Field Representative Development Program

Career Area:

Sales

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Caterpillar of Australia has a number of 2025 Field Representative Development Program positions available in both Tullamarine Melbourne and Redcliffe Perth commencing in June.

Program Start Date: June 2025

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.

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.

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, 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.

• Industry Technical Representative: Represent Caterpillar to minimize the technical and commercial impact of customer complaints related to products, applications, and maintenance requirements.

• Aftermarket Services Representative: Advance aftermarket parts and service sales in the field. Drive revenue and growth for the aftermarket solutions business in line with industry strategy in the assigned territory.

What You Have:

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions.

• 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.

• 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.

• 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.

• 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.

• 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:

• Competitive remuneration package.

• Attractive Bonus and Share options.

• Higher Superannuation.

• Career development with global prospects.

• A strong commitment to safety and your wellbeing.

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