Sales RUN Manager Global Grade 12

Barloworld Equipment (Pty) Ltd; Cape Town; On-site; ZAR 1,200,000 - 2,100,000; Full time

Job summary

Barloworld Equipment (Pty) Ltd in South Africa seeks a senior regional sales leader to drive sales performance across construction and mining sectors. You will lead the regional sales operation, manage budgets, and report on all key KPIs.

The role requires deep knowledge of CAT product line and strong leadership to grow market share. You will build durable customer relationships, conduct market research, and ensure adherence to warranty and risk guidelines.

Qualifications

• Grade 12 is required; degree preferred.
• 8–10 years’ experience in sales environment.
• Minimum 5 years’ experience leading teams.
• Minimum 3 years leadership experience in a regional sales context.
• Technical exposure in area of responsibility and knowledge of CAT products.

Responsibilities

• Lead a regional sales operation and manage KPIs.
• Maintain sustainable customer relationships and liaise with stakeholders.
• Forecast inventory and drive margins and targets.
• Oversee pricing for non-standard deals and coaching of sales team.

Skills

Leadership

Sales Management

Forecasting

Strategic Planning

Negotiation

Stakeholder Management

Customer Relationships

Analytical Thinking

Market Insight

Team Coaching

Education

Grade 12

Bachelor’s Degree / National Diploma

Tools

CAT systems (FPC / VET)

CRM tools

Job description

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.

Qualification, Experience and Competencies

• 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, Saleslogix 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)