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 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 aftersales and parts counter staff
• 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
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