PSSR Global Grade 10

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
• Driving business growth
• Coverage/PAR
  

• 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 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.Qualification, Experience and Competencies

Qualification, Experience and Competencies

• Sales/Marketing Degree/Diploma or equivalent, electrical/ mechanical engineering qualification favourable
• 3 to 5 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.