Product Specialist:: Industrial Engines

Key Output

• Provide solutions for all Caterpillar, Energy and Transport industrial related equipment.

• Market Industrial Engines Parts and Service business.

• Provide repair option solutions and technology solutions

• Provide CVA solutions, Repair Option solutions and work with internal and external customers for continued growth of STU, POPs and POLS

• Set up standard work templates and costing templates

• Provide total cost of ownership solutions to Construction and Mining customers

• Opportunity identification

• Grow Industrial Engines STU

• 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

• 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)