The bank for a changing world

Sr Lead EFD National Account Manager




United States-California-San Francisco

Job function

Sales and Sales Related



What sets Bank of the West apart from other banks is our team members-they embody the optimistic spirit of the West. There is a spirit here that drives us to do more. Our team of more than 10,000 employees is vital to the success of our Bank. They reflect our modern western values-straightforward, entrepreneurial and optimistic. We seek to create a corporate culture that fosters and rewards excellence, encourages creative thinking and respects diversity - an environment where team members are engaged, supportive of one another and enthusiastic about serving our customers. Bank of the West offers the stability of a company that has a 135 year history and is part of BNP Paribas, a European leader in global banking and financial services and one of the 6 strongest banks in the world. We offer opportunities across our diverse business lines - Retail Banking, Commercial Banking, National Finance, and Wealth Management.
We are currently seeking qualified, motivated talent to provide front line field based sales of finance products for manufacturers and equipment dealers for major, most complex programs and dealer/reseller relationships.  Develop and maintain relationships with OEM Sales and finance personnel, equipment resellers in an assigned geographic territory. Also expected to build strong relationship with manufacturers’ territory sales personnel. Handle all aspects of dealer and end user customer interaction in the field including negotiate lease terms, pricing and facilitate the necessary credit information to underwrite transactions.  Provides training to dealer and reseller staff on EFD external portal for pricing and app entry. Participates in planning for business segment and strategic programs. Responsible for monthly/annual new business production and margin budget for assigned territory and programs. Work within designated market segments and provide the necessary expertise to protect assets from potential fraud and credit loss.
In this role you will:
  1. Market EFD Vendor Finance equipment finance and leasing products and services to OEM Sales and Finance personnel and equipment resellers in assigned territory for the largest and most compext manufacturing programs. 
  2. Establish in-person marketing calls with Customers, dealers and resellers in assigned territory. Expected to visit all assigned dealers and resellers multiple times each year.
  3. Make sales presentations and provide quotes to end-user customers, dealers and resellers supporting complex manufacturer programs and financing promotions.
  4. Troubleshoot dealer and reseller relationships to continuously improve financing penetration within the program through superior service levels.
  5. Work with OEM's, dealers/resellers on new credit applications to obtain required underwriting information for end user customers .
  6. Mediate complex transaction structuring between end user customer, dealer/reseller, manufacturer and EFD Credit to maximize credit approvals.
  7. Monitor and report competitive conditions and pricing in assigned territory. Make recommendations on pricing strategy for the assigned regions
  8. Provide periodic training to dealer/reseller and manufacturer reps. on EFD external pricing and app entry portal as well as specific financing products, programs and promotions.
  9. Participate in manufacturer sales activities and meetings.
  10. Consult sales support personnel on the most complex structuring of the transactions and assist as necessary in the processing of transactions through the funding process
  11. Required to participate in manufacturer strategy planning and execution for assigned territory.
  12. Required to participate in annual budgeting and forecasting with respect to assigned territory

  1. Bachelor’s Degree
  2. 10 years prior experience in equipment finance and leasing with at least 5 years in sales positions preferrably in the vendor finance business channel.
  3. Proficient in the use of equipment finance and leasing software.
  4. Proven ability to accurately forecast monthly new business volume in assigned territory.
  5. Excellent understanding of the equipment finance and leasing credit underwriting methods including scorecard driven and financial statement driven methodologies.
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.
Bank of the West is an Equal Opportunity employer and proud to provide equal employment opportunity to all job seekers without regard to any status protected by applicable law.   Bank of the West is also an Affirmative Action employer - Minority / Female / Disabled / Veteran.
 Bank of the West will consider for employment qualified applicants with criminal histories pursuant to the San Francisco Fair Chance Ordinance subject to the requirements of all state and federal laws and regulations