Support includes deal structure, aircraft operation and review, level of interest (LOI), credit memo language, and loan documentation review.
o Work with the Marketing department to develop new and improved marketing materials for aircraft financing.

Perform other duties as assigned or required.

Required Skills & Education
Bachelor’s degree preferred.
5+ years’ experience within aircraft finance at another financial institution or directly in the private aviation industry.
Thorough and practical understanding of aircraft financing programs, regulatory requirements, and experience in business generation. Must have a good understanding of commercial loan terms, loan programs and documents.
5+ years previous OEM business aircraft sales experience is preferred, but not required.
Good organizational and analytical skills.
Excellent interpersonal skills and professional acumen.
Computer skills, especially the ability to work in Windows based systems. Working knowledge of Microsoft Office applications.

The above statements are intended to generally describe the nature and level of work to be performed by most people assigned to this job. It is not intended as an exhaustive list of all responsibilities, duties, and requirements.

Physical Requirements

This position requires standing, walking, bending, and squatting on a regular basis. May require the ability to stoop, kneel, crouch or reach with hands and arms. Requires the ability to carry, lift, move or push up to 10 pounds on an occasional basis. Must be able to talk and listen to others. Frequently uses hands and fingers to handle or feel. Requires ability to see up close and distant, distinguish colors, peripheral vision, depth perception and the ability to adjust focus. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment

This position regularly works in an office setting. Most of the job duties require the employee to be working with computers and electronic media on a regular basis.

Equity Bank is an equal opportunity employer and will not make employment decisions based on an applicant’s race or skin color, national origin or ethnicity, religious beliefs, age, sex, physical or mental ability.

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