Key Outputs
Provide solutions for all Caterpillar, Energy and Transport industrial related equipment.
Market Industrial Engines Parts and Service business.
Provide repair option solutions and technology solutions.
Provide CVA solutions, Repair Option solutions and work with internal and external customers for continued growth of STU, POPs and POLS.
Set up standard work templates and costing templates.
Provide total cost of ownership solutions to Construction and Mining customers.
Opportunity identification.
Grow Industrial Engines STU.
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.
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.
Negotiate special pricing on parts, marketing strategies and after sales incentive schemes with Caterpillar.
Qualification, Experience and Competencies
Minimum Required Qualification
Tertiary or Equivalent Qualification (Mechanical or Electrical).
Caterpillar certified earth-moving technician.
Barloworld Equipment Leadership Development Course (MMDP).
Minimum Required Experience
Eight to Ten years' related business experience.
PSSR Advanced Certification.
High competence in Microsoft Office.
SAP and CRM.
Minimum Required Competencies
Customer Acquisition.
Territory Planning (L2/3).
Lead and Opportunity Generation (L2/3).
Qualifying (L2/3).
Sales Execution:
Consultative Selling (L2/3).
Value Selling (L2/3).
Negotiation (L2/3).
Closing (L2/3).
Lead and Opportunity Management (L2/3).
Customer Retention:
Account Development (L2/3).
Customer Care and Relationship Development (L2/3).
Communication (L2/3).
Administrative:
Time Management (L2/3).
Systems Proficiency (L2/3).
Personal Development:
Continuous Learning (L2/3).
Product and Solution Understanding (L2/3).
Industry Understanding (L2/3).
Business and Financial Understanding (L2/3).
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