Senior Business Development Officer - Equipment Finance

About the role

This is a full-time, hybrid or remote career opportunity located in Virginia. Develops business opportunities through direct calling on Commercial Middle Market & Corporate Banking companies that are equipment intensive for the purpose of growing secured loans and leases for assets that are attractive to Fulton Equipment Finance and Fulton Bank. Will work closely with Accountants, Attorneys and other Centers of Influence for referrals as well as maintain an independent direct calling effort. Also work with Commercial Middle Market & Corporate Banking RMs and regional teams to develop expanded business with existing and new Fulton customers who have equipment financing needs. Originate secured EF transactions as well as generating Fee Income.

Responsibilities

• Makes cold calls and follow-up with referrals from RMs to complete all other aspects of Business Development with capital intensive companies located within identified geographic Markets for the purpose of developing direct Equipment Finance opportunities.
• Evaluates specific Equipment Finance Opportunities from a preliminary screening process to include credit, pricing, tenor and equipment for potential internal discussion and then formal proposal.
• Presents identified opportunities with internal Fulton colleagues (RMs, CMEs, Credit, Operations, Legal, Management, Asset, etc.) to garner a complete and thorough assessment of the transaction under consideration.
• After consultation with Credit, Asset and Syndication, prepares formal proposals to be presented to client for consideration including negotiation of terms and conditions.
• Interacts with internal and/or external counsel and internal Documentation and Operations, regarding the deal specific points related to documentation, funding and booking of the identified transactions.
• Negotiates the required documentation associated with the transactions in a manner acceptable to Fulton Equipment Finance and Fulton Bank.
• Introduces Fulton Relationship team members to the identified clients and prospects including RM, CME, Credit, Senior Management, etc. to ensure the client understands our desire in developing a full banking relationship.
• Submits accurate and complete Equipment Finance transactions for processing.

Requirements

• Bachelor's Degree or the equivalent experience.
• Specialty business or other applicable experience (Required).
• Experience: 5 or more years equipment finance or equivalent (Required); 5 or more years Commercial Credit or Business/Commercial Banking relationship management (Preferred).

Qualifications

• Proven ability to independently prospect, source, propose and originate EF Loans and Leases with prospects as well as with bank clients (Required).
• Independent knowledge and understanding of all EF structures and pricing models (Required).
• In-depth knowledge of lease types including $1 Buyout, 10% Put, TRAC, Split-TRAC, 1st Amendment, Synthetic, FMV, etc. (Required).
• Independent knowledge and understanding of structuring techniques including EBO’s, ETO’s, Renewals as well as maintenance and return provisions associated with each Asset Class (Required).
• Ability to engage independently with COI’s including Accountants, Attorneys, Manufacturers and Equipment Dealers for referrals and introductions to capital intensive companies (Required).
• Ability to gain the confidence of our internal Bank Relationship Managers as a trusted advisor for EF opportunities (Required).
• General understanding of Financial Statements (Preferred).
• Knowledge and understanding of Tax Lease Pricing Models including utilization of tax benefits related to the owner of the asset (MACRS, Bonus Depreciation, etc) (Preferred).

Skills

• Proven ability to independently prospect, source, propose and originate EF Loans and Leases with prospects as well as with bank clients (Required).
• Independent knowledge and understanding of all EF structures and pricing models (Required).
• In-depth knowledge of lease types including $1 Buyout, 10% Put, TRAC, Split-TRAC, 1st Amendment, Synthetic, FMV, etc. (Required).
• Independent knowledge and understanding of structuring techniques including EBO’s, ETO’s, Renewals as well as maintenance and return provisions associated with each Asset Class (Required).
• Ability to engage independently with COI’s including Accountants, Attorneys, Manufacturers and Equipment Dealers for referrals and introductions to capital intensive companies (Required).
• Ability to gain the confidence of our internal Bank Relationship Managers as a trusted advisor for EF opportunities (Required).
• General understanding of Financial Statements (Preferred).
• Knowledge and understanding of Tax Lease Pricing Models including utilization of tax benefits related to the owner of the asset (MACRS, Bonus Depreciation, etc) (Preferred).

Benefits

• Comprehensive benefits package including medical plans with prescription drug coverage; flexible spending account or health savings account depending on the medical plan chosen; dental and vision insurance; life insurance; 401(k) program with employer match and Employee Stock Purchase Plan; paid time off programs including holiday pay and paid volunteer time; disability insurance coverage and maternity and parental leave; adoption assistance; educational assistance and a robust wellness program with financial incentives.

Pay

The salary range for this position is $114,100.00 - $190,100.00 annually.

Schedule

This is a full-time, hybrid or remote career opportunity.