Key Facts

Remote From:

United States

Full time

Senior (5-10 years)

108 - 179K yearly

English

Hard Skills

Deal Structuring Digital File Management Cross-Selling Tax Management Regulatory Compliance Customer Requirements Analysis Accounts Receivable Trade Show Sales Auditing Credit Analysis +9 more

Other Skills

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Relationship Management
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Public Speaking
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Non-Verbal Communication
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Analytical Skills

Roles & Responsibilities

Bachelor’s degree and a minimum of 10 years’ aircraft finance and/or aircraft sales experience, or a combined minimum of 20 years’ higher education and/or work experience including at least 15 years in aircraft finance and/or aircraft sales
Proven sales track record and volume
Strong analytical skills
Theoretical and practical expertise in business aircraft, tax, accounting, and legal issues to structure appropriate and profitable financial solutions for clients

Requirements:

Identify and solicit new sources of business from OEMs, broker/dealers, aircraft management companies, owners and operators to build a strong network and identify additional sales opportunities
Conduct needs analyses via phone and/or in-person to determine proper structure and product for originating new aircraft loan and lease business
Manage and own each transaction from prospecting to funding, including providing credit with necessary information, addressing questions, and ensuring correct documentation
Service and maintain existing sources, assist in collection of payments and required information, and promote cross-sell of other Bank products while maintaining relationships

Job description

Overview:

Originates new business aircraft loan and lease business within MTCLC (M&T Capital Leasing Corporation) that adheres to internal credit standards. Structures, negotiates, and closes each aircraft transaction and builds and expands existing business relationships, generally of a larger and/or more complex nature.

Primary Responsibilities:

Identify and solicit new sources of business from current and prospective aircraft referral sources (OEM’s, aircraft broker/dealers, aircraft management companies, etc.), aircraft owners and operators, generally of a larger and/or more complex nature; represent the business in the marketplace to build a strong network to identify additional sales opportunities.
Conduct a needs analysis of the customer via phone and/or in-person to identify the proper structure and product in originating new aircraft loan and lease business for MTCLC to enhance overall profitability and minimize expenses.
Manage and own each transaction from identifying each prospect to funding, including providing credit the appropriate information for their decisioning, responding to questions from credit and the customer, and ensuring documentation is correct.
Service and maintain existing sources of business to maintain and expand the customer relationship; assist in collection of payments as well as financial and other information on specific customers as needed.
Work with departments throughout the organization to facilitate cross-sell of other Bank products to customers.
Understand and adhere to the Company’s risk and regulatory standards, policies, and controls in accordance with the Company’s Risk Appetite. Identify risk-related issues needing escalation to management.
Promote an environment that supports belonging and reflects the M&T Bank brand.
Maintain M&T internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators as applicable.
Attend industry trade shows, forums and other networking events.

Supervisory/Managerial Responsibilities:

Not Applicable

Education and Experience Required:

Bachelor’s degree and a minimum of 10 years’ aircraft finance and/or aircraft sales experience,
Or in lieu of a degree, a combined minimum of 20 years’ higher education and/or work experience, including a minimum of 15 years’ aircraft finance and/or aircraft sales experience.
Proven sales track record and volume
Strong analytical skills
Theoretical and practical expertise in business aircraft, tax, accounting, and legal issues to apply this expertise to structure appropriate and profitable financial solutions for clients
Strong negotiations skills
Strong verbal and written communication skills

Education and Experience Preferred:

Strong influencing skills

Strong persuasion skills

Strong presentation skills

Strong public speaking skills

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M&T Bank is committed to fair, competitive, and market-informed pay for our employees. The pay range for this position is $107,500.00 - $179,100.00 Annual (USD). The successful candidate’s particular combination of knowledge, skills, and experience will inform their specific compensation. The range listed above corresponds to our national pay range for this role. The specific pay range applicable to you may vary based on your location.