Business Development Manager-Industrial

Position Overview:

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, Materials Handling 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

Competencies: 

• Customer Focus: Consistently places a high value on customers and all issues related to customer; objectively listens to, understands and represents customer feedback; anticipates customer needs and develops appropriate solutions; meets all promises and commitments made to customers.

• Flexibility: Responds promptly to shifts in direction, priorities and schedules; demonstrates agility in accepting new ideas, approaches and/or methods; effective in juggling multiple priorities and tasks; modifies methods or strategies to fit changing circumstances; adapts personal style to work with different people; maintains productivity during transitions, even in the midst of chaos; embraces and/or champions change.

• Interpersonal Skills: Demonstrates sincere interest in others; treats all people with respect, courtesy and consideration; respects differences in the attitudes and perspectives of others; listens, observes, and strives to gain understanding of others; communicates effectively; is sensitive to diversity issues; develops and maintains relationships with many different kinds of people regardless of cultural differences.

• Personal Accountability: Accepts personal responsibility for the consequences of personal actions; avoids placing unnecessary blame on others; maintains personal commitment to objectives regardless of the success or failure of personal decisions; applies personal lessons learned from past failures to moving forward in achieving future successes.

• Resiliency: Continues toward goals in the face of difficulty and adversity; handles criticism and rejection from others with objectivity; recovers quickly from personal setbacks; moves past unforeseen obstacles without unnecessary delay.

• Self-Management: Independently pursues business objectives in an organized and efficient manner; prioritizes activities as necessary to meet job responsibilities; maintains required level of activity toward achieving goals without direct supervision; minimizes work-flow disruptions and time wasters to complete high-quality work within a specified time frame.

• Diplomacy & Tact: Maintains positive relationships with others through treating them fairly, regardless of personal biases or beliefs. Demonstrates respect for others. Understands and values differences between people.

Key Performance Indicators: 

• Booked Volume $

• NIM targets

• # of new programs and vendors

Qualifications:

Knowledge, Skills, and Abilities:

• 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

Education and Experience:

• BS degree or comparable industry experience

• 3-5 years’ experience in the equipment finance and leasing industry

Licensing and Certification:

None required

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

Travel:

• Moderate travel related to attendance at industry seminars, Vendors and Prospects

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 the salary will be between $76,000.00 and $100,000.00 with an opportunity to earn commissions.

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