Field Representative Development Program

Career Area:

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.

The Field Representative Development Program focuses on building the skills and knowledge that are necessary to partner with Caterpillar Dealers to drive strategy alignment and customer loyalty.

18–24-month 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 where you will attend various workshops to build Caterpillar knowledge, soft skills, and how to consult with dealers and customers. The program includes travel in Asia and Europe to visit Caterpillar facilities to build technical and product knowledge as well as business skills.

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 Date- June 2025

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 – You will counsel dealers to develop and increase their performance, provide guidance on existing and potential customer service issues and improvement measures within an industry as well as assist dealers on forecast, sales/rental/used strategy planning and sales techniques. You will also support the rollout of new products, analyse and communicate marketplace and competitive activity and analyse product application, configuration and utilisations. You will work with dealers to provide the best solution for individual customers as you assist dealers with business planning and promotional programs that increase sales while maximizing price realization.

• Aftermarket Services Representative – Advance aftermarket parts and service sales in the field. Drive revenue and growth for the aftermarket solutions business (parts, service, worktools, reman) in line with industry strategy in the assigned territory. Collaborate closely with the dealer and counsel to optimize dealer sales force and sales process effectiveness, in addition to leveraging opportunity management systems to Caterpillar’s benefit, while recognizing and respecting the independence of dealer.

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.

• 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.

• 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.

• 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.

• 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.

• 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:

• Accredited university/college degree in one of the following degree programs: Marketing, Science, Engineering, Technical, or related business/technical field

• 1-5 years relevant work experience

• Must have an advanced level of proficiency in both written and spoken English

• 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.

Compensation & Benefits:
Competitive salary based on degree and professional industry working experience. The Total Rewards package includes:

• Work-life Harmony

  • Paid annual and flexible leaves

  • Flexible work arrangements

• Holistic Development

  • Personal and professional development through Caterpillar’s employee resource groups across the globe

  • Career development opportunities with global prospects

• Health & Wellness

  • Medical Coverage – outpatient, dental & medical insurance

  • Employee Assistance Program

  • Flexible Benefits Program

• Financial Wellness

  • Employee Investment Plan as applicable

  • Retirement Scheme as applicable (not for Cat contract roles)

  • Life, Personal Accident Insurance Coverage

  • Pay for Performance - Annual Incentive Bonus Plan

  • Annual Wage Supplement

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.

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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