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Territory Manager (Edmonton, Alberta)

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Location: City Not Specified, AB, Canada
Date Posted: May 29, 2019

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Job Description

Description

JOB SUMMARY:  Market and promote Caterpillar Financial Services Limited (CFSL) financial products and services to Caterpillar dealers and customers in an assigned territory in order to meet CFSL’s business plan.

                                                                                     
PRINCIPAL DUTIES AND RESPONSIBILITIES:
  • Provides professional representation in a given territory, which includes merchandising training for dealer management and support personnel concerning CFSL financing programs for private entities and governmental bodies.  Counsels dealer personnel about federal tax law changes, finance concepts such as discounted cashflow, time value concepts, computation of interest, and financial accounting concepts (expense allocation, depreciation write-offs and balance sheet financing) etc. which are needed by dealer personnel to promote the sale of Caterpillar equipment with CFSL financing.
  • Builds and manages dealer and customer relationships.
  • Works closely with dealers to develop strategic/priority account list (conquest, prospect and existing).
  • Creates and executes customer-focused strategies in collaboration with the dealers in order to achieve PINS, PODD, volume and spread goal.
  • Demonstrates to the dealer that Cat Financial’s financing products and programs can help sell machines.
  • Makes high-value customer and conquest sales calls.
  • Creates sophisticated financing solutions and sells creative structures to customer.
  • Manages a sales pipeline.  Creates opportunities and asks for the business.
  • Initiates financing and leasing strategies to support the sale of the Cat vocational truck.
  • Leverages tools to segment customers and build an effective coverage and calling strategy.
  • Initiates and develops good customer relations through explaining initial transaction quotations to customers, collecting customer credit information, answering technical questions, evaluating and attempting to meet competitive offerings, and obtaining final customer acceptance of transactions.  In special circumstances, may have credit approval authority.  Verifies customer signatures on documentation, collects initial payment, and secures necessary insurance information for contract completion.
  • Administers existing CFSL financial contracts including conducting field audits of financed equipment to verify location and ensure proper use.  Answers customer questions pertaining to property taxes and CFSL billings.  Assists in the collection of past due amounts, oversees repossession of equipment as needed, and negotiates restructuring of transactions to meet customer needs while satisfying CFSL management.
  • Analyzes and evaluates the effectiveness of CFSL financing programs in a given territory.  Evaluates current market trends and supplies new forecast information to CFSL management for inclusion in the CFSL business plan.  Monitors economic activity in a territory, and reports equipment market trends and competitive financial offerings to CFSL management.  Continuously evaluates growth areas and potential new markets for possible financing opportunities, and coordinates CFSL participation in and support for financing of internal and dealer merchandising programs.
  • Assists in developing a positive working relationship with Caterpillar dealers.  Assists staff in promoting insurance services to Caterpillar dealers.  Provides the dealer with all promotional material on the various insurance products, some of which are passed on to the end-user.  At times, explains the insurance products in detail and follows up with the dealers on questions or problems.  Shows the dealer how financing and insurance can be sold as a complete package to meet customer needs.
  • Assures and drives improvement in dealer satisfaction, business unit satisfaction and customer loyalty

Qualifications

JOB REQUIREMENTS:
SKILLS, ABILITIES, AND KNOWLEDGE:
  1. Advanced understanding of each customer’s business.
  2. Advanced knowledge of and the demonstrated ability to execute strategies and team concepts.
  3. Advanced knowledge of loan and lease products and the ability to articulate the differences from the customer’s perspective.
  4. Advanced ability to provide consultant services, which requires a working knowledge of financial statements, cash flow and bonding.
  5. Thorough knowledge of and ability to apply math computation skills including those used in financial modeling and forecasting.
  6. Demonstrated ability to analyze the financial status of customers.
  7. Thorough knowledge of finance/leasing products, policies, and procedures.
  8. Advanced knowledge of the Cat vocational truck, its applications and markets an asset.
  9. Advanced knowledge of lien perfection requirements for the motor vehicles
  10. Thorough understanding of credit policies and procedures, documentation, and pricing models to negotiate acceptable pricing and terms on transactions.
  11. Thorough working knowledge of Caterpillar dealer organizations an asset.
  12. Demonstrated knowledge of marketing and marketing techniques.
  13. Proven ability to ensure forecast achievement and future portfolio growth through financial merchandising training and counseling, development of merchandising programs, and development of new finance products and opportunities.
  14. Proven ability to develop and enhance positive dealer and customer relationships.
  15. Proven ability to monitor market conditions to ensure competitiveness of financial products and pricing while assuring adequate profit for risk taken.
  16. Advanced knowledge of and the ability to promote the value of CFSL as a finance/lease source by focusing on flexibility, quality, and high level of service provided.
  17. Demonstrated ability to define finance/lease markets.
  18. Demonstrated knowledge of Caterpillar products, their applications, and their markets an asset.
  19. Demonstrated knowledge of credit and documentation procedures, processes and operations.
  20. Demonstrated ability to apply human relations skills.
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Job Info

May 29, 2019

1900042E

Canada