Key Outputs

• Lead a regional sales operation.

• Maintaining sustainable customer relationships.

• Manage and report on all key sales deliverables, including all KPIs.

• Ensure all relevant policies procedures, and guidelines e.g. warranty, sales risk framework, etc are applied

• Perform market research to ensure growth

• Utilise appropriate processes and initiatives (CRM, Conmesa deep dive, etc.) to regularly review and report on sales operational team performance.

• Utilise appropriate processes such as succession planning, PM & L&D to develop and grow team and self

• Liaise with all stakeholders to ensure product delivery (service, parts, rental, product support, etc)

• Periodically present progress on team performance

• Lead sales and team meetings

• Sales funnel management

• Customise pricing for non-standard deals

• Build and maintain relationships with customers and team

• Forecasting of inventory for construction and mining equipment for the region

• Optimise unit growth through high levels of participation and close rates

• Responsible for margins, balance sheet and making sales and Pins targets

• Manage individual and team performance

• Coaching and mentoring of sales team

• Determining site specific machine configurations and ordering of these units

• Increase Catfin participation and market share

• Ensure profitable rates and return is achieved

Qualifications and Experience

• Grade 12
• Bachelor’s Degree / National Diploma or equivalent will be an added advantage
• 8 to 10 years’ experience in the sales environment
• Minimum 5 years’ experience dealing with a principal
• Minimum 3 years leadership experience
• Technical exposure in area of responsibility
• Sound business knowledge.
• Knowledge of competitor products;
• Knowledge of CAT product line including accessories and work tools.
• Sound business and financial acumen.
• Sound knowledge of CAT equipment and industry.

• Knowledge of Cat systems, i.e. FPC, VET, Sales Logix and other software.
• Knowledge of practical uses of equipment on site.

Minimum Required Competencies

• Analytical Thinking (L2)
• Drive, Energy and Initiative (L2)
• Verbal and written Communication (L2)
• Networking and Liaison (L3)
• Customer Responsiveness (L3)
• Influencing and Negotiation (L3)
• Business and Financial acumen (L2)
• Professional / Technical Competence(L1)
• Market insight and customer drive (L2)
• Strategic Marketing and Strategic Focus (L3)
• Practical Execution Management (Planning; Organising and Monitoring) (L2)
• Developing People (L2)
• Entrepreneurial Leadership (L2)