Key outputs
• Build productive, professional relationships and strategic partnerships with key personnel in assigned Key Account customer accounts.
• Proactively assess, clarify, and validate customer needs on an ongoing basis
• Consult with Key Account customers about equipment life cycles, maintenance and replacement budgets and other solutions that will lower their owning and operating costs and support customer success.
• Assist with quotes for parts, service, and equipment management solutions
• Understand the full range of the dealership’s product offerings and how they are intended to meet business and customer needs
• Responsible for Marketing after sales products and services
• Liaison Between Barloworld and Key Customer accounts
• Business Planning and / Budgeting Planning
• Where possible inspect all failed machines/components/parts with Technical Rep and advise / train / educate customers accordingly
• Use Salesforce to load all sale opportunities , customer meetings and calls, and machine inspections.
• Compile and submit a monthly report with forecasts attached to management
• Complete machine inspections and undercarriage inspections as per required targets.
• Forecast undercarriage replacements and advise the customer.
• Discuss machine and undercarriage inspection reports regularly with customers
• Responsible for selling Caterpillar marketing initiatives
• Parts quotations followed up and converted into sales
• Promote part sales through service
• Achievement of Targeted Budget and Effective Expenses Management
• Achievement of Operations and customer monthly KPI’s
Qualification, Experience and Competencies
• Matric/Grade 12
• Qualified diesel/earthmoving equipment mechanic (or equivalent qualification);
• 5 years Caterpillar experience as an artisan
• B. Tech Sales/Marketing Diploma or Certificate – preferable
• Workplace Competencies Business development skills and knowledge
• Sound business communication skills (Managerial and technical report writing critical in role)
• Sound technical knowledge of product brands
• Sound business communication skills
• Basic financial management skills
• PC and Microsoft Office knowledge
• Behavioural Competencies: Relations skills
• Problem solving
• Analysis and Attention to detail
• Listening, Influencing and Negotiation