Senior Relationship & Development Manager

We will consider candidates near our Edina MN office or possibly remote.

Position Overview:

This is a critical role that establishes the foundation for long-term success of the Company Vertical. The Senior Relationship & Development Manager is responsible for account management, growth and operational relationship with the most valued vendor relationships. The Senior Relationship & Development Manager is also responsible for the vital task of managing assigned specialty vendor programs as well as acting as subject matter expert lead on non-assigned programs with unique program offerings and high-volume potential. The Senior Relationship & Development Manager is also expected to network within the industry and make introductions into new vendor relationships.

Essential Duties and Responsibilities:

• Responsible for being the strategic contact in the Vertical segment as specialty product manager.
• Assist training of ('Business Development Manager") BDM's and ("Relationship Manager") RM's in specialty programs in the Vertical segment.
• Assist BDM's in selling specialty programs to prospects in the Vertical segment.
• Supports vendor calls and travels with Vertical BDM's to prospect locations to assist in closing specialty finance programs.
• Participates in and provide expertise in specialty program roll out with BDM, RM and ("Program Manager") PM.
• Network within the industry to make introductions to new vendor relationships. Involves a BDM, if needed.
• Networking expected to:
  • Generate six or more NDAs with prospective vendors
  • Generate two or more vendor programs per year producing meaningful annual volume ($3M+)
• Assist Vertical RM's in training and education on specialty product and serving as backup when needed to support these program types.
• Prepare and direct marketing to prepare custom program tools (PPT, marketing flyers, quoting tools etc.) to administer custom specialty vendor program.
• Manage assigned Vertical vendor programs at all levels internally and externally.
• Perform the role of liaison between assigned Vertical vendors and internal departments.
• Promote Company products and services within assigned vendors with the objective of generating and increasing lease volume.
• Plan, develop and execute initial program roll-out, preparation of program materials, training tools and sales presentations, with the assistance of the BDM, PM and Marketing Manager.
• Plan, develop and execute processes and procedures for new Vertical vendor programs with assistance of PM and internal department leadership.
• Work with PM to inform and train necessary internal departments and staff on new program processes and procedures.
• Work with PM to provide required monthly, quarterly, and annual vendor reporting, and present as necessary.
• Travel to assigned Vertical vendors for quarterly business reviews, training and program management related issues.
• Develop effective working relationships with all departments, management and staff at MHCA.

Competencies:

• Thinking Skills: Ability to Synthesize, Problem Solving.
• Communications: Ability to Listen, Ability to Transmit Information.
• Interpersonal Relationships: Interpersonal Communications, Ability to Work in a Team.
• Personal Qualities: Self-Motivated, Need to Achieve.
• Entrepreneurship: Client Oriented.

Qualifications:

Finance Principles:

• Knowledge of lease financing.
• Possesses the ability to calculate complex lease rates, including discounted lease rates, stair step payments, annual lease rates, 0% finance rates, cost per use, no minimum programs, bridge to budget and other structured finance programs.

Business Development:

• Knowledge of business development.
• Possesses the ability to place outbound telephone calls in an effort to grow share with assigned strategic vendor relationships. This includes developing relationships with key contacts by phone and in person. Also includes assisting named relationship manager, when needed, in supporting programs that offer specialty products.

Marketing:

• Knowledge of principles and methods for presenting, promoting, and selling MHCA capabilities as well as MHCA vendor products and services. This includes marketing strategies, tactics, sales techniques, providing vendor sales training and demonstrating products to customers and relationship management.
• Has responsibility to prepare custom program tools (PPT, marketing flyers, quoting tools etc.) to administer custom specialty vendor programs.

Computers and Software:

• Knowledge of MHCA software applications such as Microsoft Office, CRM, T-Value, Rapport and possess the ability to effectively utilize these programs in their day-to-day activities.

Contracts:

• Knowledge of MHCA vendor program documentation and end user documentation. This includes assessing vendor needs and structuring documentation to implement vendor programs and end user needs.

Customer and Vendor Service:

• Knowledge of vendor programs and internal processes for providing professional customer service for MHCA and end users.

Skills Required:

Finance:

• Ability to use T-Value and or a financial calculator to calculate end user rates and provide vendor program yields.
• Ability to structure complex profitable transactions and customized specialty products to support vendor partnerships.

Speaking:

• Ability to speak with our vendors and end users to convey information effectively at all levels.
• Ability to convey value proposition related to specialty product offerings.

Writing Skills:

• Ability to write effective correspondence, emails and proposals.

Negotiation Skills:

• Possess strong negotiation skills to provide financial solutions acceptable to our Vendors and MHCA.
• Effectively reconcile differences with our Vendors and MHCA.
• Ability to articulate complex specialty product offerings in an effort to close new program opportunities.

Service Orientation:

• Actively look for ways to improve our Vendor relationships and satisfy their needs.

Time Management:

• Effectively managing one's own time and the time of others.
• Effective time management is required to execute on assigned accounts and serve as a product expert in programs being assisted with.

Technology Savvy:

• Ability to effectively use the software programs and tools to review and analyze businesses.

Education and Experience:

• Bachelor's degree or equivalent experience preferred.
• Minimum of 10 years' experience in leasing/finance sales preferably in vendor finance.

Licensing and Certification:

• N/A.

Tools and Equipment Used:

• Personal computer, copier, fax, phone, and other typical office equipment.

Working Hours:

• Hours may vary and will require some evening work; frequently requires working 40-45 hours/week depending on business needs.

Travel:

• Occasional travel (10%) related to attendance at industry seminars and minimum quarterly travel required to assigned vendor relationship.
• Calls and travel with BDM's to prospects to assist in closing specialty finance programs. Participate in and provide expertise in program roll out with BDM, RM and PM.

Physical Demands:

• Digital dexterity and hand/eye coordination in operation of office equipment.
• Light lifting and carrying of supplies, files, etc.
• Ability to speak to and hear customers and/or other employees via phone or in person.
• Body motor skills sufficient to enable incumbent to move from one office location to another.

The job description does not constitute an employment contract, implied or otherwise, other than an "at will" relationship and is subject to change by the employer as the needs of the employer and requirements of the job change.

The position is (exempt/non-exempt) and the salary will be between $131,300.00 and $157,200.00 with an opportunity to earn commission.

The salary range is determined and based on internal equity, market data/ranges, applicant's skills, prior relevant experience and education.

Additional benefits:

- Medical, Dental, and vision plans

- 401(k) and matching

- Paid Time Off

- Company Paid Life Insurance

- Employee Assistance Program

- Training and Development Opportunities

- Employee Discounts