Mantrac
Kenya Ltd the Caterpillar authorized dealer in Kenya; sells and services earth
moving, Power generating, Material Handling and Mining Equipment.
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.
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
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:
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:
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:
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
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:
- Customer Track Service -- CTS
- Remanufactured Parts
- Parts Exchange
- 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:
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
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