Business Development Manager-Industrial

The Business Development Manager must be experienced in vendor sales and demonstrate the ability to develop and retain vendors and pull through a high level of flow business. This position will be calling on equipment sellers and finance originators that are focused in the Industrial Equipment segment, which includes: Machine Tools, Graphic Arts/Printing, Fabrication, Plastics, Packaging, Food Processing and Woodworking and Automation. The Business Development Manager must be able to successfully communicate with all levels inside MHCA, from Leadership to senior level management in Credit, Operations and Accounting.

Commitment to Internal Control:

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

Essential Duties and Responsibilities:

(List in order of time spent)

• Identifying, developing and closing new relationships that result in on-going incremental sales and increased margins (50%).
• Maintaining and growing current relationships to achieve sales objectives and enhance vendor and brand loyalty (30%).
• Facilitating transaction process from origination through funding using a consultative selling process to achieve close ratio targets (20%).

Additional Info:

• Assess market potential and identify new business opportunities.
• Know and understand the MHCA value proposition of customized vendor finance programs and all products including retail financing, FMV leasing, EaaS and usage-based pricing offerings.
• Cross-sell all other MHCA products such as ABL, Structured Finance, Inventory Finance, Insurance and our international capabilities in Canada, UK, Asia and Australia.
• Complete monthly one on one reviews with VP of Sales.
• Visit assigned vendors as needed.
• Document all activities in Salesforce in a timely manner and use our internal FinTech tools including Power BI.
• Promote Propel usage with all vendors and brokers.

KPIs (Key Performance Indicators):

• Booked Volume $.
• NIM targets.
• # of new programs and vendors.

• N/A.

Qualifications:

• Strong leadership and communication skills.
• Detail oriented and attention to accuracy and thoroughness.
• Ability to work with internal team members to execute strategies to drive sales and revenue growth.
• Advanced pricing and program structure skills. Use of HP and T-Value preferred.
• Knowledge and ability to use Microsoft Word, Excel and Outlook applications.

• BS degree or comparable industry experience.
• 5 - 10 years’ experience in the equipment finance and leasing industry.

• N/A.

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.

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 position is exempt, and salary will be between $80,500 and $93,300 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