Territory Sales Representative - Kisumu and Homabay

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 services
• Ensure coverage to customers meets Mantrac guidelines, both in terms of frequency and number of calls
• Establish strong relationship 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

MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

• Be fully compliant to the lead qualification process and response times
• Actively 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 target
• Maintain 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 criteria
• Record 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 Manager
• Finance
• Sales Administration
• Logistics
• Centres of Excellence including Sales Effectiveness and Strategic Planning
• ISR 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 equipment
• Engineering background
• Experience in using a CRM database

Knowledge

• Excellent knowledge of construction products
• Strong commercial acumen

How its measured

Product Knowledge Assessment (PKA)

Skills

• Strong numeric skills
• Accuracy with high level of detail
• Tenacity, with the ability to close sales
• Proven ability to develop accounts
• Excellent verbal and written communication skills
• Strong negotiation and influencing skills
• Customer focused, being able to provide exceptional customer service
• Highly organised with good time management and prioritisation skills
• Excellent interpersonal skills with the ability to establish and maintain strong working relationships
• Good team player
• Proficient 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

• SEP
• PAIS

Core Competencies How measured

• Customer Focus
• Emotional Intelligence
• Innovation
• Leadership
• Strategic Awareness
• Planning, Organising and Controlling
• Personal development/Job knowledge & Business sense