Pssr Global Grade 10

4 weeks ago

Boksburg, 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 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 Cat Inspect.
- 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

**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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