VP, Business Development, Industrial Equipment

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ABOUT KEY: Cleveland-based KeyCorp is one of the nation's largest bank-based financial services companies, with assets of approximately $92.9 billion. Key companies provide investment management, retail and commercial banking, consumer finance, and investment banking products and services to individuals and companies throughout the United States and, for certain businesses, internationally. The company's businesses deliver their products and services through branches and offices; a network of 1,335 ATMs; telephone banking centers; and a website, Key.com®, that provides account access and financial products 24 hours a day. ABOUT THE BUSINESS: Key Corporate Bank is a full-service corporate and investment bank serving the needs of mid- to large- sized businesses and focusing principally on middle market clients in six industry sectors: consumer, energy, healthcare, industrial, public sector, and real estate. This is an important role that is responsible for the creation of a major new vertical market for KEF, Industrial Equipment. The primary objective is to deliver scalable manufacturer/vendor programs with long term growth potential and attractive profitability. This individual must deeply know, understand and articulate KEF’s core business value proposition and succeed through developing strong trusted adviser relationships with their customers. This role is responsible for the complete Business Development process of prospecting, identifying opportunities, presenting Vendor opportunities to internal Vendor Committee, developing and negotiating potential programs with Vendors and the transfer of the day to day management of new Vendor relationships to the Program Management and Sales teams within the Industrial Equipment Line of Business within the organization. Process: Prospecting, opportunity identification, proposal(s), negotiate agreements, drive joint execution at the manufacturer/vendor of program implementation logistics and manage a smooth transition to program management.ESSENTIAL JOB REQUIREMENTS:• Assess market segments and customer opportunity to establish target vendor lists• Be an active member of the Industrial Equipment extended leadership team, contributing to segment strategy and planning• Prospect for new relationships with market leaders in determined industry sectors.• Develop and maintain relationships with long-term industry leaders• Pursue targeted opportunities rigorously and with a high degree of urgency, and ensure that all prospecting activity is maintained in internal CRM system; maintain pipeline of between 8 to 10 new business prospects approved by KEF Vendor Committee.• Deeply understand prospects’ business and industry• Win new major program relationships through developing and delivering a compelling customer value proposition; coordinate proposals encompassing all functional partners that effectively convey business strengths while offering solutions tailored to manaufacturer/vendor needs. • Manage, coordinate and drive execution through outstanding project management of all partner functions (sales, marketing, program management, credit, operations, finance, legal, asset management, etc.) to ensure successful execution of the new business opportunity.• Meet individual goals and objectives to include metrics such as Business Development Volume, program profitablility, new Vendor Program Agreements, and Lease Volume Opportunity (LVO) targets as well as subjective evaluation of performance characteristics.• Prepare custom proposals based upon client meetings and obtain customer commitment to these proposals.• Present Vendors and Program outlines for approval to internal Vendor Committee, as appropriate. Gain buy-in and support for new program opportunities. • Initiate and conduct meetings with both internal and external clients/Vendors as may be required to facilitate new engagements.• Coordinate and coalesce all internal KEF resources, effectively manage implementation logistics.• Initiate and organize training and transfer of daily Program responsibilities to the appropriate internal constituents and Program Management group upon final onboarding of new Vendor Programs.• Work with internal marketing organization to assist in identifying prospecting opportunities based on management guidelines. • Attend industry specific trade shows to identify and build potential and current Vendor relationships.• Initiate and organize Program kickoffs at the Vendor premises, utilizing internal personnel from the various internal departments.• Other duties as assignedREQUIRED QUALIFICATIONS:• Bachelor’s Degree in Business, Marketing, Finance or related field.• 15 years of successful consultative Business Development or Sales experience in the Leasing Industry. • Broad understanding of, and experience in, the Industrial Equipment market.• Expertise in working in a “fast growth” business segment.• Very strong interpersonal communication skills, complemented by both excellent verbal and written communication.• Expert presentation and public speaking skills.• Strong relationship management and negotiation skills.• Strong organizational skills and detail orientation, as well as analytical skills.• Demonstrated complex contact negotiation/creation skills.• Ability to work remotely and independently• Ability to influence and drive complex initiatives and manage logistics with internal stakeholders• Ability to travel 25%-50%.• Ability to analyze/understand leading technologies and companies • Demonstrated ability to win large program relationshipsPREFERRED QUALIFICATIONS:• Preferably brings an existing network of Financial and Business decision makers in the Industrial Equipment Vertical.• Detailed product knowledge machine tools and other associated Industrial Equipment. FLSA STATUS: Exempt KeyCorp is an Equal Opportunity and Affirmative Action Employer Min/Fem/Vet/Disabled