Key Output • Effective self-management and performance ownership • Coordinate the support of sales specialists, implementation resources, service resources and other sales and management resources as needed to meet customer expectations • Use a CRM system to log all customer site visits, inspections, competitor visits and opportunities, and to manage customer information like contacts and feedback • Analyse leads generated by OLGA and use them to build call plans and sales goals • Assist with quotes for parts, service and equipment management solutions • Acquire and use dashboards on sales activity (calls, logs, etc.
), POPS, Caterpillar indicators, customer surveys • Understand the full range of the dealership's product offerings and how they are intended to meet business and customer needs • Lead dealership strategic account planning process that develops performance objectives, financial targets and critical milestones for one and three-year periods for specific customer accounts • Meet assigned targets for sales quota, profitable sales volume and strategic objectives • Engage in training events that continually grow skills to effectively respond to changing markets and transitioning business strategies.
• Train after sales site managers & PSSR`s.
• Market current and new products to potential southern African customers.
• Identify current and future parts and service opportunities to increase turnover and gross profit percentage to All Customers.
• Negotiate special pricing on parts, marketing strategies and after sales incentive schemes with Caterpillar.
• Obtain Competitor data through trials and test products.
Qualification, Experience and Competencies • Tertiary or Equivalent Qualification (Mechanical or Electrical) • Caterpillar certified earth-moving technician • BWE Leadership Development Course (MMDP) • 8 to 10 years' related business experience • PSSR Advanced Certification • High competence in Microsoft Office • SAP and CRM Minimum Competencies • Customer Acquisition: o Territory Planning (L2/3) o Lead and Opportunity Generation (L2/3) o Qualifying (L2/3) • Sales Execution: o Consultative Selling (L2/3) o Value Selling (L2/3) o Negotiation (L2/3) o Closing (L2/3) o Lead and Opportunity Management (L2/3) • Customer Retention: o Account Development (L2/3) o Customer Care and Relationship Development (L2/3) o Communication (L2/3) • Administrative: o Time Management (L2/3) o Systems Proficiency (L2/3) • Personal Development: o Continuous Learning (L2/3) o Product and Solution Understanding (L2/3) o Industry Understanding (L2/3) o Business and Financial Understanding (L2/3)