Senior Key Accounts Manager

2 weeks ago

Pretoria, Gauteng, South Africa Caterpillar Full time

Career Area:

Sales

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.

What you will get up to
Caterpillar Finance has an exciting opportunity for a Key Accounts Manager.

In this role you will 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 CFSC's business plan.


Duties and responsibilities will include, but not limited to:

  • 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 Key Accounts Manager/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.
  • Holds primary responsibility for the local Cat Financial relationship with the dealer finance/sales teams.
  • Fully leverages Sales Excellence tools and 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 financing solutions and selling creative structures to meet customer needs. Employs learned negotiation skills to realize satisfactory company spread returns while also meeting volume goals.
  • Locally monitors key industries/segments served by other Cat Financial groups (. Represents these groups, when opportunities arise, and communicates any leads or pertinent information between the dealer and these groups.
  • Assists in maintaining a strong portfolio by helping in collection of past due accounts, aiding 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.

Skills, Abilities, and Knowledge:


A completed 4-year college or university degree in a relevant field, plus a minimum 5 years' experience in a sales position, with exposure to credit, customer services, collections, marketing, sales and/or financial statement analysis is recommended.


  • Demonstrated knowledge and experience of sales, marketing, and business development.
  • Proven ability to ensure forecast achievement and future portfolio growth through financial merchandising training and counselling, 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.
  • Advanced understanding of each customer's business.
  • 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.
  • Demonstrated ability to analyze the financial status of customers.

About Cat Financial

What will Caterpillar do for you?


From day one, you're set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.

Your power our success and we are committed to empowering yours. After all, when your work can impact the entire world, it's important to do work that matters.

Additional information:

  • No relocation assistance is provided.
  • Travel time: on average 50% local, with some international travel for training/conferences.

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.
Caterpillar is an Equal Opportunity Employer and considers applicants for all positions. Caterp

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