Product Service Support Representative

2 weeks ago

Boksburg, Gauteng, South Africa Barloworld Equipment Full time

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
  • Using existing Product programmes to proactively offer added value and solutions to customers.
  • Visit customers facetoface and build relationships with decisionmakers, listening to and understanding
  • Advise customers on immediate equipment repair needs, service letters, PIPs, PSPs, SOS and Product Link.
  • Help customers with warranty issues and develop proactive beforefailure 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
  • 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 fullrange of the dealership's product offerings and how they are intended to meet business
  • Develop call plans to effectively manage assigned territory, calling on diverse customers and covering at
  • Set target sales goals for each customer, reviewing data and reports on the population of equipment the
  • 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 andprogrammes to support. their needs and business goals.
- manage customer information like contacts and customer 90 percent of the opportunity.customer owns, the lost sales opportunity and sales history.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.

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