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Industry Representative

This job posting is no longer active.

Location: Houston, TX, United States
Date Posted: Feb 15, 2020

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Job Description



What matters most to you?  Is it being 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, our solutions help our customers build a better world!


The Electric Power Division has an exciting opportunity for a Retail Electric Power Solutions (REPS) Territory Representative. The primary location for this position is Houston, Texas.  As an Industry Representative with the REPS / Electric Power Division, you will consult with dealers to market Caterpillar products and services and assist in the development of dealer sales capability. This is a field-based assignment for an energetic individual contributor where assignments are complex, challenging and lend themselves to strategic decisions across a multitude of dealers.


Job Duties/Responsibilities may include, but are not limited to:


  • Responsible for delivering both top line sales revenue for the territory and managing sales variance to meet profit goals 
  • Responsible for working with individual dealers within your territory to insure they meet their top line sales goals and sales variance targets. Careful management of the Sales Funnel will be key to your success.
  • Act as a sales liaison among dealers, customers and other Caterpillar personnel. You should be familiar with the company’s products, processes, systems and methodologies and accountable for identification, analysis and resolution of needs and problems in the Electric Power industry.
  • Performs complex analysis work, identifies and resolves problems that are more strategic in nature. Challenges include developing and meeting territory goals in delivering results, identifying and recommending alternative courses of actions, making timely decisions and developing greater communication skills. Direct work with other Caterpillar units, customers, and possibly suppliers require incumbent to demonstrate skill in negotiation, building consensus and achieving compromise.  
  • Counseling dealers in developing increased human performance capability; providing guidance on existing and potential customer service issues and improvement measures within the Electric Power industry; assisting dealers on forecast, sales strategy planning and sales techniques; supporting rollout of new products (e.g., products, parts, customer service agreements, other service products). 
  • Analyzing and communicating marketplace and competitive activity to Caterpillar personnel and dealers; analyzing product application, configuration and utilization that provide the best solution for a customer; assisting dealers with business planning; creating and promoting programs that increase sales while maximizing price realization; and continuing to develop required proficiency level in the specified foundation competencies and skills.  
  • Remain current on customer/dealer market and needs and understand how and why decisions are made within their work group and organization. You will 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. Your knowledge of products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations and needs and will contribute to strategic planning.
  • Direct your development and continual learning through experience and staying abreast of technology changes. Key learning comes from continued experience in the assigned industry, enhancing communication and people relationship skills, improving problem solving and analysis ability, building and using business skills, enhancing use of Caterpillar systems and developing leadership abilities. You must stay abreast of industry and technology changes and relate those changes to Caterpillar, dealer and customer needs.


Basic Qualifications:

  • Bachelor’s degree, preferably in Marketing, Electrical Engineering or Mechanical Engineering
  • 2+ years industry experience in Marketing, Sales, Dealer or Product Marketing
  • Power generation experience (or willingness to learn) within Sales or Marketing as a field representative, marketing representative, product application, and/or a similar role from various industries.

Top Candidates will also have:

  • Knowledge of Electric Power Generation Products.

  • Strong communication and leadership skills.
  • Demonstrated ability to work independently and on larger scale, more complex assignments.

  • Ability to influence others in the work group, dealer personnel and customers.
  • Prior dealer facing experience.
  • High level of initiative and ability to work with minimum supervision.
  • Strong relationship building skills.

Additional Information:

  • Depending on the candidate selected, this role may have both an Internal Sales Representative perspective and a strong field/travel presence.  Must be willing to travel up to 75%. 
  • Relocation assistance is available for this position.
  • This position will close Friday, February 14, 2020 at 11:59 PM CST. 

Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at

EEO/AA Employer. All qualified individuals – including minorities, females, veterans and individuals with disabilities – are encouraged to apply.

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Job Info

Feb 15, 2020


United States