Product Specialist CI

4 weeks ago


Kempton Park, South Africa Barloworld Equipment Full time

Key Output

•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 & PSSR`s.

•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 to All Customers.

•Negotiate special pricing on parts, marketing strategies and after sales incentive schemes with Caterpillar.

•Obtain Competitor data through trials and test products.

Qualification, Experience and Competencies

•Tertiary or Equivalent Qualification (Mechanical or Electrical)

•Caterpillar certified earth-moving technician

•BWE Leadership Development Course (MMDP)

•8 to 10 years' related business experience

•PSSR Advanced Certification

•High competence in Microsoft Office

•SAP and CRM

Minimum Competencies

•Customer Acquisition:

oTerritory Planning (L2/3)

oLead and Opportunity Generation (L2/3)

oQualifying (L2/3)

•Sales Execution:

oConsultative Selling (L2/3)

oValue Selling (L2/3)

oNegotiation (L2/3)

oClosing (L2/3)

oLead and Opportunity Management (L2/3)

•Customer Retention:

oAccount Development (L2/3)

oCustomer Care and Relationship Development (L2/3)

oCommunication (L2/3)

•Administrative:

oTime Management (L2/3)

oSystems Proficiency (L2/3)

•Personal Development:

oContinuous Learning (L2/3)

oProduct and Solution Understanding (L2/3)

oIndustry Understanding (L2/3)

oBusiness and Financial Understanding (L2/3)


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