Barloworld Equipment PSSR Global Grade 10 Jobs in South Africa

Barloworld Equipment PSSR Global Grade 10 Jobs in South Africa

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

o POPS-C

o Coverage/PAR

o 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 to effectively respond to changing markets and transitioning business strategies Cat Inspect.

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

How to Apply

For more information and job application details, see; Barloworld Equipment PSSR Global Grade 10 Jobs in South Africa

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