Farmer Mac is looking to hire a driven, analytical, and personable individual with fifteen (15) or more years of lending, structuring, relationship management experience, and leadership skills for the position of Managing Director - Telecommunications.

Team Summary

Farmer Mac’s Rural Infrastructure team is a fast-paced, knowledgeable, mission-oriented team providing lending to organizations that finance Rural Utilities, Telecommunications and Renewable Energy transactions, and wholesale lending to a select group of financial institutions. Rural Infrastructure has delivered significant growth and is a crucial business in the execution of Farmer Mac’s strategic plan. The segment’s focus is on deepening existing client relationships, developing new customer relationships, and diversifying the products offered to clients. 

Position Summary

The primary responsibilities of the Managing Director are helping set team strategy as it pertains to the Telecommunications portfolio, managing a select group of Farmer Mac’s largest Rural Infrastructure clients, developing new client relationships, acting as a leader within Farmer Mac, providing mentorship, and supporting the development and hiring of future talent. The Managing Director will be responsible for developing and maintaining key investor relationships with capital providers that are focused specifically on the telecommunications sector. The Managing Director will be the day-to-day contact point for a portfolio of existing relationships; develop and execute a business development calling strategy; work with existing counterparties to purchase or help structure new transactions; manage the deal process from origination through closing by partnering closely with Underwriting and Credit Approvals; and be a part of the team driving new product innovation. This new role is expected to immediately contribute towards accelerating growth within Farmer Mac’s Telecommunications portfolio and significantly contribute to Farmer Mac’s strategic objectives and initiatives.

With Whom You Will Work With

The position will report directly to the Senior Director - Rural Infrastructure and work closely with the broader Rural Infrastructure team, including Relationship Management and Underwriting team members. The Managing Director will interface with a broad swath of internal and external Farmer Mac constituencies including Credit, Transaction Management, Legal, Enterprise Risk, Treasury and Operations. The position will also have a high degree of interaction with Farmer Mac Credit Committee, including the Chief Credit Officer.

Where and When You Will Work

The position can be based in Farmer Mac’s Washington, D.C. headquarters or remotely. Work outside of core hours may be required for planned and unplanned activities to complete time sensitive projects or to attend off-site meetings or events.

Key Responsibilities

• Interact closely with the Senior Director - Rural Infrastructure in the development and implementation of business strategies for the Telecommunications portfolio.
• Lead the development and training of junior talent as well as determining the hiring of additional talent to support the growth objectives of the Telecommunications portfolio. 
• Develop and maintain a detailed business development calling strategy focusing on lenders and investors focused on the financing of Telecommunications transactions.
• Work alongside the Capital Markets team to deepen relationships with key, strategic counterparties critical to the growth of the Telecommunications portfolio.
• Manage and grow a select group of Farmer Mac’s largest customer relationships.
• Leverage newly developed relationships to source Telecommunication opportunities.
• Interact closely with Underwriting to develop customized and market-based solutions.
• Screen and pre-qualify current and future Telecommunication opportunities based on Farmer Mac eligibility criteria and growth objectives.
• Review, analyze, and assess complex transactions from a variety of counterparties, industries, and entities across the Telecommunications space within the United States. 
• Review and analyze documentation relevant to the Telecommunication sector and adjacent industries.
• Collaborate with Underwriting to analyze detailed transactions, prepare credit approval requests, and present to Credit, and other internal groups as necessary and requested. 
• Assist, as needed, with all applicable closing functions including credit approval, reputation risk approval, pricing and return dynamics, contract and documentation review, KYC, loan operations, accounting, legal, treasury/ALM. 
• Support ongoing loan portfolio management including management reports, lender meetings, amendments, waivers, consents, extensions, assistance with workouts.
• Work closely with Strategy, Research, and Analytics in the development of management reports that include monitoring of portfolio trends and statistics.
• Support, as appropriate, the ongoing development of loan administrative, operations and closing functions, and implementation of infrastructure projects. 
• Support enterprise-wide initiatives and processes to improve efficiency, productivity, sourcing, and credit quality.

Professional Experience/Qualifications

Basic Qualifications

• Bachelor’s degree in a relevant discipline
• Fifteen (15) or more years of relevant business experience
• Demonstrated ability to build and maintain effective working relationships with all levels of management, staff, and customers
• Demonstrated analytical, problem-solving, and interpersonal skills
• Excellent interpersonal, negotiation, and decision-making skills
• History of building junior talent capabilities and acquisition of talent for growing teams
• Strong verbal and written communication abilities

Preferred Qualifications

• Bachelor’s Degree in Accounting, Finance, Business Administration, or related fields
• Excellent business development, organizational, negotiation, credit, presentation, marketing, and sales skills
• Working knowledge of capital markets, syndicated credit as well as other financing alternatives in a commercial or investment banking environment preferred
• Thorough understanding of accounting, financial statements, and projection models
• Strong familiarity with market-based asset pricing, loan structuring and credit agreement documentation requirements relating to commercial loan structures
• Excellent interpersonal, negotiation, and decision-making skills

The typical base pay range for this role is $205,000 to $250,000 per year. Compensation will vary based on experience and geographic work location.

Farmer Mac is an equal opportunity employer.

NO EMPLOYEE OR JOB APPLICANT WILL BE DENIED OPPORTUNITIES OR BENEFITS AT FARMER MAC BASED ON RACE, RELIGION, COLOR, SEX, AGE, NATIONAL ORIGIN, DISABILITY, VETERAN STATUS, CITIZENSHIP STATUS, GENETIC INFORMATION, OR ANY OTHER BASIS PROHIBITED BY APPLICABLE LAW.

Farmer Mac has adopted an affirmative action program plan to create a workforce that is an accurate reflection of the demographics of the qualified available workforce in the relevant job market. A summary report is available upon request.