Business Development Manager

The Business Development Manager is responsible for the marketing and sales of all products and services within a defined market area to targeted vendors and resellers of equipment that meet credit parameters.

The incumbent will be responsible for identifying and developing targeted vendors to provide programs that allow the vendor to maximize lease penetration to their customer base.

The focus of sales efforts will be on equipment finance and lease transactions up to but not limited to $250,000.The Business Development Manager’s expected volume target ranges from $5 to $20 million annually depending on his/her assigned territory.

The incumbent works closely with the Credit team to ensure that Meridian One Cap’s risk profile is adhered to. He/She also works with the Sales Director to ensure that pricing and return is maximized.

Acquires good quality and profitable equipment finance and lease transactions by identifying likely prospects and implementing an aggressive calling program within the assigned area.

• Develops prospective equipment dealer accounts that have the highest potential of profitability;
  Identifies, structures, and closes leases and other equipment finance transactions with ONECAP prospects.
• Develops new leasing business independently, meeting with larger and more complex prospects in a designated region to a larger sales goal with an increasing emphasis on developing business from outside contacts.
• Makes prospect calls independently to sell leasing services and cross sell other Meridian products and services.
• Gathers prospect financial and general business information independently for larger and more complex accounts.
• Explains wide array of leasing alternatives and guides prospects to best choices based on leasing experience, understanding and individual prospect situations. Answers questions and follows up on information requests; compiles necessary information to begin financial analysis.
• Provides support and assistance to credit decision process and communicates credit decisions to Customers.
• Negotiates specific lease terms and conditions for more complex leases within parameters defined by credit decisions. Finalizes lease agreements with prospects and closes sales.
• Maintains regular contact with vendors who sell regular amounts of equipment, ensuring MOCC is given every opportunity to quote on client's equipment finance and lease requirements.
• Proactively assesses and clarifies client’s needs and wants and provides appropriate levels of service.
• Represents MOCC at appropriate industry and community functions when required.
• Establishes productive, professional relationships with key clients, both internally and externally.
• Monitors status of current lease portfolio to ensure conformity with terms; ensures necessary documentation is completed and forwarded for processing; supports Sales Coordinators as required to ensure documentation requirements are met with operations and processing areas to ensure lease payments are collected and recorded.

Plans and collaborates cross functionally to achieve sales objectives.

• Prepares an annual business plan outlining objectives and strategies on how new business will be secured. Plan to be reviewed on a quarterly basis.
• Monitors competition by gathering current marketplace information on pricing and promotions.
• Actively manages and effectively follows-up proposals to both vendors and end users.
• Maintains close contact with credit team to communicate any material changes within the vendor or prospective lessee base.
• Participates and ensures that the correct required documentation is delivered both externally and internally.
• Participates and provides technical expertise of required documentation, ensuring accuracy as it pertains to the structure, insurance, security and equipment financed. Responsible to vet lease documents prepared by staff prior to obtaining client signatures.
• Ensures compliance with all provincial and federal regulations and internal company policies, including but not limited to Reducing the Risk (Anti-Money Laundering), Know Your Customer, and Information Security & Privacy
• Recommend enhancements or improvements to…