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Recruitment at Mantrac Kenya Ltd

Mantrac Kenya Ltd the Caterpillar authorized dealer in Kenya; sells and services earth moving, Power generating, Material Handling and Mining Equipment.

Mantrac Kenya Ltd is part of Mantrac Group who are Caterpillar dealers of heavy machinery in Kenya, Uganda, Tanzania, Nigeria, Ghana, Sierra Leone, Egypt, Iraq and UK international sales.

To help us achieve our strategy, we are looking for qualified talent in below fields:

Internal Sales Manager

Job Outline: Manage a team of Inside Sales Representatives within a professional, high call volume setting to drive increased participation and incremental revenue with Mantrac customers.
Develop tracking and measurement for ISRs to include daily call activity, Salesforce usage, sales targets, lead generation targets as well as prospecting and sales funnel management.

Develop and implement processes to underpin Internal Sales functions and external call centres working with Group and BU Functions.

Main Duties & Responsibilities:

The Internal Sales Manager will deliver the assigned revenue target by the effective management of:

1. New Customer Acquisition:  Establish lead qualification process to grow market share, liaise with Marketing Campaign Manager to develop quick win campaigns to generate sales from existing and new customers

2. Customer Development & Revenue Growth:  Ensure ISR Team meet contact targets to build and maintain customer loyalty and maximise on all new sales opportunities and deliver revenue targets

3. Sales Segmentation & Coverage Design:  Participate in data specification and selection, BU Policy, Implementation of Campaigns by Area and Product using SalesForce.Com

4. Sales Management
  • Coverage: ensure PAR execution of all customers in all territories and provide contingencies for areas not covered
  • Sales Funnel: daily management of sales funnel with appropriate actions taken with each ISR to ensure revenue targets are maintained
  • Sales Review: regular weekly and monthly reviews with ISR’s and call centre teams with feedback and reports to BU Head with contingency plans to meet any shortfall.  Monitor calls randomly to ensure professional approach and identify any training needs.
  • Support: Support ISR’s with sales closing, motivation, incentives and constant communication.  Regularly review individual performance, identify training needs and fulfil as required.  Act as escalation manager for customers complaints and/or deal closer.  Resolve any issues regarding commission, intercompany conflicts.
  • Reporting: Daily ISR Rep reports showing activity, proposals, deals closed, call outcome codes, campaign reports
  • Equipment/Location: Ensure all ISR’s are adequately equipped to perform their role.
5. Sales Forecasting: produce a reliable monthly sales forecast based upon opportunity pipeline and customers’ decision stage.  Make proposals for sales improvement – target lists, special offers, staff motivational incentives.

6. Business Unit Reviews / Sales Reviews: Actively participate and suggest improvements.  Prepare and deliver presentations on team performance and delivery of activity.

7. Mantrac Sales Effectiveness Standards: maintain and adhere to Mantrac Sales Processes minimum requirements, such as coverage performance, pipeline and forecast accuracy, data quality.

8. Supervisory/Managerial Responsibility:
  • ISR Team, Outsource Call Centres
9. Financial Authority
  • Deliver sales targets as specified by BU Head and integrated with Segment Divisional Manager Targets
Experience & Background:

Essential:
  • Inspirational Leader of People
  • Great communications skills
  • Telesales Team Management experience – motivating, conflict resolution, commissions, incentives, coach, motivator, staff retention, forecasting & analysis of data against forecast
  • Able to prepare and/or interpret reports and analysis relating to performance of people and data
  • Preferably 2/3 years spent within the telesales related role
Desirable:
  • Ability to engage with team located either remotely or internally
  • The mental agility to turnaround sales results within tight timescales
  • Experience in interviewing and staff selection
Skills & Educational Qualifications:

Essential:
  • Microsoft Word, Powerpoint, Excel
  • Presentation skills
Desirable:
  • Commerce/Marketing/sales qualification or similar at graduate level
  • Telesales Experience.  For example, recruitment, insurance, banking (outbound)
  • Knowledge of construction industry, heavy machinery, public sector
The immediate challenges/priorities of the role
  • Establish & consolidate successful ISR team within the Business Unit
  • Develop & implement strategy for sales lead process
  • Establish Sales Pipeline

Product Support Sales Rep
 
Job Outline: To maximise Caterpillar equipment user satisfaction and acceptance for dealer parts and service products. To assist Caterpillar equipment users in achieving low operating cost through recommending cost effective options and appropriate product support programs.
Main Duties and Responsibilities

1.
 Sell the company’s parts and service programs.  Performance will be up to standard when:

2.
 Regular contact is maintained with all major customers assigned / allocated to the PSSR, to ensure that one is aware of all their parts and service needs.

3.
 Close contact with customer results in selling them the company’s part and service repair options.

4.
 Close liaison is maintained with the Parts Manager and Service Manager to be continually aware of the status of work in progress or due in for allocated customers, as well as new services the company offers.

5.
 Close contact is maintained with the CIC manager and Parts Manager to be continually aware of our inventory position and new products which may be announced.

6.
 Parts technical information and literature is continually reviewed so as to be current in all areas.

7.
 All lost sales of parts and service are reported in the call reports to the Parts Sales Manager.

8. Assist in maintaining the Marketing Information System

Performance will be up to standard when:
  • A list of allocated customers is maintained and all calls are recorded on the call report form as they are made.
  • At least forth-nightly contact is made with major customers, monthly contact with medium size customers (3 to 9 machines owned), and not less than quarterly contact with small owners.
  • The equipment listing of allocated customers in the MIS is accurate and current.
9. Accurate completion and timely submission of call reports

Performance will be up to standard when:
  • A call report submitted for every call made
  • All fields on the call report are completed accurately.
  • All call reports must be submitted to the Part Manager on a daily basis.
10. Perform Custom Track Service – CTS Inspection 

Performance will be up to standard when:
  • A continual program of undercarriage inspection and follow up is maintained for customers owning five or more pieces of track type equipment.
  • Inspection reports are completed accurately and a copy given to the customer.
  • When applicable, recommendation and quotation are offered  and followed up to close the sale.
  • Inspection of medium and small customers equipment is made as requested by the customer.
11.Assist in the development of parts-service merchandising program

Performance will be up to standard  when:
  • Ideas and opportunities resulting from field contact are submitted regarding parts and service merchandising.
  • Assistance is provided to the Parts manager in the attempt to conduct CAT care meeting as required.
  • Parts and Service meetings are attended regularly.
  • Customer Service agreement- CSA and Repair options sales target are met.
  • Product Support programs are promoted including:
  1. Customer Track Service -- CTS
  2. Remanufactured Parts
  3. Parts Exchange
  4. Repair option
12. Maintain Sales Material

 Performance will be up to standard when:
  • satisfactory supply of sales reference material (PSK’s) and handouts are maintained within the company vehicle.
  • Iron is carried as sales aid to be used during sale presentation to customers.
  • The PSSR’s company vehicle is maintained in a clean, organised manner indicative of the quality of the goods and services he represents.
13. Achieve Parts department’s Revenue and other targets.  

Performance will be up to standard when:
  • 80% of allocated sales target is achieved.
  • Debt of credit customers is managed to ensure that they comply with the company’s credit policy.
  • Assist in achieving Gross profit target for the Parts department.
Skills
  • Good interpersonal and communication skills
  • Good analytical and Microsoft office proficient in Excel, Word and PowerPoint
  • Articulate and able to communicate well in both written and oral
  • Customer focused and with good selling skills
Qualifications
  • BSc mechanical engineering  or sales discipline
  • Minimum of two years working experience

Parts Counter Analyst
 
Job Outline: To effectively respond to all customer parts enquiries and promptly process parts orders
Main Duties & Responsibilities

1. Receive parts order by phone.

2. Receive customers at the parts counter

3. Accurately and promptly reference all parts inquiries.
Performance will be up to standard when:

  • A complete, and updated parts and service reference library is maintained.
  • A working knowledge of basic parts product knowledge is maintained.
4. Efficiently process all orders
  • All parts invoices are properly and accurately produced from the System
  • All parts picking lists are properly and accurately produced for the warehouse to pick parts.
  • All lost sales are promptly recorded on the System.  Lost sales above $500 must be reported to the Parts Sales Manager immediately.
  • An up to date and accurate filing system kept for all completed and pending customer orders / LPO’s.
  • All customers LPO’s must be filed by end of business day.
5. Order and Process backorder items
  • B/O items are promptly processed to meet CIC order cut off.
  • All previous days B/O declared urgent by customers or service department are located before close of second business day.
  • Upon receipt of the customer-binning list from CIC, all B/O’s are immediately invoiced.
  • All B/O’s are processed in line with the company’s credit policy.
6. Process Credits for customers and service department
  • Customer and service department parts return are processed in line with PDP 24-02.
  • Credit invoice is only processed when the warehouse personnel confirms that the quality of the parts meet Caterpillar standards and parts are in their original boxes.
Minimum Requirements
  • First degree from a reputable University preferably in Mechanical Engineering or business related degree with experience in industry sales
  • 2 years relevant working experience
Requisite Skills
  • Must be a team person with a responsible approach.
  • Good IT skills with excel knowledge
  • Accurate employee giving attention to detail.
  • Ability to liaise with personnel at all levels.
  • Good negotiation and communication skills
  • Able to use initiative, knowledge and experience to look at improving processes

Prime Product Sales Rep 
 
Job Outline: To achieve business unit targets for Prime Product - unit sales in Caterpillar Machine range as will be stipulated from time to time by management through the Sales Manager.
To effectively manage the sales in conjunction with colleagues while reporting to the sales manager and maintaining company commercial standards and policies.

Main Duties & Responsibilities


  • To ensure effective sales coverage of all existing and potential Prime Product Equipment customers within the region and submit regular reports accordingly.
  • To ensure effective after sales product support in liaison with product support dept.
  • To follow up on outstanding customer debts and update Finance department promptly.
  • To ensure we use the best methods in machine identification and application by applying the relevant Caterpillar product programmes.
  • To liaise with local suppliers of equipment/accessories/materials as the need may arise from time to time.
  • With the directions of the Sales Manager identify and formulate suitable Marketing advertisements and co-ordinate with marketing department for action.
  • Achieve sales targets as units – value and margin  and follow effectively any available opportunity 
  • Collect and report to the Sales Manager on trading trends, market opportunities  and other matters related to the  business
  • Draw up & /implement customer call schedules and strategies towards achievement of the department annual goals
  • Set and submit coverage plans weekly to management
  • Submit on time daily call reports, and relevant reports on activities within  the territory – this also to include all competitive activities and market info
  • Organize effective customers’ coverage - demonstration / test drives for prospective customers.
  • Collect, report & following up on any customer complaint aiming to resolve the problem
  • To submit regular national sales updates and liaise with logistics on stock/customer order requirements - Administration of stock levels in line with projected sales.
  • Control of  Machine deliveries, ensuring proper documentation before release
Skills
  • Must be a team person with a responsible approach.
  • Good IT skills with excel knowledge
  • Accurate employee giving attention to detail.
  • Ability to liaise with personnel at all levels.
  • Good negotiation skills and excellent communication skills
  • Able to use initiative, knowledge and experience to look at improving processes
Qualifications
  • First degree from a reputable University preferably in Mechanical Engineering or business related degree with experience in sales
  • 2 years relevant working experience
  • Must have  a valid driving license
Qualified candidates will be assessed on right attitude and work ethic culture.


In return Mantrac will offer unparalleled training and personal growth opportunities, develop your whole-person to fit into a multidisciplinary workplace.

Your soft copy application letter and curriculum vitae indicating your regular telephone number to enable us contact you can also be mailed to careers@mantrackenya.com

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