Career Area:

Finance

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.

Role Definition

• Responsible for GPW (Gross Premium Written) portfolio volume growth and other KPI (Key Performance Indicator) metrics for covered Energy & Transportation (E&T) industries and Cat dealer territories.

Role Responsibilities

• Advising Cat dealers and E&T customers on ESC (Extended Service Coverage) programs and risk management products to fit customer’s needs. Assisting with ESC quotes and proposals based on evaluation of client coverage needs.
• Building and maintaining strong relationships with customers and dealers and resolving inquiries to achieve high satisfaction survey scores. Initiating renewal process for existing clients.
• Participating and presenting at dealer and industry meetings and conferences, conducting training seminars.
• Supporting Underwriting and Actuarial departments in developing ESC programs and products, implementing robust pricing, risk validation, enrollment and documentation processes.
• Manage services and activities that support the sales and profitability of the insurance products offered by CFIS.  
• Serve as a sales representative for the CFIS assigned product lines in the assigned territory or Caterpillar division.  
• Provide requisite support to Underwriting Department ensuring customer requirements and local market conditions are identified in order to meet critical customer requirements as well as ROE objectives when developing programs and coverage.  
• Establish and manage metric-based processes and reporting to enable effective measurement and management of each program.  
• Provide reports to HQ management on customer satisfaction and engagement, financial results, market penetration and sales forecasting.  
• Foster relationships with Cat Divisions (i.e. FPD, Product Groups and Marketing Profit Centers) that will lead to “packaging” or “encoding” of CFIS products in the sale and lease of equipment.

Consideration for Top Candidates

• Demonstrated ability to define insurance markets and recommend insurance solutions.
• Advanced knowledge in Caterpillar & insurance products, managing insurance products, their applications, and their markets.

Degree / Certification Requirement

• A 4-year college or university degree and a minimum of 5 years exempt experience in insurance, marketing and/or sales is recommended.
• Property & Casualty insurance is preferred.

Skill Descriptors
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.
Level Extensive Experience:
• Discusses industry-specific flagship products and services.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Describes the contribution of own function as it relates to the industry segment.
• Participates in major industry professional associations; subscribes to industry-specific publications.
• Currently works with a major industry segment and associated functions and features.

Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.
Level Extensive Experience:
• Oversees development activities for multiple products or product lines.
• Advises colleagues on implementation and operational considerations.
• Coaches others on key factors that differentiate offerings from that of competition.
• Develops procedures for product planning, development, and delivery cycles.
• Promotes understanding of multiple product and service groups and their interdependencies.
• Monitors regulatory and environmental issues and considerations.

Influencing: Knowledge of effective influencing tactics and strategies; ability to impact decisions within and outside own organization.
Level Extensive Experience:
• Achieves influence and impact even when holding a position contrary to the majority.
• Discards examples of persuasive arguments lacking substance or impact.
• Leads and presents collaborative assessments that persuasively influence decision makers.
• Advises on techniques to build rapport and commitment to common purpose.
• Determines and leverages the decision-making style of the individual or group being influenced.
• Delivers well-received presentations of cost, benefits, risks, and other considerations.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:
• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.
• Empowers others to establish collaborative, healthy relationships.

Insurance Product Features and Benefits: Knowledge of the general components, characteristics, principles, philosophy, and advantages of various insurance products; ability to apply the knowledge of insurance products appropriately to diverse situations such as product innovation and development.
Level Extensive Experience:
• Teaches others about the historical background and future perspective of insurance product features and benefits.
• Creates product documentation or marketing materials highlighting different potential benefits.
• Develops new product features (e.g. coverage, credits, exclusion, etc.) to address changing markets.
• Customizes features of a product to meet the needs/preferences of a specific market segment.
• Files for changes and negotiates with regulatory bodies when a new feature needs to be created.
• Guides others in adjusting mutually dependent features of a product (e.g. premium & deductible, coverage & exclusion).

Cross-functional Collaboration: Knowledge of collaborative techniques and approaches; ability to promote a culture of continuous improvement and working together across functions to solve business problems and meet business goals.
Level Extensive Experience:
• Evaluates different viewpoints and reconciles conflicting interests to achieve a collective understanding and a group mission.
• Establishes shared goals and information sharing platform to foster collaboration.
• Provides optimum solutions for complex problems by using collective intelligence of colleagues' networks.
• Uses specific network of leaderships or experts to help achieve organizational and client goals.
• Resolves issues related to collaborative efforts in varying business conditions.
• Facilitates cross functional team thinking and brainstorming activities to collectively create and share ideas.

Cross-Selling: Knowledge of organizational strategies, tools and techniques for understanding the needs of customers; ability to utilize these to create additional sales.
Level Extensive Experience:
• Determines schedules and manpower for cross-selling campaigns.
• Advises trainers on how to advance the plan, structure and content of a cross-selling arrangement.
• Coaches other on a variety of methods to define target populations and select cross-selling partners.
• Designs multiple cross-selling campaigns.
• Guides employees and expands various types of cross-selling programs and initiatives.
• Establishes and maintains communication channels between product developers and re-sellers.

Understanding Customer Needs: Knowledge of customer needs analysis principles, processes and skills; ability to recognize and be sensitive to the different perspectives and priorities of different customers.
Level Extensive Experience:
• Consults knowledgeable third parties to gain insight into customer needs.
• Utilizes technology-based tools to graphically illustrate customers' needs.
• Recommends the specific types of products appropriate for a customer.
• Oversees analysis of customers' needs and proposes coverage and terms.
• Advises others on how to effectively get customers to accurately and thoroughly reveal their needs and priorities.
• Facilitates the sales and negotiation process by making appropriate and prompt recommendations.

Additional Information:

Spanish and English Bilingual required.

Travel time: up to 60%

Hybrid working schedule

Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.

Posting Dates:

September 11, 2024 - September 17, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.   

EEO/AA Employer.  All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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