Managing Director, National Accounts

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Role Overview

As Managing Director, National Accounts, you will lead the development, growth, and management of a portfolio of large, complex clients across the automotive industry, including dealership groups, rental and leasing companies, and truck dealerships. These clients typically generate $25M+ in EBITDA and require $150M+ in credit solutions.

Client needs are sophisticated and span a wide spectrum of financing solutions, including:

• Cash flow-based lending (acquisitions, shareholder/dividend financing)
• Real estate and construction financing
• Syndicated and multi-lender transactions
• Structured and alternative capital solutions (e.g., high-yield and subordinated debt)

This is a senior, client-facing role with primary accountability for originating new business, deepening strategic client relationships, and delivering tailored financial solutions. You will partner closely with the Director, National Accounts to drive portfolio performance, ensure sound credit quality, and deliver best-in-class client experiences.

Reporting to the Head of National Accounts, this role requires a highly motivated business builder with strong financial acumen, credit expertise, and an established network of centers of influence (COIs).

Key Responsibilities

Client Relationship Management & Business Development

• Originate and win new business opportunities while expanding share of wallet within existing client relationships.
• Lead the structuring, development, and delivery of bespoke financing solutions aligned to client strategies and capital structures.
• Serve as the primary relationship lead and trusted advisor to clients, delivering insights and proactive guidance.
• Drive end-to-end execution of complex transactions, including structuring, negotiation, and closing, in partnership with internal and external stakeholders.
• Collaborate across product groups (Capital Markets, Cash Management, Wealth, Syndications, etc.) to deliver integrated solutions.
• Build and maintain a strong network of industry relationships, advisors, and influencers.
• Represent the bank externally through industry engagement, thought leadership, and market presence.

Portfolio & Credit Leadership

• Provide senior credit oversight and guidance to ensure prudent risk management and high-quality portfolio performance.
• Advise on deal structuring, including capital structure, covenants, amortization, and risk mitigation strategies.
• Support the development of financial models and analytical frameworks to assess client financing needs and options.
• Oversee the preparation and quality of credit submissions, ensuring clarity, rigor, and timeliness.
• Maintain a forward-looking view on industry, economic, and market trends to inform credit decisions.
• Ensure disciplined portfolio monitoring, including financial performance tracking, covenant compliance, and early identification of risks.
• Participate in credit decisions in accordance with sound lending principles and internal policies.

Execution & Internal Leadership

• Lead deal teams to deliver high-quality outputs under tight timelines, including proposals, presentations, and credit materials.
• Set priorities and execution strategies across concurrent transactions and client initiatives.
• Provide mentorship, guidance, and thought leadership to team members and the broader business unit.
• Maintain strong communication with senior leadership on portfolio performance, trends, and opportunities.
• Ensure accuracy and integrity of client and portfolio data.

Qualifications & Experience

• 7+ years of experience in corporate lending, commercial banking, or corporate finance, with demonstrated success in structuring and negotiating complex transactions.
• Proven track record in business development and revenue generation within a relationship-driven environment.
• Strong expertise in financial analysis, credit assessment, and capital structuring.
• Experience in credit adjudication and formal credit training are strong assets.

Education & Certifications

• Undergraduate degree in Finance, Accounting, Business, Commerce, or Economics.
• MBA, CPA, CFA, or CBV…