Barloworld Equipment is the Southern African dealer for Cat Earthmoving Equipment, with operations in South Africa, Lesotho, Swaziland, Namibia, Angola, Botswana, Zambia, Mozambique and joint ventures in the Democratic Republic of Congo. Barloworld Equipment also holds full ownership of the main dealership on the Iberian peninsular and has recently completed...
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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
POPS-C
Customer Satisfaction
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)
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