Business Development Officer

Job Description

Job Description

Position Overview

The Business Development Officer is responsible for generating, developing, and closing new factoring and accounts receivable financing opportunities within an assigned market.

The successful candidate will develop relationships with business owners, CFOs, financial professionals, commercial bankers, brokers, CPAs, attorneys, turnaround professionals, and other referral sources to identify prospective clients.

This is an origination position requiring the ability to independently prospect, qualify opportunities, develop relationships, and work with underwriting and credit teams to structure transactions that meet the company's risk and return objectives.

The ideal candidate has experience in factoring, asset-based lending, commercial banking, business development, or another form of commercial finance and understands the working-capital needs of small and middle-market businesses.

Key Responsibilities

New Business Development

• Develop and execute a business development strategy within an assigned geographic or industry market.
• Identify, prospect, and cultivate new factoring and accounts receivable financing opportunities.
• Generate new business through direct prospecting, referral sources, networking, industry events, and existing relationships.
• Maintain a consistent pipeline of qualified prospects.
• Conduct introductory meetings and calls with business owners, CFOs, controllers, and other senior decision-makers.
• Educate prospective clients on factoring, accounts receivable financing, and working-capital solutions.
• Meet or exceed established production and revenue goals.

Relationship Development

• Establish and maintain relationships with business owners and senior financial executives.
• Develop referral relationships with:
  • Commercial banks
  • CPAs
  • Attorneys
  • Turnaround and restructuring professionals
  • Business brokers
  • Private equity professionals
  • Consultants
  • Other financial intermediaries
• Maintain regular contact with referral partners and identify opportunities for reciprocal business.
• Represent the company professionally within the factoring and commercial finance community.

Deal Origination & Structuring

• Conduct preliminary analysis of prospective clients and determine whether opportunities fit the company's target market.
• Review financial statements, accounts receivable agings, customer concentrations, borrowing requirements, and business performance.
• Understand the client's working-capital requirements and recommend appropriate financing structures.
• Gather financial and collateral information necessary for underwriting.
• Prepare preliminary deal summaries and credit presentations.
• Work closely with Credit, Underwriting, Operations, and Portfolio Management to move transactions through the approval process.
• Participate in negotiations regarding advance rates, reserves, fees, pricing, and other transaction terms.
• Manage the relationship throughout the closing process to ensure a smooth transition to the Account Management team.

Pipeline & Market Management

• Maintain accurate and current information within the company's CRM.
• Track prospects from initial contact through closing.
• Maintain appropriate levels of prospecting and pipeline activity.
• Monitor market trends, competitive products, and pricing.
• Identify underserved industries and geographic markets that may present opportunities for growth.
• Develop a strong understanding of competing factoring and ABL providers.

Portfolio & Client Support

• Maintain relationships with newly originated clients following closing.
• Work with Account Management to ensure successful onboarding and client transition.
• Identify opportunities to expand existing relationships through increased factoring volume or additional financial products.
• Monitor client relationships for potential cross-selling and referral opportunities.
• Assist with client retention and relationship development as appropriate.

Qualifications

• Bachelor's degree in Finance, Accounting, Business, Economics, or a related field preferred.
• 3–7 years of experience in factoring, asset-based lending, commercial banking, commercial finance, business development, or a related financial services field.
• Demonstrated experience generating and developing new business.
• Existing relationships within the business, commercial banking, factoring, or financial services community strongly preferred.
• Working knowledge of accounts receivable financing and commercial credit.
• Ability to analyze financial statements and accounts receivable aging reports.
• Strong understanding of working-capital requirements for small and middle-market businesses.
• Excellent prospecting, presentation, negotiation, and closing skills.
• Strong written and verbal communication skills.
• Ability to work independently while collaborating effectively with credit and operations teams.
• Willingness to travel within the assigned market as needed.