TES Consultant Global Grade 12 - Isando at Barloworld Equipment

Key Outputs

• Support all regions and countries including South Africa, Lesotho, Eswatini, Zimbabwe, Mozambique, Zambia, Botswana, Namibia, Malawi, and Angola.
• Perform TES Customer profiling to enable the development of a Growth Plan
• Liaise with Caterpillar for any TES support; including but not limited to VisionLink and MineStar
• Liaise with BWE Regions to drive a collaborative approach to TES Excellence

New Business

• Prospect for potential new clients and turn this into increased business.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organization.
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches.
• Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.
• Use a variety of styles to persuade or negotiate appropriately.
• Present an image that mirrors that of the client.

Retention

• Present new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.
• Develop a system upgrades pipeline in liaison with Product Managers (Obsolescence Management)
• Participate in System Audits to inform a paid Consultancy Services pipeline to drive Services Revenue

Business Planning

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management

• Submit progress reports and ensure data is accurate.
• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Forecast sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Ensure all team members represent the company in the best light.
• Present business development training and mentoring to business developers and other internal staff.
• Research and develop a thorough understanding of the company’s people and capabilities.
• Empowerment of region teams to seek TES sales opportunities (Lead Generation)

Qualification, Experience and Competencies

• Project Management diploma/certificate & Mining Engineering Qualification
• >5 years cross discipline experience
• Experience in earthmoving environment
• Understanding of technology systems
• Project process training (e.g., to PMI CAPM, Prince2 Foundations)
• Experience with consulting processes
• Managing opportunity pipeline through a CRM (SalesForce)
• Mining Engineering experience managing productivity.