Senior Role - Business Development - Technology Leasing/Equipment Renting Solutions

• Develop and improve the Business in the Southern Region by new customer acquisition for equipment leasing & financing for IT Assets, Warehousing Equipment, and Furniture & Fit-outs
• Generate leads by liaising with the OEMs and their partners vendors, besides building a network with banks and NBFCs to offer equipment renting solutions to their customers.
• Must have a network of CFO's, CIO's and decision makers with large corporates and should be able to schedule meetings with them and illustrate cost-benefit analysis.
• Consultative selling - understanding the renting requirement and enterprise financial goals to tailor the right solutions
• Advise and implement right pricing and structure/ product in line with the customer's financial goals
• Identifying opportunities for Leasing at large corporates in India, acquisition of new clients by leveraging Vendor Alliances and References.
• Increasing the Share of Wallet by evangelizing the merits of a Fair Market Value Lease across multiple Asset classes for a client
• Should be able to analyse Financial Statements like Balance Sheet, P&L etc to find out various opportunities of business, general health of the company, funding opportunities
• Deal Structuring /Pricing across various equipment types.
• Participation in Rate Contracts, RFP, RFQ and Technical Discussions.
• Formulate Account Strategy for Major Accounts in order to generate the desired business volume to achieve top line/bottom line numbers.

Key Performance Indicators / Success Metric:

• Achieve volume targets & profitability and analysing the P&L to identify key drivers
• Volume of Leasing written directly with clients
• Profitability of leases: Deal initiation, rewrites and post initial term management
• Ongoing client account management and client retention

Key Functional Skills:

• Strong communication, negotiation, and internal selling skills.
• Effective organization, time management, and follow-up skills
• Understanding of residuals and pricing methodology
• Understanding financial statements and ability to structure transactions to match risk profile

• Specification & Requirement:
• Education/ Qualification: MBA preferable
• Work Experience:

• 12-15 years plus experience in leasing.
• Both captive and third-party experience.
• Proven track record in achieving sales objectives.
• Specifically, a large, global customer set.
• Experience at the "C-level" face-to-face interaction.
• Experience in direct lease products and managed services agreements; structure, pricing, and funding.

Stakeholders:

• CEO & Business Head - Technology Leasing
• Sales team and Account Managers in India
• CFO, Finance, Tax and Back Office teams