Equipment Finance Relationship Manager

Hancock Whitney•Bradenton, FL

2d•Onsite

About The Position

Responsible for the development and expansion of equipment finance related customer relationships. Facilitates new client identification; develops tactical client/prospect sales strategy; makes sales calls; provides consultative support to Bankers and clients on specialized equipment financing alternatives and considerations; facilitates collateral underwriting and communication; facilitates specialized documentation negotiation and closing; and ongoing/continuous marketing of client capital expenditure cycles.

Requirements

Bachelor’s Degree, major in Accounting or Finance preferred
Minimum 8 years of relationship management experience selling equipment finance and leasing products
Relevant Equipment Finance marketing experience in a bank, industrial or independent equipment finance company, marketing to Corporate and Middle market clients
Expert understanding of structured finance as related to equipment financing (credit, equipment, tax, accounting and legal)
Understanding and the ability to communicate the structural, tax, accounting and legal issues to clients, bankers, credit officers and Equipment Finance support teams
Proficient in credit underwriting fundamentals and prior credit experience including financial analysis
Basic knowledge of commercial loan products & lending / compliance regulations

Responsibilities

Partners with Bank markets (geographic and line of business) to develop equipment finance prospect and customer relationships within areas designated by the Director of Equipment Finance.
Performs business development activities and consultative support of Corporate Banking, Middle Market Banking, Commercial Banking, and Private Banking.
Typically focuses on businesses with sales of $20MM or more that operate in our defined targeted industries and are capital equipment intensive.
Functions with minimal levels of individual authority and negotiates with strict adherence to established guidelines, credit pricing, terms and structure.
Operates as a partner to Corporate, Middle Market, Commercial and Private bankers, creating a team approach and support to understanding and serving client needs.
Analyzes and develops marketing plans in cooperation with Bank Line of Business to identify current customer opportunities and new client acquisition opportunities.
Calls in support of equipment finance centered expansion of current bank relationships and new client acquisition.
Duties include creation of market calling plans and creation of client “Cap-ex Profiles” (understanding client capital equipment procurement budgets, replacement cycles, financing considerations, tax implications, historical sources and uses of equipment financing, management preferences and other issues effecting the client’s financing needs).
Based on Cap-ex profile, develops call rhythms for follow up marketing.
Consults with Bankers and clients on equipment life cycles and value relative to business considerations, including tax implications of equipment transactions in order to create alternative financing structures and maximize client value.
Consults with bankers and clients and access to ascertain future capital equipment procurement relative to the need for potential access of specialized capital markets/syndications to equipment finance markets.
Keeps abreast of local, regional, and national competition in the equipment finance marketplace and consults with Bankers to develop competitive structures and pricing strategies.
Provides consultation to Bankers and Credit officers on legal and structural issues unique to specific equipment types (perfection, UCC classifications, equipment inventory, PMSI, right of quiet enjoyment, other creditor rights, etc.).
Identifies detailed information needed and works with clients to understand equipment values and usages in order to facilitate the preparation of collateral gap analysis.
Consults with Bankers and Credit officers to understand the gap analysis and the subject equipment as secondary source of repayment.
Facilitates the coordination of document processing and closing.
Coordinates with the client, Banker, Credit and legal counsel, as needed, to provide seamless communication and delivery.
Supports Bankers in maintenance of the Bank’s client management system (Sales Force) as it relates to equipment finance transactions, opportunities, and client intelligence.
Maintains marketing intelligence relative to ongoing client cap-ex budgets and financing needs, communicating and updating Bank partners to provide proactive support.
Uses automated business development system to manage individual calling program, schedule appointments, develop customer profiles or cross-sales opportunities, follow-up with customers, and book new business.
Performs other duties and special projects as assigned by Senior Management.
Incumbent is required to understand and comply with all applicable federal, state, and local banking and industry related laws and regulations including but not limited to the Bank Secrecy Act.