ROLE:

• 
  

  Provide technical consulting to mining sales representatives, improve their technical knowledge level.

• 
  

  Work with customers to help them select the most effective mining equipment for their geological conditions (during tender process for example).

• 
  

  Work with customers regarding effective current equipment operation.

• 
  

  Perform events targeted to determine the current customer operational level for optimization and improving their processes and increasing the loyalty and the level of relationship between customers and Neemba as a result.

MISSIONS:

• Responsible for a specific product line or product lines (Mining Drill & HMS  Product)
• Review and approve all machine configurations prior to ordering.  Develop standard configurations wherever possible to streamline inventory.
• Act as a technical resource for machine sales reps by providing direct assistance with technical sales including presentations to customers, product demonstrations, factory tours.
• Machine application expert including application training, load studies, production studies.
• Identify customer operator training needs and ensure that Neemba operator training is presented as solution. (+Neemba Academy)
• Utilize FPC / VST to analyze CAT and competitive fleet performance.
• Utilize FPC/VST, Motor Grader Calculator, EMF and DOZSIM to help salesmen and customers determine and optimize fleet requirements.
• Establish specialized product expertise for designated products including machine application, machine costing, life cycle costing, attachments, specifications, tires, competition, competitive advantage.
• Conduct regular competitive analysis using local resources as well as data from Caterpillar and Industry forums and associations.  This includes competitive footprint, pricing, strategy, success and failure.
• Conduct machine performance and application studies to improve customer perception of CAT product and Neemba.
• Utilize VIMS data to help customers improve productivity and machine and fleet performance.
• Develop and manage a “knowledge bank” of information the sales team can use during customer meetings to sell value of CAT product.
• Develop and maintain machine assembly time and cost data.Participate in machine assembly and commissioning from time to time to ensure accuracy.

Other product and technical responsibilities as defined and requested from time to time by the Surface Mining Director.

ROLE:

• 
  

  Provide technical consulting to mining sales representatives, improve their technical knowledge level.

• 
  

  Work with customers to help them select the most effective mining equipment for their geological conditions (during tender process for example).

• 
  

  Work with customers regarding effective current equipment operation.

• 
  

  Perform events targeted to determine the current customer operational level for optimization and improving their processes and increasing the loyalty and the level of relationship between customers and Neemba as a result.

MISSIONS:

• Responsible for a specific product line or product lines (mining truck)
• Review and approve all machine configurations prior to ordering.  Develop standard configurations wherever possible to streamline inventory.
• Act as a technical resource for machine sales reps by providing direct assistance with technical sales including presentations to customers, product demonstrations, factory tours.
• Machine application expert including application training, load studies, production studies.
• Identify customer operator training needs and ensure that Neemba operator training is presented as solution. (+Neemba Academy)
• Utilize FPC / VST to analyze CAT and competitive fleet performance.
• Utilize FPC/VST, Motor Grader Calculator, EMF and DOZSIM to help salesmen and customers determine and optimize fleet requirements.
• Establish specialized product expertise for designated products including machine application, machine costing, life cycle costing, attachments, specifications, tires, competition, competitive advantage.
• Conduct regular competitive analysis using local resources as well as data from Caterpillar and Industry forums and associations.  This includes competitive footprint, pricing, strategy, success and failure.
• Conduct machine performance and application studies to improve customer perception of CAT product and Neemba.
• Utilize VIMS data to help customers improve productivity and machine and fleet performance.
• Develop and manage a “knowledge bank” of information the sales team can use during customer meetings to sell value of CAT product.
• Develop and maintain machine assembly time and cost data.Participate in machine assembly and commissioning from time to time to ensure accuracy.

Other product and technical responsibilities as defined and requested from time to time by the Surface Mining Director.

The Sales Representative is responsible for selling the entire range of products and/or services sold by the company to a specific list of existing customers as well as new customers (as requred) directly with the end customer via the African network.

He prospects, leads negotiations and ensures the smooth running of the entire deal.

SALES

• Collaborate within mining team, with operations, and with central resources to offer all relevant aspects of the Cat and Neemba value proposition to customers
• Complete cost build up, and collaborate with mining commercial team and gain relevant pricing and support
• Develop comprehensive and accurate customer proposals for each qualified opportunity.
• Complete all tender requirements and documents on time and in full.
• Manage timely delivery and execution of all issues and documents related to machine delivery, sale, transfer, and recording.
• Promote and participate in site studies including Site Assessment, Production Studies, Payload Studies and other performance analysis to ensure the value proposition is delivered
• Collaborate with financial service providers to source finance for customers
• Effectively use CRM to track status of all deals including competitive information and won/lost deal analysis
• Comply with metrics for CRM usage and timeliness
• Comply with metrics for customer call frequency
• Develop and maintain relationships at operational, procurement, and leadership level within the assigned customer base
• Represent customer interests to Neemba while representing Neemba interests to the customers
• Responsible for accuracy of all cost build up, proposals, contracts, and deliveries for the assigned customer base

COMMERCIAL AND INDUSTRY EXPERTISE

• Stay informed of major market and commodity trends and their impact on customers
• Advise customers on fleet selection, good operational practices, and Neemba resources available to optimize machine and fleet performance

JOB RELATED METRICS

• Sales volume ($)  / Technology sales ($)
• Units Sales / Sales with CVA
• Customer satisfaction scores / CRM compliance
• Neemba PINS / Customer PINS 

ADDITIONAL TASKS

• Additional collaborations as required by the leadership of the mining team.
• Sell the house approach including allied product lines and technologies sold by Neemba
• Manage issues related to customer loyalty and customer survey results

Le/La commercial(e) a pour responsabilité de commercialiser des pièces de rechange et/ou des services vendus par  NEEMBA GROUPE en direct avec le client final ou via le réseau africain. Il/elle analyse les besoins du client et construit avec le Product Support une offre de produits ou prestations. Il/elle prospecte, mène les négociations et s’assure du bon déroulement de l’affaire dans son intégralité. Il/elle participe à la gestion d’un portefeuille clients et développe l’activité commerciale de l’entreprise.

Dans le cadre de la politique commerciale groupe, et en accord avec les objectifs fixés par le supérieur hiérarchique, le/la commercial(e) a pour missions :

Vente auprès des clients directs

• Développer les relations et le chiffre d’affaires sur le portefeuille de clients attribués
• Suivre les tarifs pièces et les marges générées pour les clients du portefeuille
• Négocier avec les clients les contrats pièces
• S’assurer de la satisfaction des clients concernés (respect des engagements)
• Promouvoir l’ensemble des produits et/ou services représentés
• Etre force de proposition pour la prospection de nouveaux comptes
• Utiliser le CRM en conséquence des points précédents
• Assurer le recouvrement des factures dues

Relai avec en Afrique

• Partager les stratégies et les offres avec les PSSR en filliales pour assurer la cohésion des propositions aux clients.
• Aider à la définition de la prestation répondant au besoin du client final
• Etre force de proposition pour les plans de prospection et actions marketing ciblées

Expertise commerciale

• Développer une expertise sur une gamme de produits et/ou services définie

General management of the mining sales team to ensure growth of mining equipment sales and market share according to Neemba development strategy. Establish and maintain high level of customer satisfaction by offering customers the most optimal solutions including delivery, terms of payment, technical support, all in compliance with the strategy, obligations, and objectives of Neemba Cat. In accordance with Neemba mining strategy, apply specific focus to developing the focus on “in country” mining owners and contractors while developing an in country capability to manage this business segment.

Missions

• Grow mining machine sales.
• Hire, train and develop mining sales engineers and sales representatives.
• Provide strategic management and manage outcomes of mining sales force including direct reports and matrix reports.
• Establish relationships with key and high value customers.
• Monthly Reporting
• Provide S&OP inputs for mining.
• Provide monthly input as to inventory requirements for mining models
• Manage mining customer surveys and customer satisfaction levels
• Implement Salesforce CRM for mining sales including opportunity management, pricing, configurations, customer database, lost sales reporting, won sales competitive reporting
• Develop and implement standard process for mining sales department activities

Country specifics

• Working cross-territory and managing through the matrix organization
• Partner with Commercial Manager to ensure seamless flow of information and process.

Job Related Metrics :

• PINS (market share)
• Sales Revenue
• Margin
• Customer Satisfaction
• Participation Rate
• Reporting