The Transaction Director will lead and further develop these teams, manage a sizable portfolio of businesses for sale, and contribute to the company’s overall growth; all while retaining responsibility for closing transactions on behalf of our clients. As a result, this is a heavily sales-oriented position requiring tested negotiating skills; empathy; client, portfolio, and personnel management expertise; and a firm understanding of mergers and acquisitions.
The team will have members that serve as Assistant Transaction Directors and will assist in moving transactions to closing, the Transaction Director ultimately bears responsibility for hitting the team’s annual revenue targets, handling the tough issues that arise from time to time, and satisfying all client demands throughout the process. This is a frontline M&A role that requires speaking to multiple clients and potential buyers every day. The Deal Teams have been closing between one and two transactions per month over the last several years and the Transaction Director must be able to maintain this successful pace. The position answers to the office’s Managing Director who held the role of Transaction Director for three years and will thus be readily-available for meaningful guidance and support.
In addition to the Managing Director and Benchmark Internationals’ global brand, the Transaction Director is also supported by the members of the company’s Central Support Team, many of whom are located on an adjoining floor. The firm’s Executive Chairman, CEO, Quality Control Director, IT Director, Marketing Director, and Business Writer, among others, are on hand and regularly interact with the office’s management team.
Under Benchmark International’s model, client origination, general firm marketing, compensation structure, and similar operational distractions are taken off the Transaction Directors’ plate to allow a more focused approach on operations and team management. The Transaction Directors’ obligations with regard to each client commence with a signed engagement letter and detailed file prepared by the separate Deal Origination Department and continue through every aspect of the transaction (other than legal and accounting services) to the closing and collection of the resulting success fee.
Success in this role will include a well-balanced approach to contributions in four distinct areas.
I.Manage a portfolio of businesses for sale •Work directly with business owners looking to exit their business or take on a strategic partner, serving as Benchmark International’s primary relationship manager with these clients. •Ensure the team remains responsive to all client requirements including adequately prompt call-backs, perfectly-crafted correspondence, and compliance with the Terms of Engagement. •Maintain at least a high altitude understanding of each client in the portfolio, increasing in detail as the clients move through the process. •Manage team’s movement of clients from deal preparation phase through the marketing phase and into negotiations with their acquirers. •Lead response to any client complaints and notices of termination.
II.Close transactions •Directly handle the negotiations of larger clients leading up to letters of intent and then, working with the client’s attorney and accountant, drive the transaction through to closing. •Supervise Assistant Team Leads with negotiations of smaller clients leading up to letters of intent and through to closing. •Leading up to closing, handle all discussions with client concerning Benchmark International’s success fee and ensure timely collection of the same.
III.Manage and develop the team •Ensure all team members have the training and tools necessary to succeed •Work with Central Support Team to interview and hire replacements when necessary. •Ensure the team operates in a respectful, professional, and nurturing environment. •Distribute workload appropriately. •Allocate tasks to provide each team member with new challenges, to maintain their engagement level, and to achieve high retention rates.
IV.Contribute to corporate growth •Provide frontline input to process improvement efforts. •Make team members available on a short-term basis for discipline-specific projects, occasional major transaction engagements, and conference attendance. •Participate in brand recognition events in the region and throughout the financial community. •Contribute to office-wide and company-wide training efforts.
As a leader in our organization, you must be highly energetic and passionate individual with a positive and highly motivated can-do attitude. You must have the strong desire and ambition to succeed in this hugely rewarding industry. It is also vital for your role as a Transaction Director that you possess excellent verbal and written communication, analytic, mathematical, negotiating, and interpersonal skills as well as presentation abilities.
The Transaction Director is a client-facing role that must be able to convey bad news and deal with clients’ unique sensitivities while keeping each client moving through the company sales process at a steady pace.
As each team member’s compensation is tied to the closings your team will generate, the team will look to you not only for leadership but also their financial well-being.
Relevant experience will include five to ten years working as an M&A professional (e.g., broker, investment banker, accountant, attorney), at least three years of personnel management experience, and a similar period of experience in roles entered on sales and/or direct client management.
The successful applicant must:
•Understand the sequence of events in the company sale process. •Have a firm understanding of financial statements, EBITDA calculations, and the process of identifying and defending add backs. •Have a passing knowledge of the legal parameters involved in M&A transactions. •Be familiar with a variety of transaction structures and their relevant merits and drawbacks to the seller. •Possess the ability to learn the financial and market dynamics of new industries in relatively short periods. •Communicate well both verbally and in writing. •Be capable of handling setbacks, having difficult conversations with business owners, negotiating against veteran professional acquirers, taking responsibility for process breakdowns even when not responsible, and fostering cooperation with client’s attorneys and accountants. •Consistently present themselves in a professional manner in keeping with Benchmark International’s image (as shown, for example, on the company’s web site). •Work outside normal business hours at times, whether early or late, as required client schedules and expectations. •Be available to travel for occasional overnight trips on short notice (rarely, if ever, longer than three days) •Be able to obtain a Florida real estate sales associate license within 60 days of employment. •Have no unfavorable history with FINRA, the SEC, or any state regulatory agency.
Additional Salary Information: As with all Benchmark International US employees, this position includes paid time off, medical, dental, and AD&D insurance as well as the opportunity to contribute to a 401(k) with company matching.
About Benchmark International
Benchmark International is one of the world’s leading merger and acquisitions specialists specializing in the sale of mid-market companies. We are looking to recruit some of the most talented and exceptional individuals within the state and have a number of positions available. With offices throughout the world we are in touch with all the major acquirers and consolidators who are constantly seeking both on and off market opportunities across all sectors. Our typical transactions fall broadly within the $1m to $100m ‘mid-market value range’. Our unique and dynamic international offering presents our clients with unparalleled global coverage, allowing them access through our exclusive databases and business intelligence facilities to both international markets and local representation. Our clients include owner managed businesses, entrepreneurs, financial institutions through to listed public companies.