Our client, for whom we have placed staff right across the UK and also in Germany are seeking a Sales Manager to drive mid ticket £500,00 to £30m transactions from lease brokers. This role replaces a highly experienced individual we placed 4 years ago who left in the summer for personal not performance reasons.
A recent restructure has meant that this replacement role will largely focus on selling our clients solutions on £500,000 plus deals into their existing broker base rather than going out and winning new brokers. It is expected that you will inherit a very small number brokers whose sole focus is already on this size of transaction but the rest of your efforts will be focussed on seeking out transactions of £500,000 plus from across their wider broker base of upwards of 200 brokers with whom our client already has terms of business in place with via their flow division.
Our client already engages the sectors largest superbrokers in the asset finance sector and thus another aspect of your role will be to investigate which of the AR’s at these superbrokers are those that largely only focus on £500,000 plus transactions and then to network into those AR’s to find deals that fit our clients deal size , pricing and credit appetite.
Targets have yet to be confirmed but we anticipate these will reflect the fact that this position has a strong business development focus to it. Nonetheless given the salary range that accompanies the role our expectation is that the target will be c£20m or more but to be confirmed.
In terms of location our client are flexible to attract the right skill set which is outlined below.
Candidate Profile
This is expressly not a flow broker manager role where you may be writing very large volumes but only sit in front of a customer perhaps 3 times a year on the occasional large deal , if this is your background then please do not apply as we will be unable to put you forward.
Our clients expectation is that, because of the size and complexity of the deals they focus on , which are typically from £1m to £30m in size you will see the customer on every deal you close whether yiu are sitting next to the broker who has introduced you to the deal or on your own.
You will therefore to have the gravitas and presence to be credible at C level with , as necessary any type of customer from a sizeable SMB to a mid or even a large corporate client.
You must have strong credit skills, an understanding of debt serviceability plus cashflow analysis skills You will also have effective structuring and pricing skills and risk mitigation awareness experience beyond simple things like cross company and personal guarantees
We are seeking applications from those with experience of for example : taking charges over unencumbered assets or negotiating perhaps with a customers supplier a contracted sliding scale buy back guarantee in the event of default , or a best endeavours remarketing agreement. These are just examples , if you are operating in the £1m+ space and have done business other than with grade A credits and on larger deals you will have broad experience of a range of risk mitigation strategies.
The hiring manager who joined via ourselves made a key point to myself that if a deal goes wrong “we need to know how to get out of it Sean”. If you have experience of getting out of deals that have gone wrong then do talk to us.
Whilst the natural hire for this position is an someone who is currently a broker manager and who has all the skills above there is also a willingness to consider applications from those with for example a debt advisory background or similar restructuring background.
One final point if you are already registered with ourselves and I think you have the potential to fulfil this role and might be interested in it and also fit the remuneration limits I will have already have approached you.
We are not seeking to introduce large numbers of applicants for this position ( we do not do this anyway ) as the required skill set is very specific , as such this marketing is purely to establish whether we might have missed someone in the sector we do not already know and who is a very close fit.
Very competitive salary range plus discretionary year end paid bonus potential of up to c100% of base salary but for significant overperformance. Plus all usual benefits , car allowance or company car, life cover , health and generous contributory pension etc.
