Field Sales Representative

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.

WE BUILD WHAT MATTERS

What matters most to you? Is it being a part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work. Together, we can build what matters.

About EPD:

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

Electric Power has an exciting opportunity for a Field Sales Representative. The position is responsible for sales of diesel generator sets 1250kW and below plus Gas products 500kW and below. You will develop relationships with our dealers, customers, and internal partners, driving results through great communication, accountability, and responsiveness! The assigned territory coverage is within North America, primarily with assigned dealers in the mid-Atlantic and Southeast.

What you will do:

• Develop growth plans, improve customer relationships, and grow sales with key customers for new sales.

• Perform regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.

• Conduct presentations on products or services for stakeholders, answer customer questions, and address customer needs.

• Develop strategy to increase dealer retail electric power sales capabilities.

Degree Requirement:

• Degree or equivalent experience desired.

What you will 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 Working Knowledge:

• Communicates the importance of customer needs/expectations and commits to resolving them.

• Researches and verifies customer needs and expectations.

• Solicits customer satisfaction feedback and acts on improvement opportunities.

• Helps link organizational objectives to customer needs and expectations.

• Meets regularly with customers to understand their wants, needs and expectations.

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Level Basic Understanding:

• Explains how own organization compares to others in the industry.

• Describes key products and services in the industry.

• Identifies key industry segments and associated characteristics.

• Names key industry players, leaders, and trendsetters.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Level Basic Understanding:

• Explains characteristics and steps in an effective decision-making process.

• Identifies issues and communicates with others when a decision needs to be made.

• Names decision makers in own environment and cites examples of past decisions.

• Describes types of decisions incumbent may and may not make in own job or function.

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.

Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Level Basic Understanding:

• Describes qualities of effective and ineffective negotiations.

• Explains the basic concepts of negotiating.

• Accesses organizational policies and practices for negotiating.

• Utilizes techniques for establishing rapport and building trust.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Working Knowledge:

• Provides prompt and effective responses to client requests and interactions.

• Monitors client satisfaction levels on a regular basis.

• Alerts own team to problems in client satisfaction.

• Differentiates the roles and responsibilities in a business relationship.

• Works with clients to address critical issues and resolve major problems.

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.

Additional Information:

• This position will sit from the Dallas, TX office location.

• Domestic relocation assistance is offered for this position.

• Visa Sponsorship is not offered for this position.

• Domestic travel of 50-70% is required.

Employee Benefit Details:

• Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.

• Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and 401K) along with the potential of an annual bonus.

• Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Final Details:
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

#LI

Posting Dates:

November 13, 2024 - December 2, 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.

Not ready to apply? Join our Talent Community .