Career Area:
SalesJob 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.
Job Summary
The Field Rep Development Program focuses on building the skills and knowledge that are necessary to partner with Caterpillar Dealers to drive strategy alignment and customer loyalty.
1-3 year Developmental Program
- Customized development plan to understand and learn Caterpillar machines, organizations, and values.
Training
- You will start your journey with a 12-week training program in Peoria, Illinois where you will attend various workshops to build Caterpillar knowledge, soft skills, and how to consult with dealers and customers.
Rotations
- After the training program, you will work in various roles throughout Caterpillar, learning strategy, services and products to help you advance in your future field position.
Role Progression
- Placed into the field with all the experience and knowledge you will need to partner with Caterpillar Dealers to drive strategy alignment and customer loyalty.
Additional Info:
This is an entry-level position designed to build the employees skill sets within a specific industry; following completion of the program, you will move to a field-based position supporting Caterpillar Dealers and customers.
- Program Start Dates: June & September 2025
- Location of rotations varies by industry, but could be: Peoria, IL; Lafayette, IN; Houston, TX; Seguin, TX; Dallas, TX; Tucson, AZ; Minneapolis, MN; Cary, NC
- Travel: 50-75%
- Must be willing to relocate at the end of the program
- Relocation assistance is available for this position
What You Will Do:
- Build foundational knowledge of Caterpillar, its products, services and customers.
- Grow personally and professionally through soft skills development and hands-on technical training.
- Collaborate with experts in product development, dealer management, marketing, and sales, etc.
- Work in various rotational assignments throughout Caterpillar, learning strategy, services and products
- Ultimately, manage assigned territory and serve as a connection between dealers and Caterpillar.
Representative specialization paths include but are not limited to:
- Industry Sales Representative – Develop strategies for a specific industry to win product sales and improve market share
- Technology Sales Representative – Promote technology options for Cat equipment to dealers and customers
- Industry Technical Representative – Support a specific industry by communicating product issues and propose solutions to customers and dealers
- Aftermarket Services Representative – Advance aftermarket parts and service sales in the field
- Product Support & Operations Representative – Increase operational efficiency through the prioritization and execution of projects
- Marketing & Sales Operations Representative – Counsel dealers in achieving marketing and sales operational performance targets
- Digital Operations Representative – Drive growth through representing and deploying the full suite of Caterpillar’s digital solutions with dealer partners
What You Have:
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.
Level Basic Understanding:
- Focuses activities on developing and maintaining positive customer relationships.
- Discusses general differences between internally and externally focused organizations.
- Cites the cost and benefits of good versus poor customer service.
- Explains why customer satisfaction is important to successful product/service delivery.
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 behaviors.
Level Basic Understanding:
- Describes non-verbal behaviors that influence the interpretation of the message.
- Cites examples of effective and ineffective communications.
- Explains the importance of effective business communication.
- Speaks/writes using correct language, mechanics, and gestures.
Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
Level Basic Understanding:
- Explains the value of a disciplined approach to problem solving.
- Describes problem reporting and escalation practices.
- Utilizes accepted procedures for problem analysis and resolution.
- Identifies key aspects of problem-solving techniques used in own area.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Basic Understanding:
- Provides examples of the characteristics of effective business relationships.
- Identifies key business relationships in own organization.
- Describes the nature of a productive business relationship.
- Explains the benefits of building business partnerships.
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.
Level Basic Understanding:
- Presents product, technology or service costs and benefits in reaction to prospect or customer requests.
- Describes general concepts, practices and benefits of value-based versus product selling.
- Documents proposed product/service solutions to be presented to potential customers.
- Pursues additional 'value selling' education or training to enhance traditional sales practices.
Program Qualifications:
- Must be enrolled full time at a 4-year accredited university/college in one of the following degree programs: Business, Marketing, Engineering or similar OR the equivalent experience
- Minimum cumulative GPA of 2.8/4.0 (no rounding)
- Graduation date must be before August 2025
- Must be willing to travel extensively (50 – 70%)
- Must be willing to relocate domestically/internationally based upon business need
What You Will Get:
Each person hired into the Field Representative Development Program is assigned a coach to help guide your progression through the Program. You will receive personalized onboarding, soft-skill, sales and technical training specific to your field assignments, and participate in a variety of rotations across the business to ensure you have the means necessary to achieve your career goals.
About Caterpillar
Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.
Relocation is available for this position.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:
July 8, 2024 - December 12, 2024Any 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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