SUMMARY OF RESPONSIBILITIES

Build, Drive & Maintain positive Sales Funnel and Continuously Manage Pipeline & Opportunities
To attend meetings with potential clients to determine technical and business requirements and ensuring that all necessary information is collated prior to producing a solution
Provide technical solutions in a professional manner and to agreed timeframes
Create and confidently deliver technical presentations internally and externally
Deliver trainings on solutions and provide product support to channel partners and internal stakeholders
Work with Product Management to feedback on issues with current products and provide input around new products
Build productive relationships internally and externally, fostering teamwork by keeping colleagues updated on activities
To structure and produce compelling sales proposals/commercial and technical documentation outlining the cost savings and business benefits to customers
Design and implement individual growth plan for local BU for Wear parts products
Develop a clear comprehensive analysis of all competitors across the group within the Wear parts industry
Achieve Annual Revenue & GP Targets for Wear parts products

MAIN FUNCTIONS
Commercial Processes

Understanding what makes a customer’s business really work, using this knowledge and identifying solutions that will help them to improve
Implement the correct pre-sales methodologies such as PoC (Proof of Concept) & PoV (Proof of Value)
Develop comprehensive competitor analysis of Wear parts industry; Business Case
Develop key messages and business cases for Wear Parts (GET & Undercarriage);
Clearly articulate the problem or challenge that is being addressed, why the solution is the right one for the customer.
Continually work with local Sales teams on specific customer focused Business Cases.

Training

Complete Wear Parts ASC Certification Program;
Coach and train TSRs, Administrators, Service Personnel, Prime Product Sales Reps and Counter Sales Reps and any other person as required. Performance Management
Design and implement individual growth plans in local BU for wear parts products
Maintain healthy sales funnel and Manage pipeline opportunities
Track performance of Local Sales Teams and continually evaluate targets and sales funnel;

CONTACTS

All levels of management and staff within MANTRAC Nig Ltd and UNATRAC Ltd
Contacts with customers and CATERPILLAR.

RELEVANT INFORMATION
Experience:

Minimum of 5 years of professional work experience with a minimum of 2 years’ experience in commercial and/or marketing management related roles.

Knowledge:

Great understanding of Product Support commodities; Proficiency at managing marketing campaigns Skills:
Excellent communicator; Proficient on data manipulation tools such as MS Excel and Access; Ability to drive

Qualifications:

Mechanical Engineering / technical qualifications or similar experience