Finance Manager - Sales

Knowledge And Skill Requirements

Understanding of basic financing principles, deal structures, and how financial decisions impact customer value and organizational profitability.

General knowledge of legal, procedural, and risk‑mitigation requirements related to financial transactions and customer documentation.

Ability to manage detailed paperwork, maintain accuracy, and oversee smooth workflow across multiple steps in the sales and financing process.

Strong ability to communicate clearly with customers, internal teams, and external partners while resolving issues and building trust.

Skill in leading teams, interpreting performance data, and driving process improvements to support operational efficiency and organizational goals.

• Bachelor’s degree with a concentration in business, finance, accounting, or a related field.
• Equivalent work experience in sales support, finance, lending, or equipment dealership operations may be substituted in place of a degree.
• Additional training or certifications in credit, finance, or compliance are a plus.

• Manage and guide the finance representatives responsible for performing all deal‑structuring and compliance tasks, ensuring consistency, accuracy, and efficiency across the team.
• Work with Sales Representatives to structure deals that meet customer needs and dealer profitability goals.
• Support sales reps in closing deals, overcoming objections, and presenting value messages tied to total cost of ownership (TCO).
• Ensure all required compliance checks are completed for every deal—including lien searches, lien clearance, and other risk‑mitigation steps.

• Lead, manage, and coach the finance representatives who prepare and process all financing documentation, ensuring accuracy, compliance, and consistency across all transactions.
• Prepare and submit finance applications to Cat Financial and alternative lenders (banks, lease companies, municipal finance partners), while overseeing and guiding reps who perform these same tasks.
• Align each deal with Caterpillar Financial Services’ current programs, seasonal specials, lease structures, and incentives, ensuring finance reps follow the same standards.
• Negotiate approvals, terms, and conditions to match customer credit profiles and mentor and train sales reps in these areas.
• Advise customers on financing solutions—directly and through the team you lead—including:
• Installment loans
• Finance leases
• Cat Card
• Governmental/municipal financing packages
• Rental Purchase Options (RPOs)

• Lead and oversee the finance representatives responsible for preparing, collecting, and processing all deal documentation, ensuring accuracy, timeliness, and compliance throughout the sales and financing process.
• Oversee complete, accurate documentation for:
• Sales contracts
• Lease agreements
• UCC filings
• RPO conversions
• Customer insurance requirements
• Government bidding documentation
• Communicate proactively with customers to explain documentation requirements, collect necessary records, clarify any missing information, and ensure all signatures and approvals are obtained.
• Maintain ongoing communication with Sales Representatives to provide clear visibility into where each deal stands within the finance and sales workflow, including outstanding items, funding status, and timeline for equipment delivery.
• Review, approve, and sign off on completed deal packets to authorize billing, ensuring all financial, compliance, and documentation standards are fully met before processing.

• Maintain full compliance with all federal, state, and industry regulations, including Truth in Lending, OFAC, Red Flags, privacy rules, and required disclosures.
• Ensure proper document storage, secure handling of customer information, and adherence to all dealer and CAT Financial compliance standards.
• Prevent fraudulent or high‑risk transactions by validating customer identity, residence, income, and business legitimacy as required.
• Confirm that proper insurance coverage is…