Senior Sales Support Representative

Senior Sales Support Representative

Your Work Shapes the World at Caterpillar Inc.

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 team representatives 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

The Senior Sales Support Representative provides our dealers and customers with a primary point of contact to help facilitate velocity transactions for machines financing and Cat Commercial Account.

Responsibilities

• Lease End Resolution
• Gaining Intent
• Quoting
• Returns
• Month to Month
• Defaulting
• Legal Intake helps manage process of customers and dealers amending existing contract documentation for specific transactions.
• Focus on velocity transactions by providing support for our dealers and customers at the point of sale, helping to increase PINS, PODD, dealer satisfaction, and customer loyalty.
• Consultant to our dealers and customers on aftermarket financing solutions with a focus on Cat Commercial Account, promoting financing offers, and developing go to market strategies with our dealers.

Attributes

• Sales Driven
• Initiative
• Adaptability
• Customer/Dealer Focus
• Relationship Building
• Proactive

Skill Required

• Finance and Accounting: Knowledge of finance and accounting practices, financial analysis, and reporting; ability to apply finance knowledge appropriately to diverse situations.
• Service Excellence: Knowledge of customer service concepts and techniques; ability to meet or exceed customer needs and expectations and provide excellent service in a direct or indirect manner.
• Accuracy and Attention to Detail: Understanding the necessity and value of accuracy; ability to complete tasks with high levels of precision.
• Analytical Thinking: Knowledge of techniques and tools that promote effective analysis; ability to determine the root cause of organizational problems and create alternative solutions that resolve these problems.
• 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.
• Loan Origination: Knowledge of the skills, methods and technologies used to process new loan applications; ability to perform loan origination activities while adhering to established policies and procedures.

Provide sales support to the local office, FPD Field Sales team, Caterpillar dealers, MBD's and OEMs.

Principal Duties and Responsibilities:

Provides finance quotations to Cat Dealers, customers and internal staff. These quotations may include various suggested alternatives or scenarios. Provide valuable subject matter expertise on financial products to Cat Dealers, customers and internal staff including, financial merchandising programs and benefits of working with Caterpillar Financial. May work with Dealers and internal staff to develop and coordinate merchandising focus programs and assist in sales promotions. Understands and can efficiently utilize local office systems. May generate and send document packages to Dealers, customers and internal staff. Utilizes knowledge of financial transactions, state, federal, personal and property taxes and UCC regulations, if applicable, to prepare the correct documents. Prepares transactions for documentation outside of booking system and provides casualty values and amortization schedules. May gather and analyze Corporate Account customer information and documents to ensure correct document preparation such as constitution, board resolutions and searches. Final prices transactions before funding, including verifying the correct pricing, merchandising programs and amending quotes as needed before funding. Assists in investigating and resolving outstanding customer or merchandising claims (grief) for customers and assigned dealers. Assists in the development, maintenance and execution of Caterpillar driven merchandising programs and may assist with training dealers and internal staff. May make recommendations on sales related issues by developing, analyzing and maintaining local office, area and region office sales and statistical reports, which determine the growth opportunities, effectiveness of sales efforts and competitiveness. May prepare specific reports as requested from time to time by Dealers and internal staff. Explains documentation, credit evaluation, sales promotions, merchandising programs, quoting, collections, cash applications any conditions precedent and all finance products (i.e.: tax and finance leases, governmental leases, and ISC's) to Dealers and customers. May prepare manual invoicing for specific customers as needed. May explain invoicing issues to customers and independently resolve billing questions. May assist dealer personnel and internal staff with Dealer Wholesale financing including, short-term receivables, Dealer invoices and other Dealer financing programs. This assistance would including understanding and application of relevant wholesale merchandising programs, interacting with internal staff including, Treasury, Accounting, Dealer Credit and Document Services and ensuring quoting, booking, funding and reconciliation. May preform the overall process of resolving lease end of term options and balloon payments including quoting, credit analysis, documentation, customer interaction and resolution. May work with local MBD Machine Reps, dealers and internal staff when needed on marketing leads and tracking systems, Merchandising Programs, reporting and other items as needed. Assists in managing Sales Excellence initiatives (participation reporting, Assigned Accounts, etc.). May provide equity analysis, dealer executive reviews, job site solutions quoting and CFSARL quoting. May provide sales support for a specific dealer(s) territory and focuses on supporting the entire sales process within their territory. May assist with dealer training and dealer communication and may travel to dealers to provide training. May price machines in current CFSC inventory for purposes of remarketing. May quote rental terms for current CFSC inventory May respond to field requests to identify potential future inventory in current lease portfolio. May provide back-up support to Remarketing Sales Reps for machine quoting and/or dealer enquiries. May collect market competitive information to support machine pricing. May provide machine sourcing information to dealers. May assist Remarketing Sales Team with Pipeline Management. 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 for its application in all aspects of employment.

Job Requirements:

Skills, Abilities, and Knowledge:

Thorough knowledge of and demonstrated ability to apply math computation skills including working knowledge of a financial calculator. Advanced knowledge of ability to analyze customer credit summaries and past due accounts. Thorough knowledge of and demonstrated ability to apply financing and taxation principles. Thorough knowledge of and demonstrated ability to prepare sales reports and sales related statistical reports. Thorough knowledge of sales, credit and customer services concepts and techniques. Thorough knowledge of Caterpillar products, their applications, and their markets. Thorough knowledge of CFSC financing and leasing products and documentation principles. Thorough knowledge of past due account collection procedures and techniques. Thorough knowledge of billing, invoicing, and dealer payment principles and concepts. Thorough knowledge of UCC filing requirements and their applicability to bankruptcy laws and regulations. Advanced knowledge of and demonstrated ability to calculate casualty values and amortization schedules. Advanced knowledge of finance and leasing systems (such as InfoLease or other comparable systems) to answer accounting related customer or dealer questions. Proven ability to develop and maintain good working relationships with customers and dealer personnel. Advanced ability to develop and maintain reporting techniques to determine the growth, effectiveness and competitiveness of CFSC. Advanced ability to develop accurate, competitive and timely finance lease quotes for customers at an acceptable yield to CFSC. Advanced ability to plan, organize and prioritize daily job tasks to maintain high quality service to internal and external customers.

Education/Experience: A 4-year college or university degree in any discipline and a minimum of 4 years exempt experience in credit, customer services, collections, marketing, financial statement analysis and/or accounting is recommended. Previous exempt work experience must be progressively increasing in responsibility and accountability and demonstrate an ability to gain in knowledge, skills and responsibility such that a level of full competency can be reached. Equivalent experience may be substituted for education.

Additional Information: