Position Outputs • Provide specialist advice on all customer rebuilds and repair requirements • Build and sustain excellent customer relationships • Research market trends to anticipate regional and overall performance as well as to address gaps in the market.
• Identify opportunities by region and initiate plans to convert key customers.
• Responsible for understanding customer needs and applying a consultative selling style while proposing tailored solutions • Maintaining an accurate account database • Achieving applicable Key Performance Indicators o POPS-C o Customer Satisfaction o Grow Machine Rebuild STU • Lead and opportunity identification, qualification, development and closure • Promoting dealership services Facilitate S&OP process i.e.
Components forecasting, marketing intelligence, growth plan execution, Caterpillar and Barloworld Equipment Alignment.
• 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 • Identify current and future parts and service opportunities to increase turnover and gross profit percentage to top 30 customers • 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 • Earthmoving experience • 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)