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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Accountable for driving own work and visiting customers to generate turnover by proactively selling
Maintaining an accurate account database
Achieving applicable Key Performance Indicators
POPS-C
Coverage/PAR
Customer Satisfaction
Lead and opportunity identification, qualification, development and closure
Promoting dealership services
Prospecting for new customers and managing existing customer base
Identifying leads and opportunities for conversion
Develop and manage a sales pipeline for assigned customer base by employing and executing sales funnel management
Driving quote conversion by following up on quotes for assigned customers with the parts counter and service
Proactively identifying specific opportunities by customer and working with Product Managers to develop programmes to support
Using existing Product programmes to proactively offer added value and solutions to customers
Visit customers face-to-face and build relationships with decision-makers, listening to and understanding their needs and business goals
Advise customers on immediate equipment repair needs, service letters, PIPs, PSPs, SOS and Product Link.
Help customers with warranty issues and develop proactive before-failure repair strategies
Coordinate with Parts, Service and Equipment Management divisions to support customers’ needs
Consult with customers about equipment life cycles, maintenance and replacement budgets and other solutions that will lower their owning and operating costs and support customer success.
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
Conduct equipment inspections (Cat Inspect and CTS) and record the status of aspects of the machine using Cat Inspect.
Schedule maintenance, ensuring service technicians and field service know what machines need to be seen specifically
Understand the full-range of the dealership’s product offerings and how they are intended to meet business and customer needs
Develop call plans to effectively manage assigned territory, calling on diverse customers and covering at least 90 percent of the opportunity
Set target sales goals for each customer, reviewing data and reports on the population of equipment the customer owns, the lost sales opportunity and sales history
Target offerings appropriately to solve customers’ needs
Meet performance goals, such as Target Growth Accounts, PAR call rates, Conquest Accounts, POPS targets and sales targets, as well as customer satisfaction
Engage in training events that continually grow skills to effectively respond to changing markets and transitioning business strategies
Qualification, Experience and Competencies
Sales/Marketing Degree/Diploma or equivalent
1 to 3 years Sales Experience AND/OR completion of the BWE PSSR Cadet Programme
Matric
High competence in Microsoft Office
SAP and CRM exposure
Technical Knowledge/experience an advantage
Power Generation / Marine
Sales competency (to be measured through compulsory sales competency assessment)
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