• Territory Manager Jobs in United States Of America

  • Caterpillar Power India Pvt Ltd
  • United States Of America, Usa
  • Save Job
  • 3 - 6 Years
  • Posted : above 1 month

Job Description:

Territory Manager (Austin, TX) - ( Job Number 190006M9 )

JOB SUMMARY Market and promote Caterpillar Financial Services Corporation (CFSC), Caterpillar Financial Commercial Account (CFCA) and Caterpillar Financial Insurance Services (CFIS) financial products and services to Caterpillar dealers and customers in an assigned territory in order to meet CFSCs business plan


1 Provides 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 Financials strategy and achieve business targets

2 Holds primary responsibility for the local Cat Financial relationship with the dealer finance/sales teams Acts 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

3 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

4 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

5 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

6 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

7 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

8 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

9 Assures and drives improvement in dealer satisfaction, business unit satisfaction and customer loyalty

10 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

11 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

12 Understands the Harassment policy of the company and is responsible for its application in all aspects of employment



1 Advanced understanding of each customers business

2 Advanced knowledge of and the demonstrated ability to execute strategies and team concepts

3 Advanced knowledge of loan and lease products and the ability to articulate the differences from the customers perspective

4 Advanced ability to provide consultant services, which requires a working knowledge of financial statements, cash flow and bonding

5 Thorough knowledge of and ability to apply math computation skills including those used in financial modeling and forecasting

6 Demonstrated ability to analyze the financial status of customers

7 Thorough knowledge of finance/leasing products, policies, and procedures

8 Advanced knowledge of the Cat vocational truck, its applications and markets

9 Advanced knowledge of TRAC and split TRAC leasing products specific to the trucking industry

10 Advanced knowledge of lien perfection requirements for the motor vehicles

11 Thorough understanding of CFSC credit policies and procedures, documentation, and pricing models to negotiate acceptable pricing and terms on transactions

12 Thorough knowledge of CFCA products including policies and procedures

13 Thorough working knowledge of Caterpillar dealer organizations

14 Demonstrated knowledge of marketing and marketing techniques

15 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

16 Proven ability to develop and enhance positive dealer and customer relationships

17 Proven ability to monitor market conditions to ensure competitiveness of financial products and pricing while assuring adequate profit for risk taken

18 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

19 Demonstrated ability to define finance/lease markets

20 Demonstrated knowledge of Caterpillar products, their applications, and their markets

21 Demonstrated knowledge of CFSC credit and documentation procedures, processes and operations

22 Demonstrated ability to apply human relations skills

23 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

EEO/AA Employer All qualified individuals including minorities, females, veterans and individuals with disabilities are encouraged to apply

Relocation assistance is available for this position

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Manufacturing/Industrial
Functional Area : Accounting/Tax/Company Secretary/Audit
Role : Other Accounting
Salary : As per Industry Standards
Deadline : 16th Mar 2020

Key Skills:

Company Profile:

Caterpillar Power India Pvt Ltdarfix

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