Field Representative Development Program

**Career Area**:
Sales

**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**:

- **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.
- 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.
- 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