Description

Job Summary

The Equipment Finance Sales Executive partners with material handling equipment dealerships to provide competitive lease and finance solutions for end-user customers. This role supports dealer sales efforts by structuring, underwriting, and closing financing transactions while managing credit risk, ensuring compliance, and strengthening dealer relationships to drive volume and profitability.

Key Responsibilities

Dealer & Channel Management

• Develop and maintain strong relationships with material handling dealerships and their sales teams
• Act as the primary finance point of contact for dealers on lease and loan transactions
• Provide guidance on financing structures that support dealer sales objectives
• Conduct dealer training on finance programs, documentation, and credit requirements

Transaction Structuring & Execution

• Structure operating leases, capital leases, TRAC leases, loans, and other financing solutions tailored to end-user needs
• Analyze customer financials and equipment usage to recommend appropriate financing terms
• Coordinate pricing, residuals, and repayment structures
• Manage the transaction lifecycle from application through funding

Credit & Risk Management

• Review and analyze financial statements, cash flow, and credit profiles of end-user customers
• Prepare credit submissions and work with internal credit committees or underwriting teams
• Ensure transactions comply with internal credit policies and risk guidelines
• Monitor portfolio performance and assist with credit remediation as needed

Customer & End-User Support

• Collaborate with dealers to explain financing options to end-user customers
• Assist with contract negotiations and documentation requirements
• Resolve financing issues that arise during sales or funding processes

Compliance & Documentation

• Ensure proper execution of lease and loan documentation
• Adhere to regulatory, accounting, and internal policy requirements
• Coordinate with legal, operations, and servicing teams to ensure accurate booking

 Portfolio Management

• Provide support in resolving issues for end-user customers throughout the lease life cycle, ensuring timely and effective solutions
• Conduct periodic reviews and management of portfolio performance.
•  Engage with end-user customers or vendors to remediate severe challenges when necessary
• Proactively manage end-of-term activities for success in securing replacement business and maintaining strong customer relationships

Growth & Strategy

• Identify opportunities to expand financing penetration within dealer networks
• Provide market feedback on competitive finance offerings and customer trends
• Support development of new finance programs and dealer incentives

Basic Qualifications

• Bachelor’s degree in Finance, Accounting, Business, or related field
• 5+ years of experience in equipment finance, leasing, or commercial credit
• Strong financial analysis and credit evaluation skills

Preferred Experience

• Experience working with vendor programs or dealership channels preferred
• Knowledge of material handling equipment markets strongly preferred
• Forklift, warehouse, or industrial equipment financing
• Captive finance or vendor finance programs
• Lease accounting concepts (operating vs. finance leases)
• TRAC and residual-based structures

Skills & Competencies

• Excellent relationship-building and communication skills
• Ability to manage multiple transactions simultaneously
• Financial statement analysis
• Deal structuring and negotiation
• Credit underwriting
• Relationship management
• Sales support and consultative selling
• Attention to d