Product Specialist: CI Global Grade 11

at  Barloworld Equipment

POSITION OUTPUTS

• Provide specialist advice on all customer rebuilds and repair requirements
• Build and sustain excellent customer relationships
• Research market trends to anticipate regional and overall performance as well as to address gaps in the market.
• Identify opportunities by region and initiate plans to convert key customers.
• Responsible for understanding customer needs and applying a consultative selling style while proposing tailored solutions
• Maintaining an accurate account database
• Achieving applicable Key Performance Indicators
  o POPS-C
  o Customer Satisfaction

o Grow Machine Rebuild STU

• Lead and opportunity identification, qualification, development and closure
• Promoting dealership services

Facilitate S&OP process i.e. Components forecasting, marketing intelligence, growth plan execution, Caterpillar and Barloworld Equipment Alignment.

• Effective self-management and performance ownership
• Coordinate the support of 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 aftersales and parts counter staff
• 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
• Negotiate special pricing on parts, marketing strategies and after sales incentive schemes with Caterpillar

MINIMUM REQUIRED QUALIFICATION

• Tertiary or Equivalent Qualification (Mechanical or Electrical)
• Caterpillar certified earth-moving technician
• Barloworld Equipment Leadership Development Course (MMDP)

Minimum Required Experience

• Eight to Ten years’ related business experience
• PSSR Advanced Certification
• High competence in Microsoft Office
• SAP and CRM

Please refer the Job description for details