What are the responsibilities and job description for the Equipment Finance-Relationship Manager position at First Horizon?
Location: On site at location listed in job posting.
Summary:
Develops new customer prospects and business with commercial clients in partnership with Regional Bank Markets and Specialty Lines of Business, or through individual origination efforts. Assists Regional Bank and Specialty LOB relationship managers with, and directly responsible for Equipment Finance, client portfolio management activities. Delivers customized capital equipment financing solutions including term loans and tax oriented true leases to meet client tax and cash flow objectives and build long-term, profitable customer relationships to maximize portfolio revenue growth and asset quality. Responsible for staying up to date with changes in tax laws and accounting rules to understand and communicate potential client impacts.
Key Responsibilities Include
• Manage an assigned territory supporting Commercial Banking equipment finance originations and client development. Travel to assigned Markets on a regular basis to establish and maintain collaboration with Commercial Banking Teams.
• Independently manage a client portfolio for First Horizon Equipment Finance (FHEF) and assist Regional Bank/Specialty RM’s with portfolio management of Regional Bank/Specialty underwritten clients in the FHEF portfolio.
• Expand existing client relationships with FHEF product suite to generate incremental revenue for the bank and cross sell ancillary bank products.
• Originate and develop new client relationships, which generate acceptable returns for the bank, by working both independently and with Market Commercial Banking Teams.
• Work with Management and Underwriters to analyze the credit strengths and weaknesses of prospective / existing clients and make structure recommendations.
• Make recommendations on loan & lease pricing which are competitive with the competitive landscape and achieve an acceptable return for the bank.
• Structure complex loans and leases (term, covenants, collateral, guarantees, etc.) which appropriately protect the bank and, in relation to leases, achieve appropriate accounting treatment for both bank and client as well as adhere to tax rules and guidelines.
• Recognize client needs and match the bank's capabilities to meet those needs.
• Prepare term sheets / proposal letters to meet client and bank needs
• Negotiate with clients on complex loan and lease structures, contracts, pricing, and other terms/conditions.
• Maintain a thorough knowledge of lending policies and regulatory requirements.
• Provide mentoring and training to bank associates and Commercial Banking Teams.
• For Equipment Finance originated transactions
o Work with the underwriter to ensure accurate reflection of financials and to ensure accurate preparation of Loss Given Default, Probability of default and Risk Adjusted Return on Capital models at time of new/renew requests.
o Prepare Opportunity Memos as needed for new and renewal requests to initiate underwriting process.
o Coordinate deal team meetings between Relationship Manager, Market President, Senior Credit Officer, and Underwriter
o Builds / maintains a portfolio mix of targeted high value and high potential clients.
o Acts as a trusted advisor by educating the customer about current market and industry trends as well as tax and accounting considerations to their business, and matching customer needs with appropriate products.
o Monitor customer information/products, financial plan and market trends to identify new customer needs and opportunities to deliver further customer value.
o Finalize required conditions precedent as needed to ensure EF Operations has all items needed. Responsible for reviewing closing documents, communicating with clients and identifying portfolio weaknesses and trends and alerting management to deteriorating portfolio conditions
o Ensures client adherence to covenants with review of calculations, key provisions, and recommendations according to policy
• Performs all other duties as assigned
Qualifications Include
• Bachelor (4-year college) degree
• 6-8 years of experience or an equivalent combination of education and experience
• Experience with Microsoft Outlook, Word, and Excel and proficient with SuperTrump lease/loan pricing software
About Us
First Horizon Corp. (NYSE: FHN), with $82.6 billion in assets as of September 30, 2024, is a leading regional financial services company, dedicated to helping our clients, communities and associates unlock their full potential with capital and counsel. Headquartered in Memphis, TN, the banking subsidiary First Horizon Bank operates in 12 states across the southern U.S. The Company and its subsidiaries offer commercial, private banking, consumer, small business, wealth and trust management, retail brokerage, capital markets, fixed income, and mortgage banking services. First Horizon has been recognized as one of the nation's best employers by Fortune and Forbes magazines and a Top 10 Most Reputable U.S. Bank. More information is available at www.FirstHorizon.com.
Benefit Highlights
• Medical with wellness incentives, dental, and vision
• HSA with company match
• Maternity and parental leave
• Tuition reimbursement
• Mentor program
• 401(k) with 6% match
• More -- FirstHorizon.com/First-Horizon-National-Corporation/Careers/Our-Benefits
Corporate Diversity Commitment:
We remain committed to creating a more equitable society, and that starts with our associates, our clients, and the communities we serve. We do this by elevating equity, providing capital and counsel, and committing to excellence in everything we do.
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