EMPLOYMENT OPPORTUNITY

Barloworld provides competitive value solutions in earthmoving equipment, materials handling and power systems and related equipment in 10 countries in Southern Africa. As the appointed Caterpillar dealer in the region, Barloworld supplies technology, equipment, parts and service to customers in the mining, construction, handling, agricultural and energy industries.

Barloworld Zambia Limited is looking for a suitably qualified individual to fill the position below:

SALES MANAGER - KITWE

Applicants suitably qualified based on the requirements stated below are invited to apply for the position.

Job Purpose

The Sales Manager at Barloworld Equipment Zambia Ltd is responsible for driving the growth and development of the regional market by strategically marketing and managing sales across the new, used, and rental heavy equipment portfolios. This role focuses on maximizing revenue targets, leading a high-performing sales team, and cultivating strong customer relationships to enhance market share and profitability within the construction and mining sectors.

Key Outputs include but are not limited

• 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 returns are achieved

Competencies

• Analytical: abstract thinking; influencing and negotiation; relationship building; participative leadership.
• Sales Growth: Achieve sales targets, generate revenue, and expand the customer base by bringing in new clients.
• Customer Retention: Ensure existing customers remain satisfied to drive continued business growth.
• Team Leadership: Monitor, train, and improve the performance of the sales team, including tracking key performance indicators (KPIs).
• Market Analysis: Keep track of market trends and competitor activities to adjust sales strategies.

Requirement Minimum expectation

Education Full Grade 12 certificate. A degree in Engineering or related Business field from recognised university. A member of the Zambia Institute of Marketing (ZAQA certified certificates a prerequite)

Experience At least 5+ years in sales work exposure at a senior managerial level. Knowledge in competitor products, Knowledge in CAT product line including accessories and work tools and technical exposure in area of responsibility

Professional standing People management exposure, Sound business and financial acumen, and in business planning and development skills, Sound knowledge of CAT and industry, knowledge of Cat systems, i.e FPC, VET, Sales Logix and other software and Knowledge of practical uses of equipment on site.

Operational capability Proven capability in financial skills, Knowledge of sales process and CRM (Customer Relationship Management),

Mobility Valid driver licence and ability to travel between Barloworld Equipment Zambia locations and respond to customer queries

Systems and reporting Strong report-writing, data analysis and Microsoft Office skills, Maintains an integrated Sales management system with standardized data collection, real-time dashboards, and timely, accurate reporting to leadership, clients, and regulatory bodies.

• 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 returns are achieved

• Analytical thinking
• Influencing and negotiation
• Relationship building
• Participative leadership
• Sales target achievement
• Revenue generation
• Customer base expansion
• Customer retention
• Team monitoring, training, and performance improvement
• KPI tracking
• Market trend analysis
• Competitor activity analysis
• Sales strategy adjustment
• People management
• Business and financial acumen
• Business planning and development
• Knowledge of CAT products and industry
• Knowledge of Cat systems (FPC, VET, Sales Logix)
• Knowledge of practical equipment uses on site
• Financial skills
• Sales process knowledge
• CRM knowledge
• Valid driver's license
• Ability to travel
• Report writing
• Data analysis
• Microsoft Office skills

• Full Grade 12 certificate.
• A degree in Engineering or related Business field from a recognised university.
• A member of the Zambia Institute of Marketing (ZAQA certified certificates a prerequisite).
• At least 5+ years in sales work exposure at a senior managerial level.
• Knowledge in competitor products.
• Knowledge in CAT product line including accessories and work tools.
• Technical exposure in the area of responsibility.
• People management exposure.
• Sound business and financial acumen.
• Business planning and development skills.
• Sound knowledge of CAT and industry.
• Knowledge of Cat systems, i.e FPC, VET, Sales Logix and other software.
• Knowledge of practical uses of equipment on site.
• Proven capability in financial skills.
• Knowledge of sales process and CRM (Customer Relationship Management).
• Valid driver licence.
• Ability to travel between Barloworld Equipment Zambia locations and respond to customer queries.
• Strong report-writing, data analysis and Microsoft Office skills.
• Maintains an integrated Sales management system with standardized data collection, real-time dashboards, and timely, accurate reporting to leadership, clients, and regulatory bodies.