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Sales Support Representative II

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Location: Oakville, ON, Canada
Date Posted: Aug 22, 2019

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Job Description


JOB SUMMARY:  Provide sales support to the local office, Territory Managers and Caterpillar dealer personnel.



  • Provides information on the benefits/value of Caterpillar Financial products and finance/lease rate quotations to dealers, end-users and internal staff. 
  • Understands and can efficiently maneuver through local office systems.
  • Sends document packages to dealer personnel using the auto-packaging function if available.  Utilizes knowledge of financial transactions, state, federal, personal and property taxes and UCC regulations, if applicable, to prepare the correct documents.
  • Prepares transactions for documentation outside of booking system and calculates casualty values and amortization schedules. 
  • Assists Caterpillar dealer personnel, Territory Managers with alternative quotations and requests.
  • Assists in local office and dealer sales promotions. 
  • Assists in investigating and resolving outstanding customer or merchandising claims (grief) for customers and assigned dealers.
  • Assists in the development, maintenance and execution of Caterpillar driven merchandising programs and may assist dealers with using these programs.
  • Assists in training office and dealer personnel in the use of financial merchandising promotions, sales programs, coding, claims procedures for Americas Distribution Services Division (ADSD) Merchandising Programs and the quoting system.
  • Makes recommendations on sales related issues by developing, analyzing and maintaining local office, area and region office sales and statistical reports, which determine the growth opportunities, effectiveness of sales efforts and competitiveness.
  • Explains documentation, credit evaluation, sales promotions, merchandising programs, quoting, collections, asset securitization techniques and all lease products (i.e.: tax and finance leases, governmental leases, and ISC’s) to dealers and customers.
  • May explain invoicing issues to customers and independently resolve billing questions.
  • May assist dealer personnel and Territory Managers with alternative solutions to short-term receivables, dealer invoices, etc.
  • Travels to dealers and customers to maintain, expand and establish relationships in the absence of Territory Manager coverage.
  • Works with an understanding of Merchandising Programs, various CFSL systems, Accounting, Treasury and any departments that are affected by merchandising.
  • Applies knowledge of accounting methods and procedures to ensure accurate booking, funding and enrollment within  Merchandising Programs.  As needed, reconciles transactions that include merchandising with Accounting and ADSD.
  • Ensures accurate and timely funding to Caterpillar dealers on a daily basis according to the terms and conditions of the Wholesale Inventory Programs and in conjunction with Treasury.  Promptly notifies Document Services, Treasury and Sales Support of any adjustments that require a wire transfer.
  • Reviews dealer requests for funds for wholesale financing.  Ensures accuracy and books the contracts into the system using specialized system and processes.
  • Performs the overall process of Finance Lease term options and government lease balloons including quoting, analysis, customer interaction and resolution.
  • Processes request for extensions and financing for tax lease and lease extensions greater than 12 months.
  • Analyzes and understands one of CFSL’s key competitors.
  • Provides sales support for a specific dealer(s) territory and focuses on supporting the entire sales process for High Velocity deal, ATM’s and TM’s within their territory.
  • Establishes a good working relationship with dealer BCP/CCE sales reps and required to travel to dealers branches on regular basis to attend sales meetings, provide training, quoting, sales support, etc.
  • Works with credit staff as an advocate for High Velocity Deals, which includes contacting customers to gather additional information needed.
  • Provides quotes for ATM’s, TM’s and Dealer Sales Reps when needed.
  • Works with local BCP and GCI Machine Reps when needed on SFDC, Focus Programs, reporting, etc.
  • Assists in managing Sales Excellence initiatives (participation reporting, Assigned Accounts, etc.).
  • Assists with dealer training and travelling to dealers to provide training.
  • Assists with dealer communication.
  • Coordinates dealer focus programs.
  • Provides equity analysis, dealer executive reviews, job site solutions and CFSL quoting.
  • Assists with lease/contract termination report resolution.
  • Provides specific specialized dealer reports requested from Area Manager.
  • Participates in accomplishment of continuous improvement objectives for the department.  Progress toward accomplishment of these is measured through maintenance of necessary measurements and analysis of associated data.  Participates in the identification of problem areas and development of resolutions to address them.
  • Understands the Harassment policy of the company and for its application in all aspects of employment.




  • Demonstrated knowledge of and ability to apply math computation skills including working knowledge of a financial calculator.
  • Demonstrated knowledge of ability to analyze customer credit summaries and past due accounts.
  • Demonstrated knowledge of and ability to apply financing and taxation principles.
  • Demonstrated knowledge of and ability to prepare sales reports and sales related statistical reports.
  • Demonstrated knowledge of sales, credit and customer services concepts and techniques.
  • Demonstrated knowledge of Caterpillar products, their applications, and their markets.
  • Demonstrated knowledge of CFSL financing and leasing products and documentation principles.
  • Demonstrated knowledge of past due account collection procedures and techniques.
  • Demonstrated knowledge of billing, invoicing, and dealer payment principles and concepts.
  • Demonstrated knowledge of UCC filing requirements and their applicability to bankruptcy laws and regulations.
  • Demonstrated knowledge of and ability to calculate casualty values and amortization schedules.
  • Demonstrated knowledge of finance and leasing systems (such as InfoLease or other comparable systems) to answer accounting related customer or dealer questions.
  • Demonstrated ability to develop and maintain good working relationships with customers and dealer personnel.
  • Demonstrated ability to develop and maintain reporting techniques to determine the growth, effectiveness and competitiveness of CFSL.
  • Demonstrated ability to develop accurate, competitive and timely finance lease quotes for customers at an acceptable yield to CFSL.
  • Demonstrated ability to plan, organize and prioritize daily job tasks to maintain high quality service to internal and external customers.

EDUCATION/EXPERIENCE:  A 4-year college or university degree in any discipline and a minimum of 2 years exempt experience in credit, customer services, collections, marketing, financial statement analysis and/or accounting is recommended.  Previous exempt work experience must be progressively increasing in responsibility and accountability and demonstrate an ability to gain in knowledge, skills and responsibility such that a level of full competency can be reached.  Equivalent experience may be substituted for education.  Must be able to work a 10:00am - 6:30pm shift Monday to Friday.

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Job Info

Aug 22, 2019