Caterpillar - Territory Manager - Collections - Caterpillar Financial Services Corporation

About Caterpillar

For more than 90 years, Caterpillar Inc. has been making sustainable progress possible and driving positive change on every continent. Customers turn to Caterpillar to help them develop infrastructure, energy and natural resource assets.

With 2018 sales and revenues of $54.7 billion, Caterpillar is the worlds leading manufacturer of construction and mining equipment, diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. The company principally operates through its three primary segments - Construction Industries, Resource Industries and Energy & Transportation - and also provides financing and related services through its Financial Products segment.

Caterpillar Financial Services Corporation is the financial arm of Caterpillar Inc and we are looking for talent and motivated Collections professionals. We are headquartered in Nashville, Tennessee, with offices and subsidiaries located throughout North and South America, Asia, Australia and Europe. Cat Financial help our customers and dealers succeed through financial service excellence.

Roles & Responsibilities:

As a Territory Manager, you will help build Customers for Life for Caterpillar by marketing and promoting Caterpillar Financial Services Corporation (CFSC) and Caterpillar Insurance Services Corporation (CISC) financial products and services to Caterpillar dealers and customers in an assigned territory.

Job Duties/Responsibilities may include, but are not limited to:

- Providing professional representation in a given territory, which includes merchandising training for dealer management and support personnel concerning CFSC financing programs for private entities and governmental bodies.

- Working closely with MBD and dealers to develop strategic/priority account list (conquest, prospect and existing).

- Creating and executing customer-focused strategies.

- Making high-value customer and conquest sales calls.

- Creating sophisticated financing solutions and selling creative structures to customer.

- Managing a sales pipeline. Creating opportunities and asking for the business.

- Executing the 10-bucket strategy and Deal Team concept. Initiating financing and leasing strategies to support the sale of the Cat vocational truck.

- Providing training to dealers and MBDs to industry and financing variations specific to the trucking industry.

- Leveraging SalesForce.com to segment customers and build an effective coverage and calling strategy.

- Initiating and developing 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.

- Administering existing CFSC financial contracts including conducting field audits of financed equipment to verify location and ensure proper use.

- Analysing and evaluating the effectiveness of CFSC financing programs in a given territory.

- Assisting CISC in developing a positive working relationship with Caterpillar dealers.

- Assuring dealer satisfaction.

Required Qualifications:

- 4-year college or university degree in any discipline with at least 8 years of experience in direct sales working for an OEM

- 3 years of experience in customer services, marketing, sales and/or financial statement analysis.

- Experience in dealer and customer relationship management

- Knowledge of loan and lease products and the ability to articulate the differences from the customers perspective.

- Ability to provide consultant services, which requires a working knowledge of financial statements, cash flow and bonding.

- Ability to analyse the financial status of customers.

- Knowledge of finance/leasing products, policies, and procedures.

- Ability to ensure forecast achievement and future portfolio growth through financial merchandising training and counselling, development of merchandising programs, and development of new finance products and opportunities.

- Flexibility to travel for 60%

Desired Qualifications:

- Middle Market Financing experience with equity