Area Manager - Cat Mining Finance, Asia Pacific (Asset Finance)

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Job Description:

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.

About Us:

Cat Financial is Caterpillar’s captive finance company. Cat Financial isn’t a traditional financial institution. We are part of the Caterpillar family and work with Caterpillar’s customers and dealers. We provide retail and wholesale financing solutions to Cat customers and dealers for the complete line of Cat equipment.

For over 95 years, Caterpillar has been making sustainable progress possible and driving positive change on every continent. Here you’ll find challenges that excite you and development opportunities to build a lifelong career.

About The Position:

As a part of the specialised Structured Finance Group, manage the sales, origination and relationship management function for CMFAP major mining accounts within the Asia Pacific region. Develop strategies and market equipment finance solutions to support the sale of Caterpillar Mining Equipment to major mining companies and contractors. Work with Caterpillar dealers and internal stakeholders to support mining equipment sales and increase the usage of finance solutions by end-users. Support the credit underwriting process to facilitate annual credit reviews and to establish new credit facilities for Caterpillar customers.

Principle duties and Responsibilities:

• Establishes and maintains good working relationships with all stakeholders, including; customers, dealers and Caterpillar Global Mining through regular visits and communications.

• Supports the development of annual business plans and targets, allocates appropriate resources, provides leadership to the team to ensure plan achievement and monitors and reports performance against plan.

• Identifies, evaluates and provides direction to the CMFAP team on large finance transactions based on customer and credit metrics, dollar value, profitability, pricing, competition and finance dependency.

• Provides direction on pricing discretion, structuring, legal documentation and closing transactions as required.

• Identifies and develops new equipment finance opportunities for regional offices and works with the marketing team to develop programs to pursue those opportunities.

• Liaises with internal and external accounting, tax and legal professionals to support transactions or develop specialized finance solutions as required.

• Provides coordination between local staff and head office to ensure timely and accurate reporting, communication of marketing and training programs, competitive data analysis and business strategy development.

• Participates in continuous improvement objectives such as “6Sigma” and “Lean”, participates in the identification of problem areas and development of solutions to address them.

Key Skills Required:

• 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.

• 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.

• 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.

• 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 behaviours.

• 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.

• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

• 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.

Top candidates will also have:

• High level oral, written, presentation and general communications skills.

• Demonstrated ability to develop and promote positive working relationships with dealers, customers and company employees.

• Thorough knowledge of and the ability to apply managerial and leadership skills and motivate personnel to achieve objectives.

• Thorough knowledge of and demonstrated ability to apply effective problem-solving and decision-making skills.

• Advanced knowledge of and demonstrated understanding of financial products and computational skills, including financial modeling and forecasting.

• Proven knowledge of and the ability to analyse the financial status and credit worthiness of customers.

• Ability to develop, implement and achieve annual business plans and targets.

• Establish pricing policies and manage results to ensure adequate profitability with manageable risk.

• In-depth knowledge of marketing techniques and proven ability to develop and promote financial products and programs, which enhance growth,

• Knowledge of policies and procedures as they pertain to financing and leasing products.

• Demonstrated understanding of the financing and leasing markets within the region.

• Understand of Caterpillar mining products, applications, and markets.

• Thorough understanding of commercial and corporate law and reasonable competencies in tax, accounting and securities knowledge both domestically and internationally.

• Demonstrated ability to establish and manage multiple priorities.

• Advanced ability to read and analyse various financial and business reports.

Required Qualifications & Experience:

• University degree in any of the business disciplines or extensive experience in, and a thorough knowledge of finance origination, commercial lending, marketing, credit, and customer service at the corporate, retail and/or wholesale financing levels.

• Ability to travel both domestically and internationally will be required approximately 25% of the time.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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