Job Vacancies at Barloworld Equipment

Key Outputs

• 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 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.

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)
• Customer Business Understanding
• Relationship Development
• Qualifying
• Product and Solution Focus
• Consultative Selling
• Negotiation
• Tenacious
• Customer Care
• Financial Skills
• Financial Acumen
• Value Selling
• Analysis and reasoning
• Drive, Energy, and Initiative (Results-Focus)
• Professional/Technical Competence

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Key Outputs

• Understand return on investment to support pre-sales and sales process via value articulation to customer.
• Provide Subject Matter guidance on the use and potential value of Digital and give recommendations on value extraction from technology.
• Provide ongoing value-added support to the customers via Digital Solutions enabled continuous process improvement and recommendations.
• Consulting to maximize customer value extraction from Digital Solutions, define metrics to track customer value realization.
• Train key individuals in the effective use of Digital Solutions.
• Support dealer personnel in understanding of customer processes and system functionality & benefits.
• Understand Industry Specific KPI’s showing value of system and projects, drive digital solutions to customer that can improve critical KPIs.
• Complete final validation of system before Go-Live, where applicable.
• Report on consolidated group Machine connectivity issues.
• Machine / Customer connectivity
• Digital Excellence programs
• Industry Application Usage for Digital Solutions
• Customer Identity management
• Data Authorisation
• Ensure effective self-management and performance ownership.

Qualification, Experience and Competencies

• Grade 12
• Verbal and written communication (including presentation) (L2
• Technical report writing (advanced content) / Verbal and written comprehension.
• Trouble shooting and problem-solving skills (L2)
• Diagnostic skills (L2)
• Drive, Energy and Initiative (results-focus) (L2)
• Building relationships (L2)
• Customer Responsiveness (L2)
• Business and Financial Acumen (Including Commercial Orientation) (L2)
• Machine and product specific technical knowledge and skills (L2)
• Programme and Project Management(L2)
• Developing People (L2)

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Key Output

• Champion SEM Brand and Products
• Long term vision and Strategy for SEM brand and products
• Industry Ambassador representing BWE and SEM, internally as well as externally.
• Development and execution of the overall SEM product strategy
• Maintain internal relationship with Marketing, Sales, Supply Chain, AfterSales, LOB & SEM EAME Team.
• Facilitate S&OP process i.e. machine forecasting, marketing intelligence, growth plan execution, SEM & BWE Alignment
• Develop pricing strategy: machine configurations and price alignment with Sales and SEM including special pricing and sales price list
• Maintain and build external relationships with other SEM Second Level Dealers (SDL) as well as customers.
• Drive sales/product group PINS by prospecting for new customers and managing existing customer base with the sales teams
• Proactively identifying specific opportunities by product group /customer and
• Develop support programmes to drive product sales & targets.
• Use existing product programmes to proactively offer added value and solutions to customers.
• Increase machine sales, PINS, and profitability.
• Identify and visit potential customers to achieve incremental machine sales, Identify and implement marketing strategies.
• Implement actions reflected in the annual marketing/business plan.
• Act as a single point of contact between all Dealers, departments, customers, and SEM regarding represented product(s)
• Analyse problems/opportunities and recommend sales strategies to improve sales efforts.
• Analyse and report significant competitive activity affecting sales of represented Product(s)

Qualification, Experience and Competencies

Tertiary Qualification or Equivalent

• B. Engineering/Marketing Degree an advantage
• 2 to 5 years’ related business experience in sales/marketing environment
• BWE Leadership Development Course (MMDP) an advantage
• High competence in Microsoft Office and PowerPoint
• Data analysis skills/background, Product knowledge/overview, Sound Business Acumen
• Sales Competencies (according to Global S Competency Assessment)
• Influencing and negotiation, Problem solving skills, Relationship management and Customer responsiveness

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Key Output

• Reliable documentation collection and delivery
• Appropriate vehicle maintenance and willing compliance with ad hoc requests
• Effective self-management and performance ownership
• Assist with various warehouse duties whenever there are no driving requirements

Qualification, Experience and Competencies

• Grade 12
• 3 years drivers experience
• Code 10 drivers licence
• Some fleet management knowledge and requirements
• Sound business communication skills, business development skills and knowledge
• No Driving transgression record driver
• Adherence to road safety and driving rules

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Key Output

• Achieve and exceed business plan targets.
• 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, (including management of Human resources value chain-maintaining) and sustainable customer relationships

Qualification, Experience and Competencies

• Grade 12/ Matric, B Com (Sales/Marketing ) or B. tech Sales/Marketing Diploma
• Five years sales experience and experience in management of salespeople
• Financial management skills
• Knowledge of sales processes 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
• Develop good customer relationships, Business development skills and knowledge.
• Sound business communication and presentation skills
• Sound Knowledge of C4C and MS Office
• Sound business planning and development skills

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Key Output

• Prepare quotes, invoices and plan all maintenance work on SAP / CRM.
• Perform procurement functions.
• Prepare reports as required.
• Prepare and oversee proposals to customers.
• Assist with warranty resolution.
• Attend site meetings, customer meetings and other relevant meetings when required.
• Provide technical support to customers.
• Provide logistical support to service support technicians.
• Assist customers with internal planning processes.

Qualification, Experience and Competencies

• Qualified in relevant trade (e.g., Diesel Mechanic / Earthmoving Equipment Mechanic) NQF 3
• SAP / CRM proficient
• Experience on planning modules
• Experience with surface mining and underground equipment
• Basic management qualification an advantage
• Knowledge of MS project and other MS office programs
• Warranty and quality admin experience
• Planner experience required.

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Key Output

• Provide administrative support to service operations
• Achieve cost centre financial targets and key performance indicators (KPI’s)
• Effectively control cost centre expenses and work in progress (WIP)
• Effective communication
• Resolve internal and external customer queries
• Safety

Qualification, Experience and Competencies

• Matric
• Two years Administration experience
• An understanding of relevant CS processes
• Be able to work both on SAP CS and CRM
• Computer literate – Microsoft Office
• Willing to work overtime.
• Competencies: Basic numeracy skills; good analytical skills; accuracy and attention to detail; good time management; sound communication skills and team player