Sales Representative

Job Description

Role Summary

Responsible for the sale of Caterpillar products and services to an assigned account list and via face to face meetings. The Territory Sales Representatives act as the primary point of contact, typically managing between 100 and 120 customers primarily of SMALL to MEDIUM sizes, and carrying revenue quotas in excess of $1m 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 customer and machine population correctly and timely updated in Salesforce.com

Territory Planning

• • • Identify key commercial opportunities through ongoing communication with customers to prioritise accounts that will deliver revenue target
    • Utilises the account planning tools available

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’s sales methodology to progress sales opportunities through the sales funnel.
    • Record and manage all opportunities through the sales funnel stages

Sales Outlooking

• • • Produces a reliable monthly sales forecast based upon opportunity pipeline and customer’s decision stage using Sales Force

Sales Review Sessions / Self Development

• • • Prepares for one-to-one performance review sessions with 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 Caterpillar and Mantrac training resources for continual self development

Skills

• • • Numeric skills
    • Accuracy with high level of detail
    • Tenacity
    • Good verbal and written communication skills
    • Negotiation and influencing skills
    • Customer focused, being able to provide exceptional customer service
    • Highly organised with good time management and prioritisation skills
    • Good interpersonal skills with the ability to establish and maintain good working relationships
    • Good team player
    • Proficient in the use Microsoft Office, Excel, Word, PowerPoint, Outlook

Knowledge

• • • Good commercial acumen

Qualification

• • Engineering degree or equivalent qualification 

SEND ALL APPLICATIONS TO——— ajalloh@idtlabs.xyz