International Accounts Manager

Career Area:

Job Description:

JOB SUMMARY: Provide professional financial services representation to Caterpillar Dealers, Caterpillar Business Units and assigned mining & multi-national accounts. Develop, solicit and originate, structure complex finance transactions for Caterpillar products and services for specific assigned accounts. Job role requires interface of local Caterpillar Financial offices to service the financing, which may include cross-border financing to customers where no local representation exists

PRINCIPAL DUTIES AND RESPONSIBILITIES:
1.Provides professional representation to assigned account or global customers requiring financing for specific large exposure or multi-country execution through local office or principal office representation, or where customers require cross-border financing in order to achieve CFSC’s business plan, including new business, documentation & syndication fees and ROE requirements. In addition to providing end-user retail financing, counsels customers/dealers on matters such as project financing, merchandising programs, governmental Export Credit Agencies (ECAs) (such as Ex-Im, OPIC, EFIC, MIGA), tax, accounting, legal due diligence and insurance matters relating to financial transactions.
2.Initiates and develops customer relations through in depth knowledge of assigned accounts including evaluating complex project models, analysis of financial statements (often not in English and often not complying with US GAAP standards) and by consulting with clients regarding applications to ECAs.
3.Actively research industry trends and markets in order to assess the possibilities for new business with assigned accounts. Provides intelligence and active financing plan for the assigned accounts. Formulates the medium and long-term business plan, stakeholder /partnership strategy to drive financial revenue.
4.Negotiates terms, conditions, fees, and rates with customers; and reviews specific country issues relating to taxes, collateral security, legal rights, currency risk as well as political and economic data. Ensures the completion of finance transactions within the CFSC system.
5.Understands and negotiates complex legal documents and loan agreements, prepares financial proposals and financial commitment letters, provides input for credit requests, and recommends credit approvals for proposed financial transactions.
6.Provides team leadership for the Transaction Completion Team or assists other International Account Managers. Ensures all functional members (tax, legal, credit, and documentation) participate in the completion of document packages and funding within the customers’ time requirements. Ensures customer satisfaction and oversees the loan closing process.
7.Must be knowledgeable in all areas of country due diligence including legal, tax, business, and cultural protocols in numerous countries. Deals with diverse cultures which extremely important and multilingual skills are very desirable. Structures innovative transactions which meet CFSC’s and the customers’ tax/legal requirements.
8.Ensures the administration and understanding of legal opinions applicable to specific transactions.
9.Represents CFSC to all levels of customer, dealer, and Caterpillar management. Represents CFSC as an industry financial specialist at trade shows and seminars.
10.Understands specific industries such as mining and mining extraction process.
11.Assists the operations staff in the collection of any past due receivable accounts, oversees repossession of equipment as needed and negotiates restructuring of transactions to meet customer’s needs while satisfying CFSC management.
12.Cultivates interest and work with Caterpillar’s international overseas marketing subsidiaries and divisions.
13.Assists in the development of acceptable practices for business development for new geographical, financial or collateral areas.
14.Monitors economic activity or collect market/competitive intelligence in regard to assigned accounts. Continuously evaluates growth areas and potential new markets for possible financing opportunities with Assigned accounts and coordinates CFSC and subsidiaries.
15.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.
16.Understands the Harassment policy of the company and is responsible for its application in all aspects of employment.
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JOB REQUIREMENTS:
SKILLS, ABILITIES, AND KNOWLEDGE:
1.Advanced knowledge of and advanced ability to apply math computation skills.
2.Advanced knowledge of and advanced ability to apply financial modeling and forecasting techniques.
3.Thorough knowledge and advanced ability to analyze the financial status of customers.
4.Advanced knowledge and ability to define finance/lease markets and to make recommendations.
5.Proven ability to monitor market conditions to ensure competitiveness of financial products and pricing, while assuring adequate profit for risk taken.
6.Thorough knowledge of Mining Industry, understand how other market segments such as Rail, Construction and Power Generation can be integrated into assigned account plans.
7.Demonstrated knowledge of Export Credit Agency (ECA) programs (U.S., foreign, and multilateral), their impact on industry and their application to the sale/financing of Caterpillar products.
8.Advanced knowledge and the advanced ability to develop new finance products as needed to meet various business opportunities.
9.Proven ability to promote the value of CFSC as a finance/lease source by focusing on flexibility, quality, and the high level of service provided.
10.Thorough understanding of CFSC credit and lending policies and procedures, currency risk, documentation (i.e. leases, conditional sales, promissory notes, etc.) and pricing models to negotiate acceptable pricing and terms on transactions.
11.Proven ability to develop and enhance positive dealer relationships with assigned accounts, which often includes culturally diverse customers and effectively adapt CFSC requirements to meet customer’s transaction and legal requirements.
12.Thorough knowledge of legal documentation related to the international finance/lease industry.
13.Thorough knowledge of industry finance/leasing products, policies, and procedures.
14.Thorough knowledge of Caterpillar products, their applications, and their markets.
15.Advanced ability to operate computer financial analysis software. Examples might include CQS, Excel, and T-VALUE.
16.Ability to drive a car or adequately arrange for transportation to and from dealerships, customer sites, etc.
17.Multilingual skills are helpful, but not required.

EDUCATION/EXPERIENCE:

A 4-year college or university degree in any discipline and a minimum of 6 years exempt experience in credit, customer services, collections, marketing, financial statement analysis, and/or a related field is recommended. Related fields include insurance companies, government service (i.e. Department of State/Commerce or ECA), or other commercial experience related to international (trade) business. Equivalent experience may be substituted for education.

Location : ZURICH

Caterpillar is an Equal Opportunity Employer (EEO).

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