Business Development Manager

Description

Position Responsibilities

The Business Development Manager is responsible for executing the sales strategy to build and develop relationships with end users to originate working capital transactions and provide warm transfers on repeat equipment finance business, assist in the nationwide rollout of our Working Capital offering, and attain assigned volume origination growth objectives. The individual is responsible for working closely with the Trio leadership team to drive the strategy of the working capital product, including the buildout and execution of the recurring revenue program with key vendor relationships.

Responsibilities will include actively prospecting and managing customer contacts, clearly communicating on product offerings and capabilities, contributing to new product/program development, and growing the sales pipeline. Top candidates should be able to identify, qualify, and develop end-user relationships, and understand working capital for small to mid-sized business customers, ensuring fulfillment of annual financial goals for Trio Capital. The best candidates will be curious, collaborative, and possess a strong work ethic towards building success.

Key Tasks

• Works with sales leaders to identify sales opportunities and key business targets.
• Develops a seamless process and a smooth customer experience for repeat equipment finance referrals.
• Successfully “sells” customers on the value-add benefits of working capital and the merit of doing business with Trio Capital.
• Influences existing customers on the benefits of renewing or refinancing their existing loan with Trio Capital.
• Acts as the Working Capital expert to champion the product both internally and externally, including coaching existing Trio reps on how to position the benefits of a recurring WC annuity program to their dealers.
• Actively maintains customer communications and relationships to ensure retention of existing business and expansion of opportunities as well as referrals. Acts as primary point of contact for all designated account inquiries and problem solving on a day-to-day basis; manages escalations and exceptions as needed.
• Drives product initiatives to expand the growth and success of the working capital product including market position, website design, email campaign cadence and messaging and social media marketing.
• Works closely with internal colleagues to ensure products and systems meet client needs and executes campaigns and product enhancement rollouts.
• Plans, implements, and reports on sales activities, pipeline, and new end user development including response rates and call coverage for end user accounts.
• Collaborates with Credit/Underwriting, Sales Leaders, and Funding Coordinators to get transactions funded.
• Initiate the loan contract, ensure the customer has a great user experience across sales, credit and funding teams.
• Manages an active pipeline of open working capital approvals.
• Identifies, assesses, and solves current and potential problems by analyzing information, reports, and data.
• Has a detailed understanding of the Trio credit matrix and processes for funding.

Key Performance Indicators

• Achieving funding volumes for Working Capital and Equipment Finance referrals
• Performing outbound activities (calls and emails) daily to generate and maintain lasting business relationships
• Number of retention relationships, number of applications and approvals
• New and Renewal closing ratios
• New and Renewal volume goals
• Overall portfolio performance
• Customer satisfaction

Requirements

Skills and Specifications

• Self-motivated, team-oriented, problem-solving solving and eager to be part of a rapidly growing business
• Strong understanding of the working capital product and the end-to-end sales process, preferably in small to mid-sized ticket (up to $250,000)
• Understands small businesses and how they operate, and how to position Trio’s value-prop and close for loan requests based on their identified needs
• Curiosity to understand multiple markets, industries, and various macro market conditions
• Relationship initiation, building and management; strong interpersonal skills
• Strong verbal and written communication skills
• Critical…