Senior Executive, Sales

Company :

Product Support Operations

• To execute marketing plans and strategies in implementing the parts sales activities. To focus on merchandising program and Product Support repair options to enhance the business sales.
• To visit customers / business associates with the objective of developing business potential and maintaining preferred supplier / customer relationship.
• To implement credit control function for effective management of credit accounts. To manage PSS debts to acceptable level set by management in KPIs.
• To maintain / improve the overall parts sales availability to establish a better position in the marketplace.
• Responsible for managing PSS (Parts and Service Sales) team members toward achieving sales and profitability KPIs (Key Performance Indicators) set by management.
• Responsible for ensuring success of parts and service merchandising campaigns and repair options by head office such as lubricants, filters, engine parts campaigns. To develop localize campaigns to suit the market requirement with approval/support from HO.
• Responsible for optimal and effective customer coverage.
• Responsible to develop, maintain and promote corporate market image through customers satisfaction and achieve NLS target set by management.
• Responsible to submit and update head office on competitive activities and recommend/take appropriate remedial action to protect/improve POP-C and to meet/exceed incremental sales for all customers.
• Coordinate with service department and head office on product training for customers, PSS (Parts and Service Sales) personnel.
• Responsible for ensuring swift execution of parts administration according to the policy and guidelines set by head office e.g., account opening, commission claim, service disputes proposal.
• Responsible for developing the PSS (parts and Service Sales) team members to meet challenges in the market environment through coaching, problem solving, training and strategizing. To manage PSS in achieving their KPI's set .e.. CAT inspect, customer coverage, daily call report & etc.
• Responsible for managing variable expenses to be profitable and also meeting branch profitability KPIs (Key Performance Indicators).
• To execute activities implemented within the Company eg 5S, SQM, ISO & etc. Responsible to achieve Star rating target set.
• Responsible for coordination and preparation budget and CERF.

Marketing & Sales Accountabilities

• Accountable for sales, profitability, PINS, POPS, STU and other KPIs of RUNSEM.
• Collaborate with RSM to deploy all marketing & sales programs and initiative.
• Collaborate with RSM in developing effective customer segment strategy (managed account, key account, Cat traditional customer and retail customer).
• Identify new projects and new business opportunities in the managed area/region.
• Leading, driving, managing & motivating assigned sales team to achieve their assigned sales, profitability and other KPIs (PAR calls, customer coverage plan, sales pipeline management etc).
• Identify potential customers for deployment of Key Account Management strategy.
• Leading the sales team for optimal and effective customer coverage within territory. Utilize Power BI, SalesLink CRM and other available business & reporting tool to conduct periodic discussion/meeting to:
  • Monitor and track sales team sales coverage plan and performance including PAR achievement.
  • Monitor and track sales pipeline (prospect, leads, opportunities and deliveries)
• Initiate new customer-segment-industry-application coverage including mapping, blitz & other initiatives to generate new prospects, leads and sales.
• Develop and grow relationships with both internal and external stakeholders (customer, trade bodies etc).
• For RUNSEM deals require special pricing support from Caterpillar, initiate business case/SPAR write up for further action by HO.
• Participation in tender originated from area sales/region. Collaborate with RSM to submit winning proposition.
• Ensure strict adherence to company Rental Governance before execution on physical on-hire delivery and provide estimate repair cost to customer after off-hire if any.
• For area/region with RUNSEM equipment inventory:
  • ensure upkeep of equipment: proper storage and tip-top condition of the machine.
  • ensure safe inter-area movement of the equipment.
  • If parts or components require cannibalization to serve the customer, raise proposal to HO and ensure replacement within reasonable time frame.
• Providing market intelligence to RSM/HO - updates market & industry, competition, PINS, PR, pricing, product campaign etc.

• Identify customer training needs to generate business opportunities. Coordinate with Operations and HO to execute the training.
• Ensure coordination and cooperation between departments at area sales, inter-area sales and HO in respect of sales/rental to deliveries of equipment to customer's worksites eg PDI, trade-in Inspection, on and off-hire inspection.
• Responsible for ensuring swift execution of sales administration and this is to be carried out according to the policy and guidelines set by HO.
• Responsible for all RUNSEM sales debts management to achieve the targeted DSO. Conduct periodic review with the team and drive action plan to achieve the targeted DSO.
• Leading the sales team in liaising with CFSM and other finance companies on financing related issues prior to release / delivery of equipment sold.
• Responsible for coordinating with insurance broker, service department and treasury for claims of damaged equipment on stock arrival.
• Responsible for drawing up annual MPlan, business strategy and other reports as required.
• Manpower planning: review existing team strength, develop action plan including recruitment.
• Team performance review: conduct performance review on a periodic basis. Identify training needs and collaborate with HO to roll out the necessary training.
• Perform the related functions as specified in Standing Instruction, Standard Operating Procedure, and other formal documents.