PSSR at Barloworld Equipment

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