Asset-Based Lending Business Development Manager
Secures new commercial lending opportunities by leveraging business assets as collateral for financing.
Overview
This role functions as a critical link between a financial institution and the commercial market, requiring a blend of sales acumen and technical credit analysis. The daily rhythm is characterized by intensive networking with intermediaries like private equity groups, turnaround consultants, and investment bankers to source viable deal flow. Success depends on the ability to quickly assess the quality of a prospect's asset base and determine if it meets the bank's risk appetite before moving to formal underwriting.
The environment is fast-paced and results-oriented, often dictated by the urgency of client liquidity needs or acquisition timelines. Professionals in this field navigate complex negotiations where they must balance the competitive terms required to win a deal against the rigorous safety standards of their institution. Individuals who excel in this career typically possess strong interpersonal skills, a deep understanding of corporate accounting, and the resilience to manage long sales cycles with multiple stakeholders.
Responsibilities
- Identify and source new asset-based lending opportunities through a network of professional referral sources.
- Conduct preliminary due diligence on prospective clients to evaluate the quality of collateral such as accounts receivable and inventory.
- Structure complex credit facilities that align with both client liquidity requirements and institutional risk policies.
- Collaborate with internal underwriting and risk teams to shepherd transactions from initial proposal to final closing.
- Prepare and present formal deal credit memos to senior management and credit committees for approval.
- Maintain a robust pipeline of prospects and track market trends within specific industry sectors.
- Negotiate loan terms, pricing, and legal covenants with prospective borrowers and their legal counsel.
Qualifications
- A bachelor's degree in finance, accounting, economics, or a related business field is mandatory.
- Extensive experience in commercial lending with a specific focus on asset-based structures and monitoring.
- Proficiency in interpreting complex financial statements including balance sheets, cash flow statements, and aging reports.
- Strong understanding of the Uniform Commercial Code and legal frameworks governing secured transactions.
- Proven track record of meeting or exceeding annual loan origination and fee income targets.
- Advanced skills in financial modeling and credit risk assessment software.
Nice to have
- A Master of Business Administration (MBA) or a Certified Public Accountant (CPA) designation is highly valued.
- Deep existing relationships with regional private equity firms and professional debt advisors.
- Experience working with distressed debt or turnaround scenarios in a specialized lending environment.
Work environment
- The role is typically hybrid, requiring frequent travel to meet with prospects and conduct site visits.
- Professional office settings or client locations serve as the primary work environments.
- Work hours often extend beyond the standard forty-hour week to meet transaction closing deadlines.
- Collaboration occurs frequently with internal legal, risk, and portfolio management teams.
- Standard enterprise tools include CRM software, financial databases, and advanced spreadsheet applications.
Benefits & growth
- Compensation packages typically include a significant performance-based commission or annual incentive bonus.
- Career progression often leads to senior leadership roles such as Head of ABL Originations or Chief Credit Officer.
- Opportunities for professional development include specialized training in collateral examination and bankruptcy law.
- Standard corporate benefits usually include comprehensive health insurance, retirement plans, and paid leave.
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