Key Outputs
- Provide solutions for all Caterpillar, Energy and Transport industrial related equipment.
- Market Industrial Engines Parts and Service business.
- Provide repair option solutions and technology solutions
- Provide CVA solutions, Repair Option solutions and work with internal and external customers for continued growth of STU, POPs and POLS
- Set up standard work templates and costing templates
- Provide total cost of ownership solutions to Construction and Mining customers
- Opportunity identification
- Grow Industrial Engines STU
- 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• 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)
