Territory Sales Representative

3 weeks ago

Rest of Kenya BrighterMonday Consulting Full time

Location: Kisumu and Homabay

Department: Machines Sales

Reporting to (Title): Head of Function or Sales Manager


Purpose of role

Responsible for the sale of Caterpillar products and services to an assigned account list and via face to face meetings. The TSR Grade typically manages between 60 and 100 customers primarily  of a LARGE size, and carrying a revenue quota in excess of $3m per year.


Key Objectives

Deliver sales target through the sale of Caterpillar products and servicesEnsure coverage to customers meets Mantrac guidelines, both in terms of frequency and number of callsEstablish strong relationship with all decision makers, influencers and blockers within assigned customersUnderstand customers businesses and key needsDifferentiate Mantrac and Caterpillar against competitorsParticipate at all opportunities within assigned accountsProduce accurate sales outlook figures on a monthly basisMaintain customer and opportunity data in Salesforce.com


MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

Be fully compliant to the lead qualification process and response timesActively prospect potential new customers

Coverage Studies

Maintain and update accurate customer and machine population in Salesforce.com

Territory Planning

Identify key commercial opportunities through ongoing communication with customers to prioritise accounts that will deliver revenue targetMaintain an awareness of competitor activities


Call Planning

Build long term relationship with customers by ensuring minimum coverage is met to ensure maximisation of all revenue generating opportunities


Sales Funnel Management

Applies Mantrac & sales methodology to progress sales opportunities through the sales funnel.Record and manage all opportunities to stage and exit criteriaRecord all lost sales and competitor information


Sales Outlooking

Produces a reliable monthly sales forecast based upon opportunity pipeline and customer & decision stage using Sales Force

Sales Review Sessions / Self Development

Prepares for one-to-one performance review sessions with Head of Function or Sales Manager, at least once a month, based upon Mantrac Sales Process metrics (i.e. Sales Effectiveness Tracker, etc)Participate in the weekly activity review sessions with the Head of Function or Sales


Manager

Utilises both the Caterpillar and Mantrac training resources for continual self development


Contacts arising from the job

Internal Customers

Head of Function or Sales ManagerFinanceSales AdministrationLogisticsCentres of Excellence including Sales Effectiveness and Strategic PlanningISR team


External customers

Customers and suppliers


Does this role require international travel?

Role may require occasional international travel as well as regular travel in territory.


PERSON SPECIFICATION

Experience 

Extensive experience of selling industrial equipmentEngineering backgroundExperience in using a CRM database


Knowledge

Excellent knowledge of construction productsStrong commercial acumen

How its measured

Product Knowledge Assessment (PKA)


Skills

Strong numeric skillsAccuracy with high level of detailTenacity, with the ability to close salesProven ability to develop accountsExcellent verbal and written communication skillsStrong negotiation and influencing skillsCustomer focused, being able to provide exceptional customer serviceHighly organised with good time management and prioritisation skillsExcellent interpersonal skills with the ability to establish and maintain strong working relationshipsGood team playerProficient in the use Microsoft Office, Excel, Word, PowerPoint, Outlook presentation skills


Qualifications

Engineering or Business Administration degree or equivalent qualification


Additional training/Certification or membership of professional bodies

SEPPAIS


Core Competencies How measured

Customer FocusEmotional IntelligenceInnovationLeadershipStrategic AwarenessPlanning, Organising and ControllingPersonal development/Job knowledge & Business sense

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