Job Description

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:


o Territory Planning (L2/3)



o Lead and Opportunity Generation (L2/3)



o Qualifying (L2/3)


Sales Execution:


o Consultative Selling (L2/3)



o Value Selling (L2/3)


o Negotiation (L2/3)



o Closing (L2/3)



o Lead and Opportunity Management (L2/3)


Customer Retention:


o Account Development (L2/3)



o Customer Care and Relationship Development (L2/3)



o Communication (L2/3)


Administrative:


o Time Management (L2/3)



o Systems Proficiency (L2/3)


Personal Development:


o Continuous Learning (L2/3)



o Product and Solution Understanding (L2/3)



o Industry Understanding (L2/3)



o Business and Financial Understanding (L2/3)