Equipment Finance Specialist

Job Description

What is the opportunity?

The Equipment Finance Specialist is a professional who works directly with Commercial Account Managers to create customized equipment finance solutions for both existing RBC clients, and new clients to the bank. They have, or will build, knowledge of the client industries they serve, client equipment acquisition and refresh strategies, as well as key influential networks within the community in order to drive business growth. The role will grow, expand and acquire new commercial clients at RBC and will provide an exceptional client experience through superior business insights and financial advice.
 

As an Equipment Finance professional, you are responsible for delivering a proactive relationship, and financial advice-based experience to your clients. You excel at needs discovery and solution development, and co-ordinate with the Commercial Financial Services sales and service team, respecting and reinforcing role clarity to deliver on client needs. You demonstrate high standards of behaviours, activities and results. Key performance measures are: growth in annual sales volume and revenue, our clients' "likelihood to recommend" scores and cross enterprise partnering. Recognizing an individual's final performance assessment is a combination of what was achieved and how results were achieved. By collaborating with other RBC colleagues across the organization, the role will contribute to helping RBC maintain its dominant market position.

What will you do?

• Sales and revenue (new and existing clients) - prospecting/lead generation, sales meetings/discovery sessions, sales planning/reviews, internal/external presentations

• Service – creating an exceptional client experience and being accountable when any major client issues and/or escalations arise

• Training – personal development, formal and informal learning

• These critical capabilities are a must: financial, sales and relationship acumen.

What do you need to succeed?

Must-have

• Must have proven track record in sales and business development, and exceptional client relationship management

• Experience in banking, equipment financing (leasing) and lending preferred

• Strong computer skills that will be used with Client Relationship Management (CRM) systems, presentation requirements, transaction applications, networking

• Credit skills: assessment of risk and financial analysis, leasing structures and equipment financing

• Sales and financial advice skills: pre-call planning, negotiations, client discovery/active listening, contact management strategy, objection handling, closing the deal and asking for the business, solutions structuring and option creation, cross-selling, conducting sales calls, making presentations, leveraging the relationship team and effective communication.

• New client acquisition skills: pitching the value proposition, networking, lead generation and qualification, initial customer contact and cold calling, asking for referrals and time management.

• Deep knowledge of equipment financing solutions and partners, ability to stay current on industry trends and events and networking.

• Relationship building skills: understanding the client's business strategy/model, understanding the relationship value of the company to RBC, setting client expectations of RBC, working with the sales and service teams who will interact with the client and key decision makers.

Nice-to-have

• Attributes: self-confident in ability to succeed, positive attitude towards sales and able to effectively manage rejection, proactive sales approach with balanced closing style, comfortable working within existing structure, confidence in public speaking and presentations to mid-large audiences

• Commercial Banking Experience

• Agricultural Experience

What's in it for you?

We thrive on the challenge to be our best, progressive thinking to keep growing, and working together to deliver trusted advice to help our clients thrive and communities prosper. We care about each other, reaching our potential, making a difference to our communities, and achieving success that is mutual.

• A comprehensive Total Rewards Program including bonuses and flexible benefits, fair compensation, commissions, and stock where applicable
• Ability to make a difference and lasting impact
• Work in a dynamic, collaborative, progressive, and high-performing team

Job Skills

Additional Job Details

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Note: Applications will be accepted until 11:59 PM on the day prior to the application deadline date above

Inclusion and Equal Opportunity Employment

At RBC, we believe an inclusive workplace that has diverse perspectives is core to our continued growth as one of the largest and most successful banks in the world. Maintaining a workplace where our employees feel supported to perform at their best, effectively collaborate, drive innovation, and grow professionally helps to bring our Purpose to life and create value for our clients and communities. RBC strives to deliver this through policies and programs intended to foster a workplace based on respect, belonging and opportunity for all.

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RBC is presently inviting candidates to apply for this existing vacancy. Applying to this posting allows you to express your interest in this current career opportunity at RBC. Qualified applicants may be contacted to review their resume in more detail.