Job Purpose:

This position is a North Star Leasing (NSL) Sales Manager role within the Sales Department, reporting to the NSL line of business.. This position will be responsible for the management and leadership of the Capital Markets and Inside Sales team. This role will manage, evaluate and execute both buy and sell activities for new business originations This includes soliciting buy side transactions from counterparties and correct placement of sell side transactions with syndication partners to advance vendor relationships. The role requires extensive knowledge of the marketplace, including credit, pricing, tax, structuring, documentation, and residual perspectives. In addition to origination for syndication and buy side activities, the VP NSL Sales Manager - Capital Markets & Inside Sales will provide weekly and month-end projections to the management team.

For sell side activities, the VP NSL Sales Manager - Capital Markets & Inside Sales will a) present approvals to the internal sales team, b) prepare pricing and term structures, c) facilitate the process from origination to funding and d) offer, prepare, and submit market acceptance opinions to support/enhance EF's credit approval process.

For buy side activities, the VP NSL Sales Manager - Capital Markets& Inside Sales will a) on-board and train new counterparties, b) review and screen inbound financing request from counterparties, c) prepare and submit financing requests to EF Credit for credit review, d) communicate credit decision with pricing and term structures, e) facilitate the process from origination to funding.

Job Duties

• Manage and lead the the Capital Markets & Inside Sales teams. Duties include recruiting, hiring and performance monitoring/management.
• Responsible for training and coaching sessions to provide positive feedback with actionable items to ensure individual and group success.
• Achieve established team and individual goals with defined timelines, as well as define and implement a measurement of acceptable staff performance.
• Manage buy and sell side activities to achieve business goals and objectives.
• Lead syndication sales activities for equipment finance transactions, including identifying appropriate finance partners, packaging applications for submission, and structuring terms for presentation to borrowers.
• Analyze and educate the syndication partners business rules to the internal sales team at North Star Leasing to ensure effective and efficient placement to meet monthly and yearly goals.
• Develop and maintain relationships with buy side and sell side partners to expand opportunities and enhance market reach.
• Will be responsible for reviewing and analyzing application, financial background and documentation to determine if customer is eligible to receive credit decisioning. Will have the ability to make recommendations to counterparties on available options outside of the standard guidelines that will allow application to be determined as credit worthy.
• Will be responsible for the collection of financial statements/tax returns, vendor quote and the explanation of need story which includes business, equipment, guarantor and proposed structure of the deal (BEGS) to provide to credit for final decisioning.
• Conduct a review of Capital Markets portfolio performance including delinquency, approval and funding data to support deal execution and portfolio management.
• Oversee customer exposure management through portfolio sales and strategic asset allocation.
• Manage outbound & inbound Capital Markets transactions including structuring, documentation, pricing and closing under tight time constraints.
• Assist the Sales Team and with documentation checklists, funding checklists, and maintain communication with our sell side partners on each deal in the pipeline.
• Conduct independent evaluation of all aspects of potential transactions.
• Conduct industry, business, and collateral research.
• Work closely with internal underwriting and sales teams on deal execution processes. (
• Communicate with NSL Sales Reps and Credit Analysts about syndication partners, processes, etc.
• Maintain active and relevant role in trade associations (NEFA, AACFB, etc.).
• Adhere to established company policies and procedures.
• Underwrite and decision equipment finance applications to syndicate.
• Apply independent discretion and decisions when underwriting applications to syndicate.
• Review and analyze appraisal reports to determine equipment to value ratios and acceptable collateral standards for decisions.
• Verify and analyze W2s, personal and business tax returns, bank statements, personal financial statements, and other financial statements to calculate debt to income ratios for decisions.
• Will perform special projects as assigned.

Education, Experience and Job Skills

• Bachelor's degree or equivalent work experience required.
• 5+ years of syndication/underwriting experience.
• Excellent knowledge of credit analysis and credit policies and procedures.
• Advanced knowledge of contract administration
• Proficient use of technology.
• Proven ability to handle high volume and prioritize tasks
• Strong oral and written communication and negotiation skills.
• Ability to work flexible hours.
• Team player
• Sense of urgency.
• Coaching and training skills
• Travel required for client meetings and internal and external training.

Basic Qualifications

• Bachelor's degree or equivalent work experience preferred.
• 5+ years of syndication/underwriting experience.
• Bank credit training preferred.