Key Accounts Manager at Caterpillar Inc.

Job Summary:

• The successful candidate will 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.

Duties And Responsibilities:

• Provides professional representation in an assigned territory, which includes training for dealer management and support personnel concerning merchandising, and financing programs for private entities and governmental bodies. 
• 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. 
• 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.
• Analyses and evaluates the effectiveness of Company financing programs in an assigned 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.
• Assists Caterpillar Insurance Services Corporation in developing a positive working relationship with Caterpillar dealers. 
• Assists the Caterpillar Insurance Services Corporation staff in promoting insurance services to Caterpillar dealers.
• Provides the dealer with all promotional material on the various insurance products, some of which are passed on to the end-user.
• May explain the insurance products in detail and follows up with the dealers on questions or problems. 
• Shows the dealer how financing and insurance can be sold as a complete package to meet customer needs.
• 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 is responsible for its application in all aspects of employment.

Job Requirements:

• A completed degree in accounting or banking is preferred.
• Minimum of 5 years’ experience in a similar role, with exposure to credit, customer services, collections, marketing, and/or financial statement analysis is recommended. 
• Advanced knowledge of marketing and marketing techniques.
• Demonstrated knowledge of financing and leasing products, policies, and procedures of the subsidiary.
• Advanced knowledge of credit and documentation procedures, processes, and operations.
•  Demonstrated ability to analyze the financial status of customers. Demonstrated ability to define finance/lease markets. Ability to drive a car or adequately arrange for transportation to and from dealerships, customer sites, etc. Knowledge of Caterpillar dealer organizations.