Recruitment at Mantrac Kenya

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 the below fields. 

Qualified candidates will be assessed on right attitude and work ethic culture.


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

Vacancy: Machine Sales Representative

Location: Kisumu

Job Outline

To achieve regional targets for Machine sales-- unit sales and related sales Department covering New and Used Machine 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 and Responsibilities

• To ensure effective sales coverage of all existing and potential Machine customers within the region and submit regular reports accordingly.
• To ensure effective after sales product support in liaison with service 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 Newspaper/Magazine publishers 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.
• Any other duties that may be assigned from time to time by management

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
• High 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 or sales discipline
• 2 years relevant working experience
• Must have  a valid driving license

Vacancy: Parts Admin Co-ordinator

Location: Nairobi

Job Outline: To effectively respond to all customer parts enquiries and promptly process parts orders

Main Duties and Responsibilities

• Oversee overall functions of parts administration activities including IBT, sending and receiving of parts in the warehouse
• Ensuring prompt administration of emergency parts orders and stocks
• Running the daily B/O
• Receiving shipments
• Receiving IBT
• Coordinating between the hose specialist and the warehouse until invoicing of the hose to the customer
• Running monthly B/O status reconciliation with UI
• Ensuring proper entry of operational transactions into MANPRO
• Working with all Warehouse supervisors to ensure prompt parts distribution exercise
• Checking and coordinating the necessary action required for the shipments discrepancies and damaged items on the system/ suppliers
• Customer reports(including service department)
• Circulating backorder status reports to all concerned parties twice a week
• Filling of all relevant documents(PSDN/ IBT’S/PO)
• Treatment of order acknowledgement query(Advise to service/ Counter on the proper action according to the supplier acknowledgement) and system update
• Analysing the weekly orders on suppliers and end of month report
• Shipments discrepancies decisions and actions

Skills

• Excellent analytical and Microsoft office proficiency and in specialized ERP systems
• Articulate and able to communicate well in both written and oral
• Strong product knowledge, excellent interpersonal, and communication skills.
• Demonstrated proficiency in use of computers.

Qualifications

• University Degree or Higher National Diploma in Engineering / Accounting / Mathematics.
• Qualification in supplies management
• At least two years’ experience in inventory management of automotive machinery parts or its equivalent.
• Self-motivated and able to work independently with minimum supervision.

Vacancy: Product Support Sales Rep

Location: Nairobi

Job Outline

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

• 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.
• Close contact with customer results in selling them the company’s part and service repair options.
• Close liaison is maintained with the Product Support Sales 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.
• Close contact is maintained with the Inventory Manager and Product Support Sales Manager to be continually aware of our inventory position and new products which may be announced.
• Parts technical information and literature is continually reviewed so as to be current in all areas.
• All lost sales of parts and service are reported in the call reports to the Product Support Sales Manager.

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.

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 Product Support Sales Manager on a daily basis.

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.

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 Product Support Sales 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

Maintain Sales Material. Performance will be up to standard when:

• A 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.

Achieve Product Support Sales 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
• Must have a valid driving license

Vacancy: Internal Sales Manager

Location: Nairobi

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:

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

Customer Development & Revenue Growth:  

• Ensure ISR Team meet contact targets to build and maintain customer loyalty and maximize on all new sales opportunities and deliver revenue targets

Sales Segmentation & Coverage Design:  

• Participate in data specification and selection, BU Policy, Implementation of Campaigns by Area and Product using SalesForce.Com

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.

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.

Business Unit Reviews / Sales Reviews: 

• Actively participate and suggest improvements.  
• Prepare and deliver presentations on team performance and delivery of activity.

Mantrac Sales Effectiveness Standards: 

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

Qualifications, Skills, Experience & Background:

Essential:

• Call centre experience (managing a team) will be a MUST requirement
• University Degree  in Engineering/Sales/Accounting/Mathematics
• At least 5 years Telesales Team Management experience – motivating, conflict resolution, commissions, incentives, coach, motivator, staff retention, forecasting & analysis of data against forecast
• Self-motivated and able to work independently with minimum supervision.
• Inspirational Leader of people with great communications skills
• Able to prepare and/or interpret reports and analysis relating to performance of people and data
• Microsoft Office suite proficiency
• Presentation skills

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

Challenges the person will face in the job

• Position needs to build successful relationship with ISR Team and Mantrac Sales/Operational Teams
• Role may cross function boundaries
• Database  update and accuracy maintenance
• Build Robust Sales Plan that will deliver revenue targets

Vacancy: Power Systems Sales Rep

Location: Nairobi

Job Outline: Perform effective customer coverage to sell all specified Caterpillar Power Generation Equipment and achieve the agreed sales target

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 sell power generation equipment, mainly generators, industrial and marine engines in accordance to the company finance policy and maintaining PINS as set out on a monthly basis by PSSM
• Carry out technical support such as load sizing to customer as a way to facilitate sales.
• To complete calls per day on existing and for new customers as agreed through effective coverage.
• To enter all call reports daily in MANCRM and make maximum use of MANCRM tool.
• To update customer profile with accurate information
• Record and report lost sales as soon as when occurs
• To updated pending deals and all ongoing projects on weekly basis
• Ensure timely receipt of payment according to contracts / aggreements (prompt debt collection)
• Ensure all company properties under Salesman custody are kept in good condition and report any defect immediately as when occurs.
• Update customer on his / her orders from the date of order to commissioning.
• Support and support him on technical issues
• Keeping abreast on Competitor Products, Prices, Commercial Terms and stock levels and report on them in writing to the PSSM on a monthly basis.
• Report to the PSSM on sales activities, work progress and refer him to unsolved problems / difficulties for resolution / advice.
• Collect, report & following up on any customer complaint aiming to resolve their 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

Skills

• Must be a team person with a responsible approach.
• Good IT skills with excel knowledge
• Accurate employee with 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 Electrical Engineering with experience in sales
• 2 years relevant working experience
• Must have  a valid driving license

How to Apply

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 so as to reach us not later than 7th August 2015.