Territory Sales Representative- Power Systems 60 views

Background of Kerchanshe Equipment

Kerchanshe Trading PLc is a fully independent Ethiopian coffee farming and exporting enterprise. It has decided to broaden its company and has recently signed a Trademark agreement with Caterpillar to officially represent and distribute the Caterpillar Brand in Ethiopia. It is the only Company in Ethiopia having such official distribution rights for Caterpillar Equipment.

The commercial name for this division, which is fully owned by Kechanshe Trading PLC, is Kerchanshe Equipment. Kerchanshe Equipment is in charge of distributing and supporting construction machinery, parts, power systems, and material-handling equipment across the country.

Purpose of role

Responsible for the sale of Caterpillar products and services to an assigned account list and via face-to-face meetings.

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 prioritize accounts that will deliver revenue target

Call Planning

• Build long term relationship with customers by ensuring minimum coverage is met to ensure maximization of all revenue generating opportunities

Sales Funnel Management

• Applies company’s sales methodology to progress sales opportunities through the sales funnel.
• Record and manage all opportunities to stage and exit criteria

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 Company Sales Process metrics (i.e. Sales Effectiveness Tracker, etc).
• Participate in the weekly activity review sessions with the Head of Function or Sales Manager
• Prepare lost sales and competitor activity reports
• Utilizes Caterpillar training resources for continual self development

Required 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 organized with good time management and prioritization 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
• Proven ability to develop accounts

Qualifications

• Engineering or Business Administration degree or equivalent qualification
• Additional training /Certification or membership of professional bodies
• A minimum of 3 years experience