JOB PURPOSE:
To assist dealers to market Caterpillar products and services and assist in the development of dealer sales capability. This is generally the first field assignment following completion of the pre-field marketing training program.
JOB DUTIES:
The key role of this first level field assignment position is to learn and assist others, while building industry knowledge. The incumbent learns to become a sales liaison among dealers, customers and other Caterpillar personnel. Also becomes increasingly familiar with the company’s processes, systems and methodologies. A more senior representative and the supervisor/manager typically direct work. Decisions made by this position are more routine and with limited risk issues. Challenges include meeting expectations in delivering results, learning to consider alternative courses of actions, making timely decisions and developing communication skills.
Primary roles of the incumbent include assisting dealers in developing increased human performance capability; providing assistance on existing and potential customer issues and improvement measures within one industry; assisting dealers on forecast, sales/rental/used strategy planning and sales techniques; supporting rollout of new products (e.g., products, parts, customer service agreements, other service products); communicating marketplace and competitive activity to Caterpillar personnel and dealers; assisting with analyzing product application, configuration and utilization that provide the best solution for a customer; assisting dealers with business planning within one industry; helping to create and promote programs that increase sales while maximizing price realization; and developing required proficiency level in the specified foundation competencies and skills.
Individuals in this position must understand customer/dealer market and needs and build an understanding of how and why decisions are made within their work group and organization. They may be responsible for applying those decisions to support and develop product sales, dealer effectiveness, overall segment growth, NPI process, process improvement, sales management process improvement, etc. Incumbents learn to apply their knowledge of products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations and needs.
Incumbents, along with their manager, will direct their development and continual learning through experience and staying abreast of technology changes. Key learning comes from gaining experience in the assigned industry, developing communication and people relationship skills, improving problem solving techniques, building business skills, enhancing use of Caterpillar systems and developing leadership basics. Incumbents must stay abreast of industry and technology changes and learn to relate those changes to Caterpillar, dealer and customer needs.
BACKGROUND/EXPERIENCE:
This position requires a college or university degree or equivalent experience and completion of the Caterpillar pre-field marketing training program. Incumbents usually have had 1 to 2 years prior experience in general development/training. Incumbents begin exhibiting ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers.
Caterpillar is an Equal Opportunity Employer (EEO).
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