Overview:

Sales Officer is responsible for driving the sales strategy for our Loan Agency product line within Global Capital Markets. This role focuses on development, implementation, execution, and meeting individually assigned sales goals. The role has a strong emphasis on private credit expertise to further develop relationship driven sales. Driving revenue by identifying and securing new business opportunities that involve private credit, syndicated loans, and structured finance. Proactively build and maintain relationships with institutional clients, private equity sponsors, asset managers and investment banks.

Primary Responsibilities:

• Prospects for new clients and influencers to develop new business opportunities for GCM while promoting all trust services. Ensure continuing development of relationships with clients, influencers, and prospects through calling activity.
• Provide methods for identifying new clients to build relationships
• Identify gaps and complete analysis for current and potential Global Capital Markets clients and communicate viable solutions based on those needs.
• Remain current on market developments and trends. Recognize market trends and implement latest sales strategies as market conditions dictate.
• Assist with providing reporting on market trends in the loan markets, including top clients to approach.
• Complete and maintain calling activity logs via contact management system to provide a record of activity.
• Understand and adhere to the Company’s risk and regulatory standards, policies, and controls in accordance with the Company’s Risk Appetite. Identify risk-related issues needing escalation to management.
• Promote an environment that supports diversity and reflects the M&T Bank/Wilmington Trust brand.
• Maintain M&T Bank/Wilmington Trust internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators as applicable.

Education and Experience Required:

• Bachelor's degree and a minimum of 5 years’ professional work, sales, and/or leadership experience, OR in lieu of a degree, a combined minimum of 9 years’ higher education and/or work experience, including a minimum of 5 years’ professional work, sales, and/or leadership experience
• Sales driven with an understanding of private credit structures (direct lending, mezzanine, distressed debt).
• Experience with non-bank lenders or arranging private credit sales to institutional investors
• Initiative-taker that enjoys working within a team environment
• Additional corporate trust experience a plus
• Strong verbal and written communication skills

Education and Experience Preferred:

• Minimum of 7 years’ professional work, sales and/or leadership experience
• Corporate Trust sales or administration experience
• Institutional sales experience in other related financial services businesses
• Prior experience conducting and understanding individual needs analysis of potential clients
• Successful history in loan administration sales with a specialty in private credit

Why Wilmington Trust:

• Established and growing global loan agency provider with a proven track record.

• This specialized role is part of a corporate trust business w/ 700+ professionals and over a century of experience.
• Wilmington Trust is a wholly owned subsidiary of M&T Bank, one of the largest bank holding companies in the US.
• Forward thinking institution with our Corporate Trust business being amongst the fastest growing divisions in the bank and in need of additional talented individuals to help us achieve our growth aspirations.
• Maintain autonomy and independence while growing your network, clients, and maintaining control over your pipeline.

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