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Job Description

Responsible for the sale of Caterpillar & SEM products and services to an assigned account list and via face-to-face meetings. The TSR Grade 2 typically manages between 100 and 120 customers primarily of MEDIUM size and carries a revenue quota in excess of $2m per year. 

 

Responsibilities

  • Deliver sales target through the sale of Caterpillar & SEM products and services.
  • Ensure coverage to customers meets Mantrac guidelines, both in terms of frequency and number of calls.
  • Establish strong relationships with all decision-makers, influencers, and blockers within assigned customers
  • Understand customers businesses and key needs
  • Differentiate Mantrac and Caterpillar against competitors
  • Participate at all opportunities within assigned accounts
  • Produce accurate sales outlook figures on a monthly basis
  • Maintain customer and opportunity data in Salesforce.com
  • Be fully compliant with the lead qualification process and response times
  • Actively prospect, potential new customers
  • Maintain customer and machine population correctly and timely updated in Salesforce.com
  • Identify key commercial opportunities through ongoing communication with customers to prioritise accounts that will deliver revenue target prioritize
  • Maintain an awareness of competitor activities
  • Applies Mantrac's sales methodology to progress sales opportunities through the sales funnel.
  • Record and manage all opportunities to stage and exit criteria
  • Record all lost sales and competitor information
  • Produces a reliable monthly sales forecast based upon opportunity pipeline and customer's decision stage using SalesForce
  • 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
  • Utilizes both the Caterpillar and Mantrac training resources for continual self-development

 

Skills and Qualifications

  • Engineering or Business-related degree or equivalent qualification
  • 4 years of sales experience in an earthmoving equipment industry
  • Excellent verbal and written communication skills
  • Strong negotiation and influencing skills
  • Good team player
  • Proficient in the use of Microsoft Office, Excel, Word,
  • SEP
  • PAIS

 

Job Details

Level : Mid level
Industry : Business
Salary : Confidential
Experience : 4 Years
Applications : 4
Locality : Nairobi, Kenya
Eligibility : Bachelor
Company : Kaziweza limite...
Posted By Kaziweza limite... / 01 Dec 2021

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