Senior Account Managers generate and close equipment financing transactions, and assist in the development of new relationships with good long-term growth potential and attractive profitability. They must deeply know, understand and articulate Amur Equipment Finance’s core business value proposition and succeed through developing strong trusted advisor relationships with their customers.
Our sales team partners primarily with equipment vendors and to a lesser degree, direct end-users to develop attractive equipment finance solutions with ticket sizes ranging from $50K to $2MM and explore strategies for long-term success and sustained growth. As a member of our sales team, you should be highly organized, proactive and comfortable in operating in a dynamic team environment. Your knowledge of relevant industry verticals, asset classes and territories as well as key vendor/manufacturer relationships will be instrumental to our team’s continued growth.
Duties & Responsibilities:
- Responsible for identifying, developing, structuring and closing equipment finance opportunities that are originated through direct-calling efforts, as well as internal bank partners, and achieving the assigned financial objectives.
- Engage with C-level decisions makers.
- Responsible for growing Amur’s business presence and market share in the designated market, and within Amur’s targeted segments.
- Deliver timely, cost-effective and compelling lease proposals and finance solutions uniquely structured for financing transactions for all clients;
- Engage with all functional departments in Amur to include but not limited to: Credit, Asset Management, Operations, Legal and Syndication, to ensure appropriate responses for all lease proposals issued.
- Assume full sales cycle responsibility including (but not limited to) business development and prospecting, managing existing and prospective client relationships, structuring of transactions in-line with product offerings, residual and pricing guidelines, utilize credit philosophy and review customer financial statements, collection of appropriate information relating to customers & lease transactions, including packaging for syndication, pricing of transaction to meet business objectives, close transactions plus maintenance of the client management system;
- Travel as necessary to meet with prospective clients and to various trade shows.
- Interface with other business units to expand overall key relationships with clients and refer opportunities.
- Develop and maintain relationships with long-term industry leaders
- Pursue targeted opportunities rigorously and with a high degree of urgency and ensure that all prospecting activity is maintained in internal CRM system.
- Deeply understand prospects’ business and industry.
- Prepare custom proposals based upon client meetings and obtain customer commitment to these proposals.
- Initiate and conduct meetings with both internal and external clients as may be required to facilitate new engagements.
Minimum Qualifications
- BA/BS degree or equivalent successful consultative Business Development or Sales experience in the equipment finance industry
- Minimum 3 years of successful consultative Business Development or Sales experience in the equipment finance industry preferred
- Demonstrated success in managing entire sales process from prospecting to closing and experience in leveraging existing relationships to achieve sales goals
- Proven ability to identify new vendor financing opportunities, influence decision makers and exceed sales quotas
- Experience in negotiating agreements, interpreting financial and legal forms and presenting transaction considerations to senior management and cross-functional teams
Preferred Qualifications
- Broad understanding of, and experience in, the equipment finance industry.
- Expertise in working in a “fast growth” business segment.
- Very strong interpersonal communication skills, complemented by both excellent verbal and written communication.
- Expert presentation and public speaking skills.
- Strong relationship management and negotiation skills.
- Strong organizational skills and detail orientation, as well as analytical skills.
- Demonstrated complex contact negotiation/creation skills.
- Ability to work remotely and independently.
- Ability to influence and drive complex initiatives and manage logistics with internal stakeholders.
- Ability to travel within assigned territory, as required.
- Ability to analyze/understand leading technologies and companies.
- Demonstrated ability to win relationships.
Other Duties
Please note that this job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required of the employee for this position. The duties, responsibilities and activities for this position may change at any time with or without notice.
