Available Opportunities at Barloworld Equipment

Key Output

• Respond to all customer “On Hire” enquiries
• Deal with customer “Off Hire” procedures
• Build and sustain customer relationships
• Generate monthly invoicing and reports
• Manage machine exchange (swops) and breakdown procedures
• Effective self-management

Qualification, Experience and Competencies

• Grade 12
• Business planning and development skills
• Basic financial acumen
• Business communication and presentation skills
• At least 2 years administration experience would be an advantage
• Attention to detail
• A good understanding of Barloworld Equipment’s operating division and products

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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)

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Position Outputs

• Successfully complete all theoretical learning, practical training and skills assessments
• Apply all skills learnt
• Complete necessary documentation for the required experience building (Logbook,Training records)
• Maintain a safe working environment (according to safety policy and procedures)
• Achieve individual balanced scorecard and KPI’s
• Effective self-management and performance ownership
• Accurate reporting on task completed and related documentation/administration
• Productivity and cost control
• Safety, Risk and Contamination Control

Minimum Required Qualification

• Grade 12/ Matric with N3 level mathematics and physical science or FLT (Foundational Learning Certificate)
• Valid Driver’s Licence – Code B (to be obtained before trade test)
• Basic analytical ability
• Basic technical /mechanical reasoning
• Basic numerical reasoning
• Spatial visualisation
• Effective verbal and written communication skills

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Position Outputs

• Ensure relevant daily warehouse KPI's are exceeded
• Comply to specifications of order type by customer with in time and quality standards
• Ensure warehouse procedures are carried out safely within the framework of compliance to SOP's.
• Ensure duties are carried out to ensure achievement of warehouse performance standards.

Minimum Required Qualification

• Grade 12
• 1 Year Experience
• Basic warehouse qualification
• Accurate numeracy skills
• Cannot be dyslexic
• Teamwork;
• Attention to detail;
• Customer orientation;
• Numeric accuracy
• Literate
• Computer literacy
• Relevant Troubleshooting capability
• Basic knowledge of parts
• Warehouse/logistics experience
• Safety compliance

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Position Outputs

• Manage the QA system risk system.
• Control Contamination and legal requirements of maintenance (i.e. cranes, chains, slings, and calibration of tools), and environment
• Implement, monitor and control QMA system (ISO 9000)
• Implement, monitor and control SHE system (ISO 14000)
• Implement, measure and control non-conformance system
• Ensure Quality Assurance related systems are implemented and continuously improved
• Maintain Quality Assurance documentation and document control systems
• Auditing skills
• Investigative orientation (probing / information seeking)
• Judgement and decision-making
• Rule orientation
• Good interpersonal relationships
• Verbal and written communication skills

Minimum Required Qualification

• Certified in quality, risk and safety management (i.e. ISO 9000, 14000 & 18000)
• Basic understanding of relevant legislation (i.e. OSH Act, COID Act)
• Qualified artisan in related trade Minimum 4 years (Transmission and Engine assembly experience)
• ISO qualification or LEAN qualification will be an added advantage
• Drivers licence – Code B

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Key Outputs

• To lead and manage the team conducting a specific parts process, while meeting departmental objectives and delivering on all customer parts needs and expectations.
• Deliver customer service according to position relevant KPI's (as per Balanced Scorecard, SLA's, MARC site or EMP contractual terms or CSA's) while meeting departmental financial targets
• Lead and manage a parts process team using "Great People Management" principles, while following the BWE Leadership philosophy and demonstrating value driven leadership.
• Ensure the parts team works according to policies, principles and procedures of the parts department.

Qualification, Experience and Competencies

• Grade 12. Business development skills and knowledge.
• Track record leading people in a team-based/participative environment.
• Experience in managing a parts operation advantageous.
• Sound parts business acumen.
• Attention To Detail
• Rule Orientation
• Organisational Awareness
• Communication
• Analytical Ability
• Teamwork
• Product and System Knowledge
• Customer Service Orientation
• Networking / Liaison
• Inventory Control
• Warehouse experience
• Parts Sales
• Participative Leadership
• Parts Management
• Business Financials
• Ms Office Applications
   

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Key Output

• Achieve and exceed business plan target
• Effective relationship management
• Effective people management
• Effective self-management and performance ownership
• Effective balance sheet management
• Achievement of a team environment that enables maximum productivity and profitability (includes management of HR value chain)
• Maintaining sustainable customer relationships

Qualification, Experience and Competencies

• B.Com ( Marketing and Sales ) or B. Tech Sales & Marketing Diploma;
• 5 years sales experience;
• Experience in management of sales people;
• Financial management skills;
• Knowledge of sales process and CRM;
• Sound business knowledge of CAT product line including accessories and work tools
• Sound business and financial acumen
• Sound knowledge of CAT equipment and industry.

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CORE PURPOSE OF THE ROLE

• Lead and oversee the cross-functional management of information technology and execution of digital technology initiatives, in particular the development, implementation, and maintenance of Barloworld Equipment applications, infrastructure, and support systems to ensure they align with the business objectives and requirements.

KEY OUTPUTS AND ACCOUNTABILITIES

• STRATEGIC ALIGNMENT
• Develop and implement strategic plans for Barloworld Equipment’s infrastructure (including but not limited to networks, servers, storage, databases, cloud services) and applications, in alignment with business objectives and growth strategies
• Responsible for the delivery and execution of the integrated IT and digital strategy with specific focus on agile application development and infrastructure services.
• Provide input to the IT Disaster Recovery Strategy for Barloworld Equipment
• Develop, execute and oversee procedures, policies and related training plans for the applications and infrastructure domains.
• Keep abreast of new technologies and advise business of benefits and risks
• Drives and ensures continuous-improvement programmes across the IT organisation
• OPERATIONS AND IT MANAGEMENT
• Infrastructure
• Lead and manage the design, implementation, and management of secure, reliable, and scalable infrastructure solutions to meet the Barloworld Equipment operational needs
• Manage the implementation of IT Infrastructure projects
• Manage and establish priorities for maintenance, design, development and analysis of entire infrastructure systems inclusive of LANs, WANs, internet, and wireless implementations
• Research and recommend changes in services, products, protocols and standards to support development efforts and infrastructure procurement
• Define software and hardware standards in collaboration with stakeholders and owners
• Test server performance plus provide network presentation statistics
• Report and prepare strategies to maintain server infrastructure
• Oversee upgrades of servers, hardware and related operating systems and firmware.
• Manage local area networks, overseeing the installation and maintenance of network equipment
• Ensure apt security levels and controls on network, workstations, infrastructure and servers are implemented and maintained as directed by the Office of the Group CISO.
• Applications
• Analyse business operations and the Barloworld Equipment’s computer systems and determine which software applications could improve efficiency
• Research, procure and manage software applications that will contribute to the success of Barloworld Equipment
• Manage the installing, configuring, monitoring and maintaining of those applications as and where necessary
• Oversee upgrades of applications
• Monitor the roll-out of new software applications to ensure there are no problems
• Plan and advise on continuous service improvements for IT applications
• Proactively advise business where IT software leases expires or migration to new technologies are required
• Ensure effective and agile application development practices are embedded throughout, including where external parties are utilised for application development services.
• Ensure and maintain efficient application support structures.
• STAKEHOLDER RELATIONS
• Partners with the Executive: Digital in providing the technology vision of Barloworld Equipment.
• Identify and develop strategic relationships with internal clients
• Drives and facilitates effective collaboration and communication between the IT support organisation and the user community (internal and external).
• Develop and maintain strategic relationships with suppliers across the IT value chain
• Collaborate with key stakeholders to understand technology requirements and provide infrastructure and application solutions that support Barloworld Equipment’s current and future needs
• FINANCIAL MANAGEMENT
• Provide input into budgeting process, considering IT infrastructure and application upgrades.
• Develop and manage the infrastructure and applications budget, ensuring cost-effective utilisation of resources and alignment with strategic objectives
• Regularly reviews IT costs and cost structures for IT infrastructure and application services and products to ensure value add and value uplift to the organisation.
• HUMAN RESOURCES AND PEOPLE MANAGEMENT
• Provide appropriate supervision to direct reports and provide relevant mentoring and coaching
• Talent manage direct reports, including their career development
• Manage the performance of direct reports, ensuring agreement of annual goals, performance measurement against agreed goals and the management of non-performance
• Promote a culture of high performance
• GOVERNANCE, RISK AND REPORTING
• Ensure compliance with all IT relevant regulation and legislation
• Ensure sound IT controls and processes in place to manage and mitigate IT risks as applicable to the Barloworld Equipment infrastructure and applications
• Qualification, Experience and Competencies

Minimum Qualification:
Essential:

• Bachelor’s degree in information technology (IT/)/Information Systems or related field
• ITIL certification
• Postgraduate Degree in Information Technology (IT)/Information Systems/ Business Management or any equivalent degree

Advantageous:

• Postgraduate Degree in Business Management
• Certification on latest Barloworld Equipment technologies

Minimum Experience:

Essential:

• Eight to Ten years IT experience in a similar environment and at least three years at an executive level
• Experience in managing cross-functional teams or projects
• Experience in influencing senior-level management and key stakeholders

Minimum Required Competencies:

Knowledge
Essential:

• In-depth knowledge and understanding of latest digital technologies, infrastructure (systems, networks, cloud hosting etc) and application thereof
• In depth knowledge and understanding of various IT applications and systems knowledge (coding and programing, Microsoft 365, server management, SQL
• Sound knowledge of Platform applications that enables seamless, employee, customer experience
• Broad knowledge of current and emerging technologies, technology directions and strategic application to business needs, including the ability to differentiate between a relevant trend and hype
• Thorough understanding of ITIL to assist with driving excellence in IT service delivery

Skills

Essential:

• Strong leadership capability
• Ability to interact and influence at all levels
• Excellent problem solving and analytical skills
• Excellent decision-making skills
• Excellent people management skills
• Excellent presentation skills supported by oral and written communication skills, including the ability to explain technology solutions in business terms, establish rapport and persuade others
• Effective negotiation skills at all levels
• Advanced critical, conceptual and creative thinking and problem-solving skills to spot trends, identify new technology developments, perform in-depth analysis of business technology requirements.
• Ability to improve operational efficiency and service delivery

Personal Attributes

Essential:

• Agility
• Attention to detail
• Resilient
• Teamwork
• Work well under pressure
• Results driven
• Tenacity
   

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Position Outputs

• 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 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
• Earthmoving experience
• Barloworld Equipment Leadership Development Course (MMDP)
• Minimum Required Experience
• Eight to Ten years’ related business experience
• PSSR Advanced CertificationHigh 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)

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Position Outputs

• 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)
• 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