Key Outputs
• Lead a regional sales operation.
• Maintaining sustainable customer relationships.
• Manage and report on all key sales deliverables, including all KPIs.
• Ensure all relevant policies procedures, and guidelines e.g. warranty, sales risk framework, etc are applied
• Perform market research to ensure growth
• Utilise appropriate processes and initiatives (CRM, Conmesa deep dive, etc.) to regularly review and report on sales operational team performance.
• Utilise appropriate processes such as succession planning, PM & L&D to develop and grow team and self
• Liaise with all stakeholders to ensure product delivery (service, parts, rental, product support, etc)
• Periodically present progress on team performance
• Lead sales and team meetings
• Sales funnel management
• Customise pricing for non-standard deals
• Build and maintain relationships with customers and team
• Forecasting of inventory for construction and mining equipment for the region
• Optimise unit growth through high levels of participation and close rates
• Responsible for margins, balance sheet and making sales and Pins targets
• Manage individual and team performance
• Coaching and mentoring of sales team
• Determining site specific machine configurations and ordering of these units
• Increase Catfin participation and market share
• Ensure profitable rates and return is achieved
Qualifications and Experience
• Grade 12
• Bachelor’s Degree / National Diploma or equivalent will be an added advantage
• 8 to 10 years’ experience in the sales environment
• Minimum 5 years’ experience dealing with a principal
• Minimum 3 years leadership experience
• Technical exposure in area of responsibility
• Sound business knowledge.
• Knowledge of competitor products;
• Knowledge of CAT product line including accessories and work tools.
• Sound business and financial acumen.
• Sound knowledge of CAT equipment and industry.
• Knowledge of Cat systems, i.e. FPC, VET, Sales Logix and other software.
• Knowledge of practical uses of equipment on site.
Minimum Required Competencies
• Analytical Thinking (L2)
• Drive, Energy and Initiative (L2)
• Verbal and written Communication (L2)
• Networking and Liaison (L3)
• Customer Responsiveness (L3)
• Influencing and Negotiation (L3)
• Business and Financial acumen (L2)
• Professional / Technical Competence(L1)
• Market insight and customer drive (L2)
• Strategic Marketing and Strategic Focus (L3)
• Practical Execution Management (Planning; Organising and Monitoring) (L2)
• Developing People (L2)
• Entrepreneurial Leadership (L2)