Asset Finance Specialist

• You are a relationship builder, passionate about nurturing a Commercial Banking customer base
• You possess great business development skills, regularly seeking out new opportunities
• We are proud to support businesses across Australia to build successful futures
• Work as part of a collaborative and close-knit team who value flexible working
   

See yourself in our team.
Business Banking (BB) manages relationships with Commonwealth Bank’s small-medium enterprise customers, mid-market corporate customers, and regional and agribusiness customers, providing a wide range of financial services and solutions. It also services our personal and institutional online trading customers.

Business Lending (BL) is a product and specialized sales team that offers working capital, business loans, asset finance, corporate finance, and property finance to our customers. It also works closely with Relationship Executives data and analytics, digital and customer experience teams.
 

Do Work That Matters

Specialist Solutions (SS) The Specialist Solutions team provides specialist product and industry expertise to assist our customers. The team members are based throughout Australia at various corporate and business banking centres.

Reporting to the Executive Manager Asset Finance for Commercial Banking, the key purpose of this role is to generate asset finance opportunities with existing and new to bank clients across a broad range of asset classes. The focus of the role is to develop and implement sales strategies which proactively generate opportunities which will grow market share.

To be successful in this role, you will be a highly motivated individual who has the ability to think outside the square. You will have excellent communication skills, both written and verbal, an ability to build lasting business relationships, and a passion for delivering exceptional customer service. You will operate in line with sales management reporting and disciplines.
 

More specifically, you will:

• Provide specialist advice to clients, where capital assets play a critical role in generating revenue (e.g. production machinery, mining equipment or fleet). Specialists advise on the financing of strategic assets, including structuring solutions to minimise capital outlay, align payments to income generation and provide flexibility for asset liquidation/disposal;
• Understand different asset types and the role they play in generating revenue for our clients; 
• Up skill and support Relationship Executives on the Asset Finance market and solutions regularly through team meetings, training sessions and one on one coaching;
• Assist clients and Relationship Executives navigate tax implications (including depreciation guidelines), titles, and options for structuring loan terms, based on CBA asset finance policies and tax legislation.  Advises clients on the appropriate agreement type, whether finance lease, hire purchase equipment loan, or operating lease and rental facilities;
• Regularly reviews how clients are banking with CBA and identifies opportunities for either gaining or building on existing asset finance business (e.g. identifying clients with split banking to other banks);
• Win new to bank business by seeking referrals and contacting potential clients directly and attending meetings with bankers. Identifies clients and industries that have a high dependency on assets integral to business operations, as a means of focusing business development activities; 
• Follow-up on asset finance opportunities by providing pricing information, structuring and assisting the Asset Finance Centre & Asset Finance Operations to document loan agreements and attain information required from the client (e.g. supplier information, title of ownership, and proof of insurance).
   

We want to hear from you if you have:

• Ability to view situations from a commercial or business perspective. Understands their market, customer needs and what competitors are up to
• Strong communication skills, both written and verbal including proficiency and functional knowledge of MS Office suite
• Confidence as a presenter, adapting style to meet the audience.  Creates compelling presentation materials that exude credibility and professionalism
• Understands and can apply the sales cycle. Is able to turn enquiries about asset finance into firm contracts, sometimes acting as the key CBA contact for asset heavy clients
• Previous experience in a business banking or business-to-business environment. Has gained an understanding, cash flow, working capital, capital expenditures, taxes, and regulations along with the ability to review and analyse financial statements and loan contracts
• Basic knowledge of asset finance products, offered through CBA or competitors (banks, captives, or specialist lenders), and can demonstrate an understanding of how the management of assets affect a business’ cash flow 
• Has broad knowledge of asset heavy industries and differences in geography
• Risk Mindset – All CommBank employees are expected to proactively identify and understand, openly discuss and act on current and future risks