Description

Position Summary:

The Commercial Equipment Finance Sales Manager is responsible for driving growth in Commercial & Industrial (C&I) banking relationships for Peoples Security Bank & Trust (PSBT) and its subsidiary, 1st Equipment Finance, Inc. This growth is achieved through strategic leadership, Commercial customer business development efforts, guide vendor relationship development with existing vendor sales team, and close collaboration with PSBT's Commercial Lending teams.

This role combines team leadership with direct business development, ensuring the successful execution of equipment finance strategies across multiple channels. The ideal candidate will serve as a proactive player-coach, originating transactions, building strong partnerships with commercial bankers, and managing the sales process for Equipment Finance Sales Officers. The position requires the ability to recommend tailored financing solutions that align with the bank's credit policies and risk appetite while fostering a disciplined, results-driven sales culture.

Essential Duties:

1. Direct Business Development & Commercial Lender Collaboration

• Self-Originate an equipment finance and leasing portfolio.  
• Partner with commercial bankers to act as a resource, identify opportunities, review portfolios, and uncover equipment financing needs.
• Participate in joint sales calls and presentations to prospects, providing subject matter expertise on equipment finance structures and options.
• Train and educate commercial lenders on equipment finance and leasing to enhance cross-sell opportunities. Help lender add new commercial customers to their portfolio by using equipment finance and leasing as a wedge product to help lenders in their business development efforts. 

2. Inside Sales: Organic Growth

• Manage Inside Sales Representatives focused on generating equipment finance opportunities from existing bank customers.
• Drive strategies for organic growth by identifying financing needs within current client portfolios.
• Ensure disciplined sales processes, pipeline management, and accurate forecasting.

3. Vendor Sales Leadership & Development

• Oversee and mentor the Equipment Finance Sales team, ensuring effective engagement with equipment vendors.
• Develop and implement strategies to expand vendor relationships, including onboarding new vendors and leveraging existing partnerships to increase referral activity.
• Set performance goals, monitor results, and provide coaching to achieve individual and team objectives.
• Create vendor programs, sales tools, and marketing materials to support growth initiatives.

4. Transaction Management & Credit Coordination

• Structure and negotiate equipment finance transactions, ensuring compliance with credit and regulatory standards.
• Collaborate with processing, operations, credit and the underwriting teams for timely processing and accurate documentation.
• Monitor portfolio performance, address delinquencies, and maintain high levels of customer satisfaction.

5. Strategic Planning & Reporting

• Contribute to annual sales planning, market segmentation strategies, and growth initiatives.
• Analyze market trends and competitor activity to inform business development efforts.
• Prepare and deliver regular reports on sales performance, pipeline activity, and market insights.

Qualifications:

• Bachelor's degree in Business, Finance, or related field.
• 10 years of experience in equipment finance, commercial lending, or related financial services.
• Proven leadership experience managing sales teams and vendor relationships.
• Strong understanding of equipment finance products, credit analysis, and deal structuring.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to work independently and collaboratively across departments.

Additional Expectations:

• Actively prospect for new business through networking, referrals, and joint calls with commercial lenders.
• Player-coach role: personally originate and close transactions while building and managing a high-performing sales team.
• Develop disciplined sales processes, pipeline management, and forecasting to ensure consistent growth.

Peoples Security Bank and Trust Company is an Equal Opportunity Employer.

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