Area Manager - Cat Mining Finance, Asia Pacific (Asset …, Melbourne

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
- Establish and maintain good working relationships with all stakeholders, including customers, dealers and Caterpillar Global Mining through regular visits and communications.
- Support the development of annual business plans and targets, allocate appropriate resources, provide leadership to the team to ensure plan achievement and monitor and report performance against plan.
- Identify, evaluate and provide direction to the CMFAP team on large finance transactions based on customer and credit metrics, dollar value, profitability, pricing, competition and finance dependency.
- Provide direction on pricing discretion, structuring, legal documentation and closing transactions as required.
- Identify and develop new equipment finance opportunities for regional offices and work with the marketing team to develop programs to pursue those opportunities.
- Liaise with internal and external accounting, tax and legal professionals to support transactions or develop specialised finance solutions as required.
- Provide 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.
- Participate in continuous improvement objectives such as 6Sigma and Lean, identify problem areas and develop 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 analyse 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 team-oriented 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 modelling and forecasting.
- Proven knowledge of and the ability to analyse the financial status and creditworthiness 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 that 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.
- Understanding 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. Caterpillar is an Equal Prospect Employer. Qualified applicants of any age are encouraged to apply. #J-18808-Ljbffr Apply on Kit Job: kitjobau.com/job/3rio2l