Business Development Manager

Meridian OneCap Credit Corp. • Burnaby, BC

10d • CA$79,100 - CA$118,700 • Remote

About The Position

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 OneCap’s risk profile is adhered to. He/She also works with the Sales Director to ensure that pricing and return is maximized. The Business Development Manager is responsible for communicating the asset class and values to the Credit team and ensuring that the overall risk profile of the prospective lessee is acceptable. The Business Development Manager also works with his/her customer base to ensure that any supplementary Meridian products are introduced on a direct basis to our clients and prospects.

Requirements

• Detailed knowledge of all aspects of equipment finance and leasing preferred - specifically with special emphasis on accounting, taxation, credit, pricing and security.
• Solid understanding of the leasing industry, competitors, pricing environment, security requirements and product offerings.
• Strong understanding of financial statements, financial analysis and credit structuring typically found in the Commercial Lending environment.
• Proficient understanding of lease accounting and tax implications from lessee and lessor perspective.
• Proficient understanding of financial theory of lease vs. buy analysis for modeling different finance structure options.
• Strong interpersonal skills to work with client’s CFOs & Controllers as well as internal Bank staff such as VP's, Directors, Sales Directors, Administrative / Operations staff. Identifies and resolves moderately complex issues.
• High level of personal motivation, energy and drive.
• Accepts responsibility for positive end results.
• Collaborate style and persuasive interpersonal skills; ability to influence others.
• Expert sales/closing skills.
• Thorough knowledge of relationship building and teamwork skills
• Aptitude for mathematical functions including financial calculations.
• Proficient with Microsoft operating systems including Word, Excel, Outlook and the Internet.
• Member Focus - Personally demonstrating that our Members are our highest priority.
• Proactive - Seize the initiative by anticipating needs and identifying opportunities to provide a higher level of service.
• Open Communication - Engaging in honest and transparent dialogue to develop mutual understanding, trust and cultivate deeper relationships.
• Business Savvy - Continuously acquiring the knowledge needed to do one’s job to the fullest, using internal or external resources and applying the knowledge productively.
• Partner Orientation - Initiates opportunities for collaboration and maintains productive relationships to achieve shared goals.
• Integrity - Doing the right thing by always acting with openness, honesty and respect.
• Talent Developer: nurtures and supports direct reports, identifies strong team members, develops digital and analytical skills in direct reports.
• Creates a Supportive and Positive Team Environment: creates and contributes to a positive team environment which encourages innovation, risk taking, and learning; speeds up team learning through sharing best practices; leverages the strengths and opportunities of the broader marketing team
• Minimum 1-2 years sales experience.

Nice To Haves

• Embedding & leveraging technology – Confidence and willingness to learn and integrate AI and emerging technologies into new ways of working. Experience with low/no code tools like the Microsoft Power Platform and generative AI productivity tools like Microsoft Copilot is considered an asset
• Critical Thinking – The ability to analyze, evaluate and interpret information from various sources and apply logic and problem solving to make decisions.
• Data Driven– Leverage data and insights to identify, prioritize and improve member experience and business efficiency.
• Curiosity & Flexibility – Comfortable navigating and embracing change and uncertainty, ask more questions, explore more options. Continuously learn and grow.
• Completion of a post-secondary education program is preferred or equivalent experience.

Responsibilities

• 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.
• Provides support to existing sales team members when they are absent/unavailable.
• 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.
• Communicates effectively with Sales Coordinators and other members of the credit and operations team on processing of transactions.
• 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 our current processes to help increase efficiency and/or service levels and eliminate wasted time and effort in the workplace.
• Maintains current call reporting / activity log.
• Maintains current pipeline of sales opportunities.
• Prepares in-depth management reports summarizing leasing activity.
• Assists in monthly / quarterly reports to regional leaders highlighting sales success, best practices, funding, pipeline, general update of leasing industry.
• For standalone Ontario MOCC clients, without a full banking relationship. Will identify potential opportunities to bring opportunities relating to the Credit Union's other products and services to the appropriate MCU specialist.

Benefits

• We have an inclusive and collaborative working environment that encourages creativity, curiosity, and celebrates success!
• We provide you with the tools and technology needed to delight your candidates and clients!
• You'll get to work with and learn from diverse industry leaders, who have hailed from top organizations around the world
• Hybrid work arrangements with in-person office time to collaborate, innovate and build relationships with your colleagues
• This isn't your typical "corporate" job. We work hard and we have fun!

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree