Product Specialist: RI Global Grade 11

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 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

• 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

• Identify current and future parts and service opportunities to increase turnover and gross profit percentage to top 30 customers

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

Qualification, Experience and Competencies

Minimum Required Qualification

• Tertiary or Equivalent Qualification (Mechanical or Electrical)

• Caterpillar certified earth-moving technician

• Earthmoving experience

• 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

Minimum Required Competencies
• Customer Acquisition
• Territory Planning (L2/3)
• Lead and Opportunity Generation (L2/3)
• Qualifying (L2/3)
• Sales Execution:
• Consultative Selling (L2/3)
• Value Selling (L2/3)
• Negotiation (L2/3)
• Closing (L2/3)
• Lead and Opportunity Management (L2/3)
• Customer Retention:
• Account Development (L2/3)
• Customer Care and Relationship Development (L2/3)
• Communication (L2/3)
• Administrative:
• Time Management (L2/3)
• Systems Proficiency (L2/3)
• Personal Development:
• Continuous Learning (L2/3)
• Product and Solution Understanding (L2/3)
• Industry Understanding (L2/3)
• Business and Financial Understanding (L2/3)

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Last updated on Oct 16, 2024