JOB SUMMARY: Increase the level of dealer usage of
products and services of Caterpillar Financial Services (CFSC) and Caterpillar
Insurance (CISC) by developing and implementing the marketing strategy for the
region office through the work of the sales and marketing staff. Market and promote
Caterpillar Financial Services Corporation (CFSC) and Caterpillar Insurance
Services Corporation (CISC) financial products and services to Caterpillar
dealers and customers in an assigned territory.
Ensure staff is trained.
PRINCIPAL DUTIES AND RESPONSIBILITIES: Responsibilities
may vary, but include one or more of the following:
a staff responsible for the marketing plan achievement for the Subsidiary.
annual business plans.
reports region office performance against plan.
training and development needs of the staff and implements an annual training
Provides professional representation in
a given territory, 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.
May have credit approval authority.
customer signatures on documentation, collects initial payment, and secures
necessary insurance information for contract completion.
existing financial contracts including conducting field audits of financed
equipment to verify location and ensure proper use.
customer questions pertaining to property taxes and billings.
in the collection of past due amounts, oversees repossession of equipment as
the restructuring of transactions to meet customer needs while meeting the
expectations of Company management.
and evaluates the effectiveness of Company financing programs in a given
current market trends and supplies new forecast information to management for
inclusion in the Company business plan.
economic activity in a territory, and reports equipment market trends and
competitive financial offerings to management.
evaluates growth areas and potential new markets for possible financing
CISC in developing a positive working relationship with Caterpillar
the CISC staff in promoting insurance services to Caterpillar dealers.
the dealer with all promotional material on the various insurance products,
some of which are passed on to the end-user.
explain the insurance products in detail and follows up with the dealers on
questions or problems.
the dealer how financing and insurance can be sold as a complete package to
meet customer needs.
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.
Equal Opportunity and Harassment policies of the company, applies them in all
aspects of management and maintains an environment, which is consistent with
SKILLS, ABILITIES AND KNOWLEDGE:
Advanced knowledge of Caterpillar products, their applications, and their markets.
Advanced knowledge of marketing and marketing techniques.
Thorough knowledge of financing and leasing products, policies and procedures of the subsidiary.
Thorough knowledge of credit and documentation procedures, processes and operations.
Thorough knowledge of and ability to apply math computation skills including those used in financial modeling and forecasting.
Thorough knowledge of CFSC credit policies and procedures and pricing models to negotiate acceptable pricing and terms on transactions.
Demonstrated ability to analyze the financial status of customers.
Demonstrated ability to define finance/lease markets and make recommendations.
Knowledge of Caterpillar dealer organizations.
Demonstrated ability to read and analyze various business reports.
Demonstrated knowledge of commercial law.
Demonstrated knowledge of lease accounting practices.
Knowledge of Caterpillar dealer organization and the industries served by Caterpillar dealers.
Knowledge of how the economy impacts business.
Knowledge of Human Resources policies and procedures.
Demonstrated ability to apply problem solving and decision-making skills.
Demonstrated ability to provide an atmosphere of teamwork and cooperation with fellow employees in order to accomplish given tasks.
Ability to speak, read and comprehend languages other than one’s native language may be essential.
Demonstrated ability to apply managerial and leadership skills to develop and motivate personnel.
Ability to drive a car or adequately arrange for transportation to and from dealerships, customer sites, etc.
Ability and willingness to travel.
EDUCATION/EXPERIENCE: A 4-year university degree or equivalent diploma and a minimum of 6 years exempt experience in the finance business with a thorough knowledge of commercial lending, marketing, credit and customer services at the retail and/or wholesale financing levels is recommended. Equivalent experience may be substituted for education.