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Key Account Manager (Financial Products)

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Location: Johannesburg, State Not Specified, South Africa
Date Posted: Jun 6, 2020

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Job Description

Description

Your role will be to market and promote Caterpillar Financial Services Corporation (CFSC) and Caterpillar Insurance Services Corporation (CISC) financial products and services to Caterpillar dealers and customers in Southern Africa. You will bring sales and marketing abilities as well as solid relationship management skills.

As the Key Account Manager you will partner with the local dealer group to offer support and sound advice on matter relating to asset finance, credit, funding options and insurance as well as work directly with potential customers to help them secure the best options for their business.

We are looking for someone who is resilient, confident and connected, you will demonstrate hands on experience of working with customers across the mining and construction markets and understand the intricacies of the market. Bringing your experience in offering “total funding and insurance solutions” you will be positioned to offer our customers professional advice and market leading service.


Experience required: Sales and Business Development, Marketing and Customer Attraction, Relationship Management, Credit / Asset Finance.

 

PRINCIPAL DUTIES AND RESPONSIBILITIES: 

  • Provides professional representation to our dealer and our customers in South Africa, which includes training for dealer management and support personnel concerning merchandising, and financing programs for private entities and governmental bodies. 
  • Counsels dealer personnel about tax law changes, finance concepts such as discounted cash flow, 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 financing from Caterpillar Financial Services.
  • 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. 
  • Shows the dealer how financing and insurance can be sold as a complete package to meet customer needs.
  • May have credit approval authority. 
  • Verifies customer signatures on documentation, collects initial payment, and secures necessary insurance information for contract completion.
  • Administers existing financial contracts including conducting field audits of financed equipment to verify location and ensure proper use. 
  • Answers customer questions pertaining to property taxes and billings. 
  • Assists in the collection of past due amounts, oversees repossession of equipment as needed.
  • Negotiates the restructuring of transactions to meet customer needs while meeting the expectations of Company management.
  • Analyzes and evaluates the effectiveness of Company financing programs in a given territory. 
  • Evaluates current market trends and supplies new forecast information to management for inclusion in the Company business plan. 
  • Monitors economic activity in a territory, and reports equipment market trends and competitive financial offerings to management. 
  • Continuously evaluates growth areas and potential new markets for possible financing opportunities.
  • Builds and maintains strong, progressive relationship with Caterpillar dealers. 
  • Assists team to promote insurance services to Caterpillar dealers.
  • May explain the insurance products in detail and follows up with the dealers on questions or problems. 
  • Participates in accomplishment of continuous improvement objectives for the role, team, territory, process etc.  

Qualifications

JOB REQUIREMENTS:

SKILLS, ABILITIES AND KNOWLEDGE

  • Knowledge of Caterpillar products, their applications, and their markets.
  • Advanced knowledge of developing business, sales and marketing techniques.
  • Demonstrated knowledge of financing and leasing products, policies and procedures.
  • Advanced knowledge of credit and documentation procedures, processes and operations.
  • Demonstrated knowledge of financial modeling and forecasting.
  • Understand pricing models to negotiate acceptable pricing and terms on transactions.
  • Demonstrated ability to analyze the financial status of customers.
  • Experience of defining finance/lease markets.
  • Ability to drive a car or adequately arrange for transportation to and from dealerships, customer sites, etc.
  • Knowledge of working with dealers.

 EDUCATION/EXPERIENCE:  

  • Degree educated with work experience transferable to this role
  • Have been in a direct sales, business development role selling financial products / credit for more than 3 years
  • Direct experience working in financial, banking, credit industry with exposure to the relevant markets for more than 5 years
  • Worked in a customer facing, relationship led role where you achieve success through partnering and offering solutions

 

If you feel you have the skill-set to be successful in managing the relationships with our dealer group and local customers from the mining and construction markets then please apply now.


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Job Info

Jun 6, 2020

20000092

South Africa