Career Area: Marketing / Sales / Product Support Job Description: Your Work Shapes the World at Caterpillar Inc. 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. 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. 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. JOB SUMMARY: Market and promote Caterpillar Financial Services Corporation, Caterpillar Financial Commercial Account and Caterpillar Financial Insurance Services financial products and services to Caterpillar dealers and customers in an assigned territory in order to meet CFSC’s business plan. JOB DUTIES AND RESPONSIBILITIES: 1Provides professional representation in a given territory, which includes developing and managing relationships with dealers and Cat District colleagues, while delivering world-class financial services support. The Territory Manager (TM) is tasked with creating advocacy at the dealer and district levels to drive the execution of Cat Financial’s strategy and achieve business targets. Holds primary responsibility for the local Cat Financial relationship with the dealer finance/sales teams acting as a liaison between NABC and the dealer for the facilitation of transactions. In addition, represents and often champions certain credits and/or structures, when warranted, to seek reasonable and timely credit decisions. Evaluates the current market with the goal of identifying gaps to address and opportunities to pursue. Actively uses all tools and analysis available to assist in these efforts, including but not limited to: competitive intelligence, lost opportunity analysis, PODD analytics and Keyquest market opportunity analysis. Fully leverages Sales Excellence tools and MBD/dealer collaboration to segment customers and build an effective coverage and calling strategy. Prioritize time and resources to meet company participation and customer visit targets while properly managing opportunities through the sales pipeline stages. Serves as a consultant to our customers by delivering sophisticated financing solutions and selling creative structures to meet customer needs. Employs learned negotiation skills to realize satisfactory company spread returns while also meeting PODD/volume goals. Leverages retail customers and prospecting to develop direct lending opportunities. Develops proficient knowledge of the various direct solutions, including working capital/refinance, RLOC and equipment lending capabilities. Consistently incorporates these solutions into their sales approach with customers with the goals of increasing customer loyalty and meeting specific direct business targets. Leverages NABC support, responsible for initiating finance quotes, credit submission and document finalization. Manages exposure level to insure credit availability for new retail sales. Locally monitors key industries/segments served by other Cat Financial groups (Corporate Accounts, CMF, CPF, and Capital Markets). Represents these groups, when opportunities arise, and communicates any leads or pertinent information between the dealer and these groups. Represents CFSC and CFCA products/programs by providing support and delivering merchandising training for dealer management and support personnel. Execute customer-focused programs or strategies, in collaboration with the MBD and dealers, in order to achieve PINS, PODD, volume and spread goals. Assists in maintaining a strong portfolio by helping in collection of past due accounts, providing assistance with audits and equipment inspections, overseeing repossessions on occasion and negotiating restructured transactions. Assures and drives improvement in dealer satisfaction, business unit satisfaction and customer loyalty. Understands the value of CFIS and supports the Area Sales Operations Managers’ (ASOM) efforts to promote CFIS products and services to Caterpillar dealers and end-user customers. Assists ASOM in developing a positive working relationship with Caterpillar dealers. 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: Advanced understanding of each customer’s business. Advanced knowledge of and the demonstrated ability to execute strategies and team concepts. Advanced knowledge of loan and lease products and the ability to articulate the differences from the customer’s perspective. Advanced ability to provide consultant services, which requires a working knowledge of financial statements, cash flow and bonding. Thorough knowledge of and ability to apply math computation skills including those used in financial modeling and forecasting. Demonstrated ability to analyze the financial status of customers. Thorough knowledge of finance/leasing products, policies, and procedures. Advanced knowledge of the Cat vocational truck, its applications and markets. Advanced knowledge of TRAC and split TRAC leasing products specific to the trucking industry. Advanced knowledge of lien perfection requirements for the motor vehicles Thorough understanding of CFSC credit policies and procedures, documentation, and pricing models to negotiate acceptable pricing and terms on transactions. Thorough knowledge of CFCA products including policies and procedures. Thorough working knowledge of Caterpillar dealer organizations. Demonstrated knowledge of marketing and marketing techniques. Proven ability to ensure forecast achievement and future portfolio growth through financial merchandising training and counseling, development of merchandising programs, and development of new finance products and opportunities. Proven ability to develop and enhance positive dealer and customer relationships. Proven ability to monitor market conditions to ensure competitiveness of financial products and pricing while assuring adequate profit for risk taken. Advanced knowledge of and the ability to promote the value of CFSC, CFCA independently or as bundled financial solutions by focusing on flexibility, quality and high level of service provided. Demonstrated ability to define finance/lease markets. Demonstrated knowledge of Caterpillar products, their applications, and their markets. Demonstrated knowledge of CFSC credit and documentation procedures, processes and operations. Demonstrated ability to apply human relations skills. Ability to drive a car or adequately arrange for transportation to and from dealerships, customer sites, etc. EDUCATION/EXPERIENCE: A 4-year college or university degree in any discipline, a minimum of 2 years exempt experience in a sales position and 3 years exempt experience in credit, customer services, collections, marketing, sales and/or financial statement analysis is recommended. Equivalent experience may be substituted for education. Compensation & Benefits Base Salary for this role ranges from $109,860.00 - $175,776.00. Actual salary will be based on experience. Total rewards package, beyond base salary included: Annual Incentive bonus plan Medical, dental and vision coverage starting day 1 Paid time off plan (Vacation, Holiday, Volunteer, Etc) 401(k) Savings Plan including company match Health Savings account (HSA) Flexible spending accounts (FSAs) Short and long-term disability coverage Life Insurance Parental Leave Employee Assistance Program Voluntary benefits Career Development * Subject to annual eligibility and incentive plan guidelines. Relocation is available for this position. Summary Pay Range: $109,860.00 - $203,988.00 Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar. Benefits: Annual incentive bonus plan* Medical, dental, and vision coverage Paid time off plan (Vacation, Holiday, Volunteer, Etc.) 401k savings plan Health savings account (HSA) Flexible spending accounts (FSAs) Disability benefits Life Insurance Parental leave Healthy Lifestyle Programs Employee Assistance Programs Voluntary Benefits and Employee Discounts Tuition Reimbursement Career Development *Subject to annual eligibility and incentive plan guidelines. EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply. Not ready to apply? Submit your information to our Talent Network here. There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar. Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.