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.
Maintain an accurate account database.
Achieve applicable Key Performance Indicators:
POPS-C
Customer Satisfaction
Grow Machine Rebuild STU
Lead opportunity identification, qualification, development, and closure.
Promote 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.
Analyze 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.
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).
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