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

#LI-LA1

Location