When you join Caterpillar, you're joining a global team who cares not just about the work we do - but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don't just talk about progress and innovation here - we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it.
Our common values and focus on inclusion and respect drive the decisions made by our company, teams and people. This is why we are committed to hiring and building diverse teams representative of the customers we serve globally. When you join our team, you can apply your unique life and job experiences and work in an environment where your ideas are heard, your contributions are celebrated, and your whole-self matters.
About Cat Financial
Cat Financial is a subsidiary of Caterpillar Inc., the world's leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For more than 40 years, Cat Financial has provided a wide range of financing solutions to customers and Cat® dealers for machines, engines, Solar® gas turbines, genuine Cat parts and services. Headquartered in Nashville, Tennessee, Cat Financial serves customers globally with offices and subsidiaries located throughout North and South America, Asia, Australia, Europe and Africa. Visit cat.com to learn more about Cat Financial.
Role Definition
Leads a team of 4 support managers and 30 sales support and senior sales support reps to provide sales operations support to Caterpillar dealers and Cat Financial field teams (territory managers) in the US.
Responsibilities
Deliver business plan sales (new business volume) and market share (PODD) targets for Construction Industries in the US.
Serve as an integral partner to the Area Managers and sales teams in developing and executing the sales and marketing plans and merchandising plans to achieve business plan targets.
Lead team whose responsibilities include quoting of loans and leases; deal structuring and credit negotiation; generation of non-standard documents; and final pricing prior to booking and funding.
Provides team leadership for system training and support to dealers in the origination platform Capitalstream for quoting and submitting transactions for credit review, and document generation.
Leads a team that manages dealer wholesale origination and merchandising claims grief resolution.
Accountable for dealer satisfaction and development of team members to provide outstanding dealer support, build and maintain strong dealer relationships, and development of a pipeline for sales/field rep roles.
Degree Requirement
Bachelor/Undergraduate degree in business with preference to finance, marketing, or management.
Strongest candidates will have a MBA and relevant experience in finance and sales in positions of progressive responsibility.
Skill Descriptors
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions. Level - Working Knowledge • Communicates the importance of customer needs/expectations and commits to resolving them. • Researches and verifies customer needs and expectations. • Solicits customer satisfaction feedback and acts on improvement opportunities. • Helps link organizational objectives to customer needs and expectations. • Meets regularly with customers to understand their wants, needs and expectations.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations. Level - Extensive Experience • Educates others on own organization in terms of the industry - its market position, niche (if any), etc.. • Compares and contrasts the latest developments and emerging issues in the industry. • Raises coworkers' awareness of industry standards, practices and guidelines. • Assesses how regulatory and reporting requirements apply to own organization. • Explains the development of industry segments - trends, consequences, key issues. • Discusses industry-specific cycles and associated considerations.
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment. Level - Extensive Experience • Differentiates assumptions, perspectives, and historical frameworks. • Evaluates past decisions for insights to improve decision-making process. • Assesses and validates decision options and points and predicts their potential impact. • Advises others in analyzing and synthesizing relevant data and assessing alternatives. • Uses effective decision-making approaches such as consultative, command, or consensus. • Ensures that assumptions and received wisdom are objectively analyzed in decisions.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors. Level - Working Knowledge • Delivers helpful feedback that focuses on behaviors without offending the recipient. • Listens to feedback without defensiveness and uses it for own communication effectiveness. • Makes oral presentations and writes reports needed for own work. • Avoids technical jargon when inappropriate. • Looks for and considers non-verbal cues from individuals and groups.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner. Level - Working Knowledge • Works to achieve win-win in negotiations, rather than taking a win-lose approach. • Focuses on issues rather than personalities. • Uses active listening and probing techniques to surface problems, issues, and interests. • Demonstrates a willingness to examine own position. • Presents own position and listens attentively to position of others.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers. Level - Extensive Experience • Communicates to clients regarding expectations of all parties. • Participates in negotiating the terms of the business relationship. • Conducts periodic reviews of work effort, progress, issues, and successes. • Maintains productive, long-term relationships with clients or vendors. • Creates opportunities to educate support teams on client priorities. • Empowers others to establish collaborative, healthy relationships.
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization. Level - Working Knowledge • Summarizes the stages of the business development lifecycle. • Assists in developing new geographical areas for the organization's products or services. • Implements common business development incentive programs. • Assists in creating an incentive plan to encourage new business growth and development. • Researches approaches for exploring new business opportunities.
Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs. Level - Working Knowledge • Uses 'value selling' techniques to successfully engage customers. • Researches the customer's industry and organization before attempting sales calls. • Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements. • Quantifies proposed costs, benefits and value in customer terms. • Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.
Additional Information:
This role is a hybrid position and would require any successful candidate to commit to a 3 day per week in office requirement.
This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of "essential job functions" as that term is defined by the Americans with Disabilities Act. Relocation is available for this position.Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers. Posting Dates: October 17, 2024 - October 24, 2024 Any offer of employment is conditioned upon the successful completion of a drug screen.
EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.
