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