Job Description

At ATB, we exist to make it possible for our clients, team members and communities. Our purpose is more than aspirational. It's a real commitment we live every day through our values (what we call the ATB ID).
Life at ATB is about more than work. In fact, we're consistently recognized as one of Canada's top employers thanks to our high-care, high-performance culture, upheld by the three commitments we make to our team members:
Impact in action: No matter where you are in the organization, you're empowered to make an impact in the lives of our clients and communities.
Thrive together: We want you-the unique, authentic you-to feel safe and celebrated at work. We're on a continuous journey to build the most flexible and inclusive programs.
Ready for tomorrow: We want to enable your success through interesting and challenging work, performance enablement, and learning and development.
## About the Role
As a Business Development Manager, your core purpose will be to actively identify, pursue, and establish net new client relationships within your designated region. The incumbent will achieve this by leveraging an extensive network and optimizing ATB's strategic partnership with Essex to generate high-quality referrals. The primary objective is to drive revenue for ATB by facilitating the conversion of equipment finance leads and referrals to ATB's equipment partner, Essex. This role's efforts will contribute directly to ATB's growth objectives.
## Accountabilities

• Serve as a Subject Matter Expert (SME) for ATB's strategic partnership with Essex and the Equipment Finance referral program, providing guidance to both clients and internal stakeholders.
• Serve as a Subject Matter Expert (SME) for Equipment Finance products, processes, and market dynamics, advising clients and internal stakeholders effectively.
• Serve as a primary point of contact for referral partners, ensuring their needs are met, and facilitating seamless lead handoffs to appropriate ATB Relationship Managers.
• Proactively engage with referral sources to identify emerging opportunities, resolve challenges, and optimize the flow of qualified leads.
• Develop and maintain a strong, extensive, and active network of business, personal, and professional contacts from which both direct sales opportunities and business referrals are received.
• Be the initial contact for new relationships, ensuring a strong foundation is established before transitioning the client to a designated Relationship Manager for ongoing account management.
• Anticipate and understand the unique financial needs of business customers and provide expert, value-added advice tailored to their specific requirements.
• Collaborate effectively with ATB Business associates and colleagues across other lines of business through joint sales calls and cross-referrals to maximize client solutions.
• Participate actively in community and industry events to build strong relationships with potential new customers and enhance ATB's market presence.
• Drive new business generation by proactively identifying and pursuing leads, structuring compelling proposals, and closing Equipment Finance deals, leveraging both direct efforts and the optimized referral program.
• Facilitate the underwriting process for new and referred deals, applying a strong understanding of complex financial concepts including leases, lending, accounting implications, tax implications, covenants, and detailed financial analysis.
• Maintain a thorough understanding of business issues, market trends, and internal processes to make sound decisions and advise clients effectively.
• Understand and apply risk management principles and the factors that contribute to risk, evaluating the potential impact of problems and solutions to mitigate risk.
• Support and advise leadership in the development of business development and referral program strategies, providing market insights and feedback.
• Execute on business development and referral program initiatives, contributing to ongoing process improvements, and traveling province-wide as required to meet with prospects and partners.

## Skills, Experience & Requirements

• Minimum 5 years experience working in a senior sales role.
• Post-secondary education in business or related equivalent experience.
• ATB sales training and sales management courses or equivalent is an asset.
• Thorough understanding of business issues, processes, and outcomes.
• Knowledge of risk management principles and ability to assess environmental and market risk.
• Proven ability to independently generate significant new business and consistently meet high growth targets through both direct sales efforts and the effective conversion of referred opportunities.
• An extensive and active network of business, personal, and professional contacts that consistently yields new sales and referral opportunities.
• Exceptional communication and interpersonal skills, with a proven ability to articulate complex financial concepts clearly and influence decision-makers at various levels.
• Strong relationship-building skills, coupled with a confident, tactful, and persuasive manner and effective negotiation abilities.
• Deep understanding of complex financial products (leases, loans) and their accounting, tax, and covenant implications, with strong financial analysis and interpretation skills.
• Thorough understanding of the credit marketplace and strong knowledge of business banking lending policies and products.
• Proven entrepreneurial mindset with a proactive, results-oriented drive.
• Highly self-motivated and capable of working independently to achieve ambitious targets, while also collaborating effectively with internal teams.

Don't meet all the requirements on the list?
A resume only goes so far in expressing who you are and the unique perspectives you bring. If you believe your skills and experience align with the role-but you might not check all the boxes-we want to hear from you. We encourage candidates from all work backgrounds, equity-seeking communities and experience levels to apply. If you're seeking a career where your drive, perspective and growth are celebrated, we want to hear from you.
We're dedicated to building a workforce reflective of those within our communities, and a culture where our team members are equipped with what they need to succeed-their way. Part of creating an inclusive workplace is recognizing our role in advancing Truth and Reconciliation. We are committed to meeting and exceeding the standards set out in the Partnership Accreditation in Indigenous Relations program created by the Canadian Council for Aboriginal Business.
What happens next?
If you are shortlisted, you'll hear from us after the posting closes. Check out our How We Hire page to learn more about our hiring process. If you need any accommodations throughout this process, please let us know at talentteam@atb.com
Stay in touch
We're excited that you're interested in a career with ATB. Follow us on LinkedIn, Facebook and Instagram to learn more about what our team is up to.

Skills Required