Product Specialist: Mining (RI) Readvertised at Barloworld Equipment

Key outputs

• 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

• Tertiary or Equivalent Qualification (Mechanical or Electrical)
• Caterpillar certified earth-moving technician
• Earthmoving experience
• BWE Leadership Development Course (MMDP)
• 8 to 10 years’ related business experience
• PSSR Advanced Certification
• High competence in Microsoft Office
• SAP and CRM

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)