Business Development Manager at Trio Capital – Mount Laurel Township, New Jersey

Position Responsibilities

The Business Development Manager (Working Capital) is responsible for executing the sales strategy to build and develop relationships with end users to originate working capital transactions and provide warm transfers on repeat equipment finance business, assist in the nationwide rollout of our Working Capital offering, and attain assigned volume origination growth objectives. The individual is responsible for working closely with the Trio leadership team to drive the strategy of the working capital product, including the buildout and execution of the recurring revenue program with key vendor relationships.

Responsibilities will include actively prospecting and managing customer contacts, clearly communicating on product offerings and capabilities, contributing to new product/program development, and growing the sales pipeline. Top candidates should be able to identify, qualify, and develop end-user relationships, and understand working capital for small to mid-sized business customers, ensuring fulfillment of annual financial goals for Trio Capital. The best candidates will be curious, collaborative, and possess a strong work ethic towards building success.

Key Tasks

· Works with sales leaders to identify sales opportunities and key business targets.

· Develops a seamless process and a smooth customer experience for repeat equipment finance referrals.

· Successfully “sells” customers on the value-add benefits of working capital and the merit of doing business with Trio Capital.

· Influences existing customers on the benefits of renewing or refinancing their existing loan with Trio Capital.

· Acts as the Working Capital expert to champion the product both internally and externally, including coaching existing Trio reps on how to position the benefits of a recurring WC annuity program to their dealers.

· Actively maintains customer communications and relationships to ensure retention of existing business and expansion of opportunities as well as referrals. Acts as primary point of contact for all designated account inquiries and problem solving on a day-to-day basis; manages escalations and exceptions as needed.

· Drives product initiatives to expand the growth and success of the working capital product including market position, website design, email campaign cadence and messaging and social media marketing.

· Works closely with internal colleagues to ensure products and systems meet client needs and executes campaigns and product enhancement rollouts.

· Plans, implements, and reports on sales activities, pipeline, and new end user development including response rates and call coverage for end user accounts.

· Collaborates with Credit/Underwriting, Sales Leaders, and Funding Coordinators to get transactions funded.

· Initiate the loan contract, ensure the customer has a great user experience across sales, credit and funding teams.

· Manages an active pipeline of open working capital approvals.

· Identifies, assesses, and solves current and potential problems by analyzing information, reports, and data.

· Has a detailed understanding of the Trio credit matrix and processes for funding.

Skills and Specifications

· Self-motivated, team-oriented, problem-solving solving and eager to be part of a rapidly growing business

· Strong understanding of the working capital product and the end-to-end sales process, preferably in small to mid-sized ticket (up to $250,000)

· Understands small businesses and how they operate, and how to position Trio’s value-prop and close for loan requests based on their identified needs

· Curiosity to understand multiple markets, industries, and various macro market conditions

· Relationship initiation, building and management; strong interpersonal skills

· Strong verbal and written communication skills

· Critical thinker/problem solver

· Sales aptitude, willingness to ask for the business, and overcome basic sales objections while maintaining the ability to bounce back from rejection

· Collaborative team operating style

· Excellent time management/meets deadlines

· High attention to detail and quality

· Enthusiastic and accountable with a strong sense of urgency

Education and Qualifications

· 2+ years selling experience, equipment finance and working capital industries preferred

· Demonstrated track record of meeting expectations and ability to learn new processes

· Bachelor’s degree or equivalent education and experience preferred

· Able to travel domestically if needed

Key Performance Indicators

· Achieving funding volumes for Working Capital and Equipment Finance referrals

· Performing outbound activities (calls and emails) daily to generate and maintain lasting business relationships

· Number of retention relationships, number of applications and approvals

· New and Renewal closing ratios

· New and Renewal volume goals

· Overall portfolio performance

· Customer satisfaction

Company Summary

Trio Capital is a national provider of small business loans, advances and equipment financing utilizing customized technology and business processes. The organization is the newest addition to a proven financing partner dedicated to small business success. Trio Capital leverages its strong balance sheet, technology, and risk analytics competencies, through its parent CPC Management (CPC), to support dealer partners throughout the United States.

CPC is one of a limited number of full-service, non-bank lenders successfully filling the gap in small business credit availability. We have been ranked among the 500/5000 fastest-growing private companies in the U.S. by Inc. magazine for 12+ consecutive years and we are proud to be rated a Top Workplace.

Trio Capital empowers and trains team members at all levels to make quick decisions in service to our relationships and ensure the flexibility and nimbleness required to compete in today’s marketplace. We are the perfect workplace for those who are motivated and have a desire to be part of a fast-growing, agile, and diverse organization where you can make a difference every day.

Trio Capital offers a flexible work environment and encourages innovation and team member development. Benefits include medical, dental, and vision plans with HSA and FSA options; life insurance and disability plans; along with a generous PTO policy and employer-match company 401K plan.