Referral Partner Manager

Job Description

Referral Partner Manager – Strategic Partnerships & Business Development

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VIVA CAPITAL FUNDING | FULL-TIME | ON-SITE — EL PASO, TX | REPORTS TO DIRECTOR OF SALES

About Viva Capital Funding\n

Viva Capital Funding provides customized working capital solutions to businesses through accounts receivable factoring, asset-based lending and purchase order financing. We work closely with referral partners to help companies navigate growth, cash flow challenges and financing needs that may not fit traditional lending structures.

The opportunity\n

We are seeking a high-energy, relationship-driven Referral Partner Manager to lead and grow Viva Capital Funding’s professional referral network. This is a dedicated relationship-development and strategic-partnership role, not a traditional direct borrower sales position. You will be responsible for developing trusted relationships with commercial bankers, attorneys, CPAs, business brokers, private equity professionals, independent sponsors, lenders, factoring brokers, consultants and other professional advisors who regularly encounter businesses with working-capital needs. The ideal candidate understands how to build professional relationships over time, create value before asking for business, identify referral opportunities, stay consistently engaged and convert relationships into recurring qualified introductions. You will own existing referral relationships, reactivate underdeveloped contacts, establish new strategic partnerships and generate a consistent flow of qualified financing opportunities. Viva’s Inside Sales and deal team will manage lead qualification, structuring, underwriting coordination and closing, allowing you to remain focused on developing and expanding the referral channel.

What you will do\n

·       Manage and deepen relationships across Viva’s existing referral partner network, including commercial bankers, attorneys, CPAs, business brokers, private equity firms, independent sponsors, lenders, factoring brokers, consultants and other professional advisors.

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·       Identify, prospect, onboard and develop new referral partners through disciplined phone outreach, email, LinkedIn, in-person meetings, networking events, professional associations, warm introductions and targeted campaigns.

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·       Develop a defined territory and account-development strategy identifying high-value referral partners, centers of influence and professional organizations.

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·       Build individual relationship plans for Viva’s highest-potential referral partners, including contact cadence, education opportunities, referral history, pipeline and next actions.

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·       Segment partners based on activity and potential and maintain defined engagement plans for strategic, growth, inactive and prospective relationships.

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·       Reactivate dormant referral sources through structured 30/60/90-day outreach, thoughtful follow-up and education about Viva’s financing solutions, credit appetite and ideal referral opportunities.

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·       Help bankers identify alternative financing opportunities while preserving valuable client banking, deposit and treasury-management relationships. Develop relationships before a credit problem occurs so Viva becomes a trusted resource when borrowers outgrow traditional facilities, experience covenant pressure or require additional working capital.

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·       Serve as the primary relationship contact for referral partners, coordinate timely lead handoffs to Inside Sales and ensure partners receive appropriate deal feedback, including helping them understand why opportunities were or were not a fit.

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·       Maintain disciplined and accurate CRM records of partner contacts, meetings, engagement activity, referrals, relationship status, next actions, pipeline and production performance.

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·       Collaborate with Sales and Marketing on partner education, presentations, communications, events, co-marketing initiatives and referral-development campaigns.

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·       Represent Viva professionally at banking, accounting, legal, private equity and business-development events.

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·       Track and report partner activity, active producing relationships, qualified opportunities, funded business, Net Funds Employed (NFE) and referral-channel revenue against agreed goals.

What we are looking for\n

·       3+ years of professional B2B sales, business development, relationship management, territory development or strategic-partnership experience preferred. Strong preference for candidates who have completed or spent at least 1–2 years working within a structured, formal sales-development organization with rigorous training, coaching, activity management and performance accountability. Particularly attractive backgrounds may include pharmaceutical sales, medical-device sales, payroll/HCM, commercial insurance, enterprise B2B services, financial services or other organizations known for disciplined consultative-sales training.

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·       Demonstrated ability to prospect, secure meetings and build trusted long-term relationships with senior decision-makers and centers of influence. Experience working with or calling on commercial bankers, attorneys, CPAs, business brokers, private equity professionals, lenders or other professional advisors is highly preferred.

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·       Highly organized, self-directed and consistent in outreach and follow-through, with the discipline to manage hundreds of relationships while maintaining appropriate cadence with priority accounts. Strong understanding of consultative selling, relationship mapping, account planning, pipeline management and professional networking.

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·       Commercial banking, factoring, asset-based lending, commercial finance or business-credit experience is a significant advantage but is not required for the right candidate. Must be financially curious and able to quickly learn commercial lending, factoring, asset-based lending, working-capital finance and Viva’s credit appetite.

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·       Strong written and verbal communication, executive presence and professional judgment. Must be comfortable communicating with experienced bankers, attorneys, CFOs, business owners and financial professionals, using CRM systems, and being accountable for measurable activity, pipeline and production.

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·       Collaborative and goal-oriented mindset: comfortable originating relationships while transitioning borrower qualification, underwriting and closing to Viva’s internal team. Competitive without being transactional; this role requires someone who genuinely enjoys developing long-term professional relationships rather than simply making high-volume sales calls.

You may be a great fit if...\n

·       Have built a professional territory or book of relationships from the ground up.

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·       Were formally trained in a disciplined sales organization and still use that training today.

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·       Know how to prepare for a meeting, ask good questions, identify opportunities and create a clear next step.

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·       Are comfortable walking into a bank, CPA firm, law firm or private equity office and developing credibility with experienced professionals.

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·       Understand that successful referral relationships are developed over months and years, not through one-time transactional outreach.

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·       Enjoy networking but are equally disciplined about CRM documentation and follow-up.

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·       Want to build a referral channel rather than simply inherit a list of accounts.

How success will be measured\n

Success will be measured through both relationship-development activity and referral-channel production. During the initial ramp period, emphasis will be placed on partner meetings, new qualified relationships, CRM development, reactivation of existing contacts and development of strategic partner plans. Longer-term performance will be measured through active producing referral partners, qualified partner-sourced opportunities, funded relationships, Net Funds Employed (NFE) and referral-channel revenue. Viva operates this position with defined monthly and quarterly goals and regular coaching and performance reviews.

First 90 days\n

·       Learn Viva’s financing products, credit appetite and ideal client profile.

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·       Review and segment Viva’s existing referral-partner database.

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·       Establish relationship plans for Viva’s highest-potential partners.

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·       Begin structured reactivation of inactive relationships.

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·       Develop an initial commercial banker and professional-advisor outreach strategy.

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·       Establish consistent CRM and relationship-management disciplines.

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·       Build an initial qualified referral pipeline and present a next-quarter development plan.

Compensation and work arrangements\n

This is a full-time, in-office position based in El Paso, Texas, with a base salary range between $45,000 and $55,000 commensurate with experience, plus performance-based incentives. The role includes local partner meetings, networking events and occasional business travel as needed. Final compensation details will be discussed during the hiring process.

Interested?\n

Please submit your resume and a brief description of your experience developing and managing professional referral relationships through the application channel where this position is posted.

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Viva Capital Funding is an equal opportunity employer.

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