2024 Field Rep Development Program - Paving Industry Sales Rep
Caterpillar

Job Info

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Career Area:
Sales
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.

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 and products to help you advance in your future field position.

Role Progression

• Released with all the experience and knowledge you will need to partner with Caterpillar Dealers to drive strategy alignment and customer loyalty.

Our Paving division focuses on worldwide sales, service and marketing for the Paving machinery group. The Paving team exclusively partners with the Cat dealer network to promote and commercially support the sale of Cat-branded products, solutions and services.

Additional Info:

This is an entry-level position designed to build the employees skill sets within our Paving Division; following completion of the program, you will move to a field-based position supporting Caterpillar Dealers and customers.

• Start Date: September 3rd, 2024
• Location of this position during rotations is Brooklyn Park, MN
• 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.
• Work in various rotational assignments throughout Caterpillar, learning strategy and products; Manage assigned territory and serve as a connection between dealers and Caterpillar.

Representative specialization path:

• Industry Sales Representative - Develop strategies for the industry to win product sales and improve market share

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.

Service Excellence: Knowledge of customer service concepts and techniques; ability to meet or exceed customer needs and expectations and provide excellent service in a direct or indirect manner.

Level Basic Understanding:

• Cites personal experiences of receiving excellent customer service.
• Describes examples of poor, mediocre, and excellent service.
• Explains how managing customer perceptions and expectations enhances customer service.
• Describes several important business benefits of providing high quality service.

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 2024
• 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.

Posting Dates:
June 28, 2024 - July 7, 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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