Benchmark International
  • 27-Nov-2017 to 26-Jan-2018 (EST)
  • Deal Transaction
  • 33607, FL, USA
  • Base + Commission
  • Full Time

Medical, Dental and Life Insurance and an opportunity to contribute to a 401K with company matching


Job Description

The Tampa office of Benchmark International is now looking for experienced and driven associates to serve as Assistant Transaction Leaders (ATLs). The Tampa office was founded in 2013 and since then numerous ATLs have been promoted to Director roles. One of the two ATL positions open at the moment results from growth in the Tampa office. The office boasts two mature Deal Teams, both entering their fourth year and comprised of ten specialized professionals. Each team will have two ATLs. Each ATL will support their manager, the Transaction Director (TD), in closing mergers and acquisitions transactions and servicing the team's portfolio of businesses for sale. Over time, the successful ATL should become the relationship holder with a select group of clients and assume direct responsibility for those clients, handling their sale process from the date of going on market through to the successful closing of their transaction. As a result, this is a heavily sales-oriented position requiring tested negotiating skills; empathy; client, portfolio, and personnel management expertise; and an understanding of mergers and acquisitions.

A significant portion of the workday will be spent communicating directly with potential acquirers and seller-clients. 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 ATLs must be able to support the TD in maintaining this successful pace.

The entire team shares a trading floor in our Westshore-area office. In addition to the TD and two ATLs, the team consists of four analysts (two of whom report directly to each ATL), and a three-member deal-preparation section that will handle the pre-market phases of clients' engagements and be available to provide technical support to the TD and ATL's as required later in the sale process.

The Tampa transaction teams are also supported by the members of the office's Managing Director (formerly a Transaction Director) and 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 lend expertise to the teams.

Client origination, general firm marketing, and similar operational distractions are taken off the teams' plates, keeping to Benchmark International's model. This allows a more focused approach on operations and portfolio management. The teams' obligations regarding 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.

Job Responsibilities

 

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, at times serving as Benchmark International's primary relationship manager with these clients.
  • Ensure your three-person section remains responsive to all client requirements including adequately prompt call-backs, perfectly-crafted correspondence, and compliance with our engagement letters.
  • Maintain a detailed understanding of each assigned client.
  • Take primary responsibility for the movement of assigned clients through the marketing phase up to the receipt of letters of intent from potential acquirers.
  • Handle all client matters delegated by the TD.

II. Close transactions

  • After some time and demonstration of capabilities, directly handle the negotiations of assigned clients through to closing.
  • After some time and demonstration of capabilities, handle discussions with assigned client concerning Benchmark International's success fee and ensure timely collection of the same.

III. Manage and develop the team

  • Supervise two analysts in their acquirer outreach efforts, NDA negotiations, and follow up efforts.
  • Work with Transaction Director to interview and hire replacement analysts when necessary.
  • Ensure your section operates in a respectful, professional, and nurturing environment.
  • Distribute workload appropriately among your two analysts.
  • Allocate tasks to provide your analysts 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.
  • Remain 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.

Job Requirements

As a leader in our organization, you must be an 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 rewarding industry. It is also vital for your role as an ATL that you possess excellent analytical, mathematical, interpersonal, written and verbal communication, and negotiating skills, as well as presentation abilities.

The ATL 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 for their financial well-being.

Relevant experience will include two to five years working as an M&A professional (e.g., broker, investment banker, accountant, attorney) or a similar period of experience in roles centered 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.
  • Possess the ability to learn the financial and market dynamics of new industries in relatively short periods.
  • Communicate well verbally and in writing.
  • Handle 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 by client schedules and expectations.
  • Be available to travel for occasional overnight trips on short notice (rarely, if ever, longer than two 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.

Benefits

ATLs' target compensation is set to exceed $100,000 in the first year.  This consists of an annual salary in the range of $45,000 to $50,000 plus commissions equal to a percentage of company revenue obtained from closing transactions with an additional bonus for achieving the team's annual target (as has happened across the office this year). As a result, overall compensation can vary from year to year based on success. Salaries are paid bi-weekly. Commissions are paid in the first pay check issued the month after fees are received by the company and the bonus is paid at year end. In 2017, out two Tampa teams are on track to reach well over 150% of their 2017 targets. 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.

Company Overview

Benchmark International is one of the world's leading merger and acquisitions specialists in the sale of mid-market companies. 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. The enterprise value of our transactions falls broadly within the $2 million to $300 million range, with most being between $5 million and $20 million. 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 client base consists almost entirely of owners actively involved in businesses they founded decades earlier. At times, multiple family members are involved. Our clients seek either an opportunity to exit their business or the means to ensure its continued future growth.  They look to our company to find both an acquirer with the right fit and a transaction that provides maximum value and the correct structure. As a result of the dynamics of this market, our bespoke process has been developed specifically to handle not only the business aspects of these transactions but also their personal and emotional components.   

We handle clients in any industry but a disproportionate share of the Tampa office's closings has involved companies in the healthcare and software developers' sectors. Closings have increased year-over-year with over 100 closings company-wide last year and the Tampa office crossing 30 in 2017 for the first time.

Benchmark International began in the United Kingdom over a decade ago. Our Tampa headquarters opened in 2013 and continues to grow as our domestic client base and international buyer-contacts expand. We ventured into Texas January 2016. 2017 brought office openings in South Africa, Ireland, and the United Kingdom. A new Nashville office will open in January 2018.

We offer our clients a unique business proposition that has resonated well with the US market as it has with markets in other countries. Recognizing that the US M&A markets are the most robust in the world, particularly in this coveted middle-market range, we are planning to expand our US presence in the coming years. Coming onboard now presents you the opportunity to ride this wave of growth. Benchmark International promotes from within, and we look forward to bringing you onboard as the next generation of Benchmark International's leaders.

Unfortunately, Benchmark International is not in a position to sponsor visas for candidates in its US offices at this time.

 

Benchmark International
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