Regional Sales Manager - AVP

SMBC Group is a top-tier global financial group. Headquartered in Tokyo and with a 400-year history, SMBC Group offers a diverse range of financial services, including banking, leasing, securities, credit cards, and consumer finance. The Group has more than 130 offices and 80,000 employees worldwide in nearly 40 countries. Sumitomo Mitsui Financial Group, Inc. (SMFG) is the holding company of SMBC Group, which is one of the three largest banking groups in Japan. SMFG's shares trade on the Tokyo, Nagoya, and New York (NYSE: SMFG) stock exchanges.

In the Americas, SMBC Group has a presence in the US, Canada, Mexico, Brazil, Chile, Colombia, and Peru. Backed by the capital strength of SMBC Group and the value of its relationships in Asia, the Group offers a range of commercial and investment banking services to its corporate, institutional, and municipal clients. It connects a diverse client base to local markets and the organization's extensive global network. The Group's operating companies in the Americas include Sumitomo Mitsui Banking Corp. (SMBC), SMBC Nikko Securities America, Inc., SMBC Capital Markets, Inc., SMBC MANUBANK, JRI America, Inc., SMBC Leasing and Finance, Inc., Banco Sumitomo Mitsui Brasileiro S.A., and Sumitomo Mitsui Finance and Leasing Co., Ltd.

Role Description

Initiate calls and/or meetings, drive new pitches, and maintain continuous contact with clients in order to maintain rapport, retain clients, generate new sales opportunities, etc. Communicate aviation financing strategy and product features and benefits to prospects.

Role Objectives

Schedule and facilitate effective sales update meetings, new pitches, etc., with regularity in a wide variety of forums (i.e., corporate, off-sites, conferences, etc.) to maintain advisor rapport / relationships, generate new sales opportunities, cross-sell and cultivate new relationships (i.e., networking, referrals from existing clients). Deliver the underwriting, execution and contract management delivering comprehensive aviation finance solutions. Originate sales opportunities with new clients through calling efforts, networking and working with internal partners. Identify, tier and drive the management of end user accounts. Create incremental customer value through the origination and deployment of initiatives that increase acceptance and use of firm products and services. Review and analyze MIS reports to monitor sales performance and portfolio growth, in order to modify and optimize end user acquisition, sales and relationship management activities. Execute root cause analysis and implement corrective actions to enhance client service levels and, ultimately, satisfaction.

Partner with cross functional leadership and bid support to track / review sales reports, develop methodical approaches to build client pipeline, review opportunities within targeted segments, and assess sales / client services. Attend and/or frequently host / present at senior industry conferences, prominent business forums, trade shows, etc. to deepen / expand client reach and better understand macro themes, competitive landscape, and industry best practices, while strengthening client relationships and aviation finance brand. Coordinate and help oversee client service, including equipment acquisition process, liaising with equipment vendors, schedule servicing and maintenance, closing and documentation, administration and billing, and equipment return and auditing. Develop leads through phone calls, emails, and personal visits with prospective customers and existing customers. Deepen existing relationships with dealers, manufacturers, and end users. Drive personal revenue by growing existing relationships in existing portfolio of end users and acquire new business by using consultative sales and accounts management approaches. Cultivate an in-depth understanding of how each partner's business operates to generate customized and relevant offerings. Respond to incoming end user enquiries, initiating new applications and acquiring of new clients. Collaborate with internal colleagues in products, sales, and marketing. Serve as a key stakeholder on marketing materials to promote the aviation finance business and drive prominent display and product awareness at the end user level.

Apply (and broaden) knowledge of aviation finance products and strong presentation skills to cross-sell different products to deepen wallet share of existing clients. Maintain awareness and diligence in tracking data including CRM systems and partner management databases. Demonstrate a solid understanding of of the principles of commercial aviation, industry vendors and equipment types, market and operational challenges, and products and services available in the competitive market. Display knowledge of lease terms and structures, equipment life and maintenance cycles, seasonal variations, and general industry knowledge to advise on optimal product offerings. Use solid communication skills to construct written proposals, and basic negotiation skills to close transactions with equipment dealers and end users.

Qualifications and Skills

Recommended years of experience: 3

Additional Requirements

SMBC's employees participate in a Hybrid workforce model that provides employees with an opportunity to work from home, as well as, from an SMBC office. SMBC requires that employees live within a reasonable commuting distance of their office location. Prospective candidates will learn more about their specific hybrid work schedule during their interview process. Hybrid work may not be permitted for certain roles, including, for example, certain FINRA-registered roles for which in-office attendance for the entire workweek is required.

SMBC provides reasonable accommodations during candidacy for applicants with disabilities consistent with applicable federal, state, and local law. If you need a reasonable accommodation during the application process, please let us know at [email protected].

EOE, including Disability/veterans