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Sales Engineer Power System – International Company Providing Industry-Leading Construction Machineries, Mining Equipment and Power Solutions, Ethiopia

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Recruiter:  Ethiojobs
Category:  Business and Administration, Engineering
Location:  Addis Ababa
Job Description

Purpose of role

Responsible for the sale of products and services to an assigned account list and via face to face meetings. The TSR Grade 1 typically manages between 100 and 120 customers primarily of SMALL to MEDIUM sizes, and carrying a revenue quota in excess of $1m per year. This is a development role with a focus on building knowledge on the product and sales process.

Key Objectives

  • Deliver sales target through the sale of products and services
  • Ensure coverage to customers meets 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 the dealer company and manufacturer
  • 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 priorities 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 maximization of all revenue generating opportunities

Sales Funnel Management

  • Applies the company 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’s 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 company’s Sales Process metrics (i.e. Sales Effectiveness Tracker, etc).
  • Participate in the weekly activity review sessions with the Head of Function or Sales Manager
  • Utilizes both the Caterpillar and the company training resources for continual self development

Contacts arising from the job

Internal Contacts

  • Head of Function or Sales Manager
  • Finance
  • Administration
  • Logistics
  • Centers of Excellence including Sales Effectiveness and Strategic Planning
  • ISR team

External Contacts

  • Customers and suppliers

Does this role require travel?

 

  • Role may require occasional travel as well as regular travel in territory.

Department: Machines

Reporting to (Title): Head of Function or Sales Manager (as appropriate)

No. of reports: 0

BU or Group role: BU

Grade: 1 (Entry level)

Job Requirements

PERSON SPECIFICATION

Essential and Experience

 

  • Engineering background

Desirable and Experience

  • Limited experience of selling

Knowledge and Desirable

  • Basic knowledge of construction products

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

  • SEP
  • PAIS

Core Competencies

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

How to Apply

Interested and qualified applicants can send their CV to
Note: Use ” Territory Sales Representative 1″ as the subject line of your email

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