Job Description

About JLG, an Oshkosh company

JLG began in 1969, when our founder, John L. Grove set out to resolve growing safety concerns in the construction industry. Since then we have been committed to understanding the challenges and delivering innovative solutions to the access market. We partner with customers to provide quality equipment, training opportunities and trusted support within the access industry. We are a global company, and our products\xe2\x80\x94including mobile elevating work platforms, telehandlers, utility vehicles and accessories\xe2\x80\x94can be found all over the world.

SUMMARY: The role\xe2\x80\x99s primary responsibilities are to, within JLG\xe2\x80\x99s captive finance company, provide financial solutions for Europe, the Middle East, Africa, and India (\xe2\x80\x9cEMEAI\xe2\x80\x9d), from lead generation and originations through a team of relationship managers to operations and funding a team of operations team members. While doing this the Senior Manager is also responsible for managing their own territory (ies) providing financial solutions within that territory (ies) to JLG\xe2\x80\x99s customer base in the support of JLG\xe2\x80\x99s sales team and sales efforts, while driving for profitable revenue growth, training JLG Sales personnel on financing solutions and mitigating risk associated with customer financing through effective structuring of customer finance transactions through a network of third party funders.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Maintain and advance the relationship with JLG EMEAI\xe2\x80\x99s Regional Sales Teams as well as Customers. Work with these groups to develop programs to support their specific business needs.
• New Business Development and Management of a panel of third-party banks and finance companies in order to achieve the commercial and financial objectives set by JLG/OSK and work to increase financing capacity to support customer sales.
• Strong credit background, including but not limited to review, perform, understand, and explain an effective financial analysis of the customer\xe2\x80\x99s financial statements, risk, cash flows and collateral. Ability to speak with JLG\xe2\x80\x99s panel of funders credit departments about the financial analysis and relay how JLG reviews its customers and how the funders should also be viewing JLG\xe2\x80\x99s customers.
• Manage both a team of Financial Solutions Relationship team members who manage their own territory and developing these team members to provide solutions to support the business needs of both internal and external customers while managing the risk to the organizations. Additionally responsible for their own geographical territory of customers, responsible for the financing needs of the respective customers in their own territory.
• Develop and maintain a sustainable relationship with:

• JLG EMEAI\xe2\x80\x99s sales leadership and regional sales teams in order to establish a rapport with them and their customers in order to provide a value added proposition through financing of the JLG products;
• JLG\xe2\x80\x99s external customers to work directly with them on their capital needs and structure a financing solution to meet those needs. Continually partners with these customers in order to fully understand and proactively structure a financing solution to fit their businesses, objectives, strategies, and challenges within the eligibility requirements of JLG\xe2\x80\x99s network of third-party funders;
• Review and outline pricing policies and financing structuring guidelines which align with the market demands, the acceptable tolerances of the panel of funders and JLG/OSK\xe2\x80\x99s risk acceptance levels.
• Work closely with JLG/OSK Credit team(s) and JLG/OSK Treasury, to identify sustainable and appropriate financing solutions to support Approval-to-Shipment processes.
• This person will provide training and support to JLG Sales Leadership and Regional Sales Teams to encourage good practice and hence ability to structure customer offers for JLG\xe2\x80\x99s benefit.
• Development and Growth of programs supplemental to the core business (fees, retail, warranty, parts financing, etc).
• Maintain high levels of communication with JLG\xe2\x80\x99s captive finance company\xe2\x80\x99s operations team to ensure timely credit approval by JLG\xe2\x80\x99s third party funder, timely release of the whole goods to the JLG customers and ability to provide timely documentation to the customer ensuring prompt funding by the third party funder to JLG.
• Travel within their region and assigned territory (ies) 50% or more of the time visiting existing and prospective customers in assigned territories, along with JLG\xe2\x80\x99s sales leadership and regional sales managers, to structure a financing solution to meet the customer\xe2\x80\x99s needs.

• Bachelor\xe2\x80\x99s degree in related field
• 7-plus years related experience
• Willing to travel 50-60%+ of the time.

• Multi-lingual
• Experience building and managing effective relationship with customers, vendors and internal partners.
• Proficient use of Apple and Microsoft Office products.
• Credit underwriting background, in the equipment financing or rental industry.
• Basic understanding of Equipment Leasing and Finance Accounting principles
• Strong negotiation and influencing skills.
• Ability to work in a team environment
• Experience traveling within EMEAI
• Self motivated individual.

Oshkosh Corporation