Cat Compact℠ Representative

Caterpillar Inc.•Indianapolis, IN

4d•Hybrid

About The Position

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. Caterpillar is hiring Cat Compact Representatives to join our team in various locations, including Cary, NC; Fisher, IN; Philadelphia, PA; or Houston, TX. Role Summary: This position is responsible for the execution and growth of Caterpillar’s compact equipment business at the dealer level. This role acts as a consultant across retail sales, rental operations, and aftermarket service, ensuring a seamless and differentiated customer experience. The Cat Compact Representative will coordinate operational tactics, drive continuous improvement, and support the full equipment and services offering for small contractor customers.

Requirements

Customer Focus: Demonstrates a strong customer‑centric mindset by anticipating customer needs, building trusted relationships, and leveraging customer insights to deliver tailored solutions, improve satisfaction, and reinforce customer focus as a core business strategy.
Industry Knowledge: Leverages working knowledge of the industry by applying understanding of key products, services, regulations, and trends to functional responsibilities.
Decision Making and Critical Thinking: Applies sound judgment and structured decision‑making by objectively analyzing data, assumptions, and alternatives; evaluating potential impacts; learning from past decisions; and advising others to drive informed, effective outcomes.
Effective Communications: Communicates with impact by tailoring messages to diverse audiences, demonstrating empathy and assertiveness, providing coaching and feedback to others, influencing through appropriate persuasion, and maintaining clarity and focus across all levels of the organization.
Negotiating: Utilizes effective negotiation techniques by listening actively, focusing on issues rather than personalities, evaluating multiple perspectives, and pursuing collaborative, win‑win outcomes.
Relationship Management: Builds and sustains strong, long‑term relationships by clearly setting expectations, partnering in business discussions, conducting regular performance reviews, educating internal teams on client priorities, and empowering others to foster collaborative, productive relationships.
Business Development: Employs business development tools and approaches to identify growth opportunities, support expansion into new geographies, and implement incentive programs that encourage new business development.
Value Selling: Delivers value‑based sales by deeply understanding customer needs, differentiating product and service offerings, acquiring and retaining customers across settings, and coaching others on value‑selling principles while continuously soliciting and applying customer feedback.

Nice To Haves

Proven success in sales with the ability to drive growth, influence outcomes, and deliver measurable results
3+ years of experience in field sales, dealer development, retail operations, rental operations, or aftermarket support
Experience leading project‑based initiatives and working cross‑functionally with key stakeholders, including senior leaders and executives
Strong understanding of dealer operations, customer experience principles, and the use of digital tools to support business performance
Ability to work independently and collaboratively in a fast‑paced, multi‑site environment, supported by strong communication and interpersonal skills
Familiarity with compact equipment, rental operations, or aftermarket service models, with the analytical ability to interpret customer and performance data

Responsibilities

Drive consistent execution of Cat Compact standards, processes, and brand expectations across dealer locations
Serve as the primary operational liaison for Cat Compact, supporting dealer sales, rental, service, parts, and aftermarket execution
Monitor and improve Cat Compact location performance metrics including new customer growth, rental utilization, aftermarket attachment, inventory effectiveness, and customer experience
Identify execution gaps within operations and partner with dealer teams to implement corrective actions and continuous improvement
Support Cat Compact go-to-market programs, local sales initiatives, funnel management, and promotional campaigns developed by central Cat teams
Lead Cat Compact inventory, rental, used, and aftermarket execution, ensuring inventory placement aligns with customer demand and growth objectives
Provide hands-on, on-site support to Cat Compact dealer locations, validating execution quality, inventory accuracy, digital tool adoption, and brand consistency
Build strong dealer and internal stakeholder relationships, act as the voice of the Cat Compact customer, and communicate execution progress to leadership