Business Development Consultant - Operating Lease

Location: United States Posted Date: September 12, 2019
Employer: To view company name. See instructions below
Employer Job Id: 190007IF Careermine Job Id: 1801555
JOB SUMMARY: Contribute to revenue and profitability objectives by working with Cat business partners on the development of products and enterprise integration with the greater Caterpillar Organization. Serve as a sales consultant for the assigned product lines in the assigned territory or Caterpillar division. Provide reports to HQ management on customer satisfaction and engagement, financial results, market penetration and sales forecasting. Foster relationships with Cat divisions and Cat dealers while providing 6 Sigma Project support that will lead to packaging or encoding of products in the sales, lease and rental of machines.


  • Maintains relationships and alignment with Cat business partners. Integrates Cat marketing and business development strategies. Reviews opportunities for supporting Cat New Product Introduction (NPI) initiatives while supporting current marketing and business strategies.
  • Provides local/regional market-based input to product pricing decisions. Provides advice on the market impact of product pricing decisions in the assigned marketing territory.
  • Assists in the development and implementation of a sales strategy supporting products.
  • Responsible for dealer development activities in the promotion of products and services in which the market sales channel is originated through CFSC.
  • Initiates and develops good customer relationships with Caterpillar division offices through explanation of programs, answering technical questions and evaluating and attempting to meet competitive offerings obtaining customer acceptance.
  • Evaluates the effectiveness of sales and marketing activities using customer, dealer and other Caterpillar business unit surveys. Reports the results of the surveys to management along with any recommendations for changes.
  • Ensures sales activities are consistent and in compliance with Caterpillar's policies and strategies and all applicable reporting and regulations.
  • 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.



  • Thorough knowledge of and the ability to apply the drivers of dealer satisfaction.
  • Thorough knowledge of and the ability to create and develop Cat Merchandising programs.
  • Thorough knowledge of Cat Financial systems
  • Proven knowledge of and the ability to leverage SFDC.
  • Thorough knowledge of and ability to apply finance concepts.
  • Advanced ability to analyze the financial status of customers.
  • Thorough knowledge of finance/leasing products, policies and procedures.
  • Thorough knowledge of and the advanced ability to apply CFSC credit policies and procedures, documentation and pricing models to negotiate acceptable pricing and terms on transactions.
  • Thorough knowledge of Caterpillar dealer, Caterpillar District and Machine Business Division organizations.
  • Proven ability to develop and enhance positive dealer and customer relationships.
  • Advanced knowledge of and the ability to promote the value of CFSC as a finance/lease and insurance source by focusing on flexibility, quality and high level of service provided.
  • Ability to travel to dealer locations is required on a regular basis 50% or more of the time.
  • Ability to drive a car or adequately arrange for transportation to and from dealerships, customer sites, etc.
  • Advance ability to define marketplace needs and make sound recommendations.
  • Advanced knowledge of assigned products and their markets, compliance and regulations.
  • Demonstrated knowledge of Caterpillar distribution process from product concept to placement with end users.
  • Advanced knowledge of and the demonstrated ability to apply problem-solving and decision-making skills.
  • Advanced knowledge of and the advanced ability to apply math computation skills including those used in financial modeling and forecasting.
  • Advanced knowledge of and the demonstrated ability to apply marketing and marketing techniques.

  • EDUCATION/EXPERIENCE: A 4-year college or university degree and a minimum of 5 years exempt experience in aftermarket, marketing/sales or Caterpillar equipment background is recommended. Some background in Product Support and/or Finance is preferred. Some formal training in commercial and/or property & casualty insurance is desired. Must be licensed or qualified to be licensed in jurisdictions they serve, if assigned to insurance. 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.

    Commercial lending or leasing experience , FPD experience, or dealer facing experience required

    Job Description

    • Drive strategic operating lease initiative by leading training to Cat internal business partners and Caterpillar dealers.
    • Partner with Cat Financial field team to schedule and deliver operating lease training to industry teams and Caterpillar dealer employees.
    • Drive acceptance of operating lease and aftermarket bundled product offerings to enhance customer experience and Cat competitive advantage.

    Additional Job Requirements

    • Demonstrated ability to influence, persuade, and lead change.
    • Ability to create presentations and deliver in person training.
    • Distributor development and customer facing experience preferred.
    • Advanced knowledge of operating lease products and operating lease promotion.
    • Relationship driven results focus.
    • Ability to work self-directed in fast paced dynamic environment.
    Relocation assistance is available for this position.EEO/AA Employer. All qualified individuals - including minorities, females, veterans and individuals with disabilities - are encouraged to apply.