First Citizens Bank
Commercial Sales Rep III-Technology
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Overview
This is a remote role that may only be hired in the following locations: PA, NY, NJ, DE, CT, MA, RI, NH, VT, and ME.
First Citizens Equipment Finance is a full-service, vendor-centric lending/leasing business unit. We provide a wide array of lending and leasing products/solutions to customers ranging in size from small/medium businesses to enterprise entities through its affiliation/alignment with OEM equipment vendors, their distributors, resellers, and dealers. We are looking to expand its current Channel Account Management support to one of the nation’s largest technology Resellers located in the midwestern United States.
This position is responsible for mid-to high level sales for the Technology division of First Citizens Bank Equipment Finance by securing mid-to-large complex retail installment contracts from dealers. Provides routine and non-routine established solutions to Client/OEMs by assessing and understanding the scope of their project and offering the appropriate financing for their needs ensuring all credit decisions and application processing programs provide value for both dealers and the Bank.
This role is responsible for growing existing relationships and developing new relationships within assigned program territory to achieve the quota of new business volume and other targets such as applications, number of sales presentations and number of outbound sales calls. These relationships will result in generating profitable lease transactions that produce new business volume.
Responsibilities & Qualifications
This role is the point of contact with the vendor/dealer, therefore responsible for all aspects of the Territory business, including:
- Proactively offer financing products to assigned Client/OEM/OEM (drive/maximize volume/increase penetration) and end-users
- Target, qualify, and close lease transactions.
- Meet or exceed sales objectives measured by funded lease volume of $20-25MM in year 1, or as assigned.
- Complete an appropriate number of outbound customer/prospect contacts (described in terms of number of calls per day).
- Provide high-quality customer/prospect interactions
- Develop C-level relationships with primary list of targeted partners and grow relationships to the rep level.
- Support development of new OEM relationships.
- Prospect from available pipeline reports provided by established OEM relationships
- Participate in offsite marketing opportunities with Client/OEM.
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Additionally, the primary purpose is to focus on partnering with Lenovo and contacting the Account Managers to drive results, maximize leasing funding volume and market penetration. Create, develop, maintain, and grow our Financial Services footprint within this Client/OEM. On-site presence is a requirement to also support training, vendor days, and events on-site.
This Account Manager relationship will result in generating profitable lease transactions that produce new business volume by:
- New Account Manager development to drive and maximize volume to increase penetration.
- Target, qualify, and close lease transactions via on-site management.
- Meet or exceed sales objectives measured by funded lease volume of $12-20 MM., or as assigned
- Coordinate demand generation activities with channel account managers that support the Client/OEM onsite Client/OEM events, Floor Days, team huddles, etc.
- Complete an appropriate sales touch to Client/OEM’s Account Managers and end-user customers as appropriate.
- Provide high-quality customer and Account Manager interactions.
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Basic Qualifications:
- Bachelor's Degree and 4 years of experience in Equipment Finance or Commercial Sales -OR-
- High School Diploma or GED and 8 years of experience in Equipment Finance or Commercial Sales.
Preferred Qualifications:
- Strong understanding of the Technology reseller market
- Experience in sales techniques (effective needs analysis, negotiation, and closing)
- Leasing/Finance background is a plus.
- Ability to build rapport over the phone.
- Ability to use a financial calculator.
- Familiarity with T-Value software.
- Ability to work remotely.
- Demonstration of an elevated level of initiative
- Strong organization and follow-up skills
- Strong knowledge of lease transactions including pricing, credit, and documentation
- The ability to work independently but also demonstrates performance in a team setting (work with Sales Support in Jax location)
- Strong Sales and interpersonal skills
- Knowledge or experience using CRM (such as SFDC) a plus.
Additional Information
The base pay for this position is relative to your experience but the range is generally $100,000 - $125,000 per year.
Actual starting base pay will be determined based on skills, experience, location, and other non-discriminatory factors permitted by law. For some roles, total compensation may also include variable incentives, bonuses, benefits, and/or other awards as outlined in the offer of employment.
Benefits are an integral part of total rewards and First Citizens Bank is committed to providing a competitive, thoughtfully designed and quality benefits program to meet the needs of our associates. More information can be found at https://jobs.firstcitizens.com/benefits.
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