Senior Business Development Officer - Equipment Finance

Our values define us and our culture inspires us to change lives for the better. Our employees are the heart and soul of our company, and every success we experience begins with them. Together we are committed to making a positive impact in our local communities. We champion a culture of continuous learning, work-life integration, and inclusion. We promote a digitally enabled work environment to continuously enhance the experience of our employees and customers.

This is a full-time, hybrid or remote career opportunity that must sit in Virginia.

Develops business opportunities through direct calling on Commercial Middle Market & Corporate Banking companies that are equipment intensive for the purpose of growing secured loans and leases for assets that are attractive to Fulton Equipment Finance and Fulton Bank. Cultivates relationships with companies that do not currently bank with Fulton today, for the purpose of being the entry product that starts the relationship with Fulton. Will work closely with Accountants, Attorneys and other Centers of Influence for referrals as well as maintain an independent direct calling effort. Also work with Commercial Middle Market & Corporate Banking RMs and regional teams to develop expanded business with existing and new Fulton customers who have equipment financing needs. Originate secured EF transactions as well as generating Fee Income. Travel will be required.

Makes cold calls and follow-up with referrals from RMs to complete all other aspects of Business Development with capital intensive companies located within identified geographic Markets for the purpose of developing direct Equipment Finance opportunities.
• Evaluates specific Equipment Finance Opportunities from a preliminary screening process to include credit, pricing, tenor and equipment for potential internal discussion and then formal proposal. Presents identified opportunities with internal Fulton colleagues (RMs, CMEs, Credit, Operations, Legal, Management, Asset, etc.) to garner a complete and thorough assessment of the transaction under consideration.
• After consultation with Credit, Asset and Syndication, prepares formal proposals to be presented to client for consideration including negotiation of terms and conditions.
• Interacts with internal and/or external counsel and internal Documentation and Operations, regarding the deal specific points related to documentation, funding and booking of the identified transactions. Negotiates the required documentation associated with the transactions in a manner acceptable to Fulton Equipment Finance and Fulton Bank.
• Introduces Fulton Relationship team members to the identified clients and prospects including RM, CME, Credit, Senior Management, etc. to ensure the client understands our desire in developing a full banking relationship
• Submit accurate and complete Equipment Finance transactions for processing.

Bachelor's Degree or the equivalent experience. Specialty: business or other applicable. (Required)

5 or more years equipment finance or equivalent. (Required)

5 or more years Commercial Credit or Business/Commercial Banking relationship management. (Preferred)

• Proven ability to independently prospect, source, propose and originate EF Loans and Leases with prospects as well as with bank clients. (Required)
• Independent knowledge and understanding of all EF structures and pricing models. (Required)
• In-depth knowledge of lease types including $1 Buyout, 10% Put, TRAC, Split-TRAC, 1st Amendment, Synthetic, FMV, etc. (Required)
• Independent knowledge and understanding of structuring techniques including EBO's, ETO's, Renewals as well as maintenance and return provisions associated with each Asset Class. (Required)
• Ability to engage independently with COI's including Accountants, Attorneys, Manufacturers and Equipment Dealers for referrals and introductions to capital intensive companies (Required)
• Ability to gain the confidence of our internal Bank Relationship Managers as a trusted advisor for EF opportunities. (Required)
• General understanding of Financial Statements. (Preferred)
• Knowledge and understanding of Tax Lease Pricing Models including utilization of tax benefits related to the owner of the asset (MACRS, Bonus Depreciation, etc). (Preferred)

This role may perform other job duties as assigned by the manager. Each employee of the Organization, regardless of position, is accountable for reading, understanding and acting on the contents of all Company-assigned and/or job related Compliance Programs, regulations and policies and procedures, as well as ensure that all Compliance Training assignments are completed by established due dates. This includes but is not limited to, understanding and identifying compliance risks impacting their department(s), ensuring compliance with applicable laws or regulations, and escalating compliance risks to the appropriate level of management.

To provide greater transparency to candidates, we share base salary ranges on all job postings regardless of state. We set standard salary ranges for our roles based on the position, function, and responsibilities, as benchmarked against similarly sized companies in our industry. Specific compensation offered will be determined based on a combination of factors including the candidate's knowledge, skills, depth of work experience, and relevant licenses/credentials. The salary range may vary based on geographic location.

The salary range for this position is $114,100.00 - $190,100.00 annually.

Additional Compensation Components

This job is eligible to receive equity in the form of restricted stock units. This job is eligible to participate in a short-term incentive compensation plan subject to individual and company performance.

Additionally, as part of our Total Rewards program, Fulton Bank offers a comprehensive benefits package to those who qualify. This includes medical plans with prescription drug coverage; flexible spending account or health savings account depending on the medical plan chosen; dental and vision insurance; life insurance; 401(k) program with employer match and Employee Stock Purchase Plan; paid time off programs including holiday pay and paid volunteer time; disability insurance coverage and maternity and parental leave; adoption assistance; educational assistance and a robust wellness program with financial incentives. To learn more about your potential eligibility for these programs, please visit Benefits & Wellness | Fulton Bank.

As a condition of employment, individuals must be authorized to work in the United States without sponsorship for a work visa by Fulton Bank currently or in the future.