Mantrac Internal Sales Manager Job in Kenya

Vacancy: Internal Sales Manager

Location: Nairobi

Mantrac Kenya Ltd the Caterpillar authorized dealer in Kenya; sells

and services earth moving, Power Generating, Material Handling and

Mining Equipment.

Mantrac Kenya Ltd is part of Mantrac Group

who are Caterpillar dealers of heavy machinery in Kenya, Uganda,

Tanzania, Nigeria, Ghana, Sierra Leone, Egypt, Iraq and UK international

sales.
 
To help us achieve our strategy, we are looking for qualified talent in the below fields. 

Qualified candidates will be assessed on right attitude and work ethic culture.




In

return Mantrac will offer unparalleled training, personal growth

opportunities and develop your whole-person to fit into a

multidisciplinary workplace.

Job Outline

Manage a team of Inside Sales Representatives within a professional, high call volume setting to drive increased participation and incremental revenue with Mantrac customers.

Develop tracking and measurement for ISRs to include daily call activity, Salesforce usage, sales targets, lead generation targets as well as prospecting and sales funnel management.

Develop and implement processes to underpin Internal Sales functions and external call centres working with Group and BU Functions.

Main Duties & Responsibilities:

The Internal Sales Manager will deliver the assigned revenue target by the effective management of:

New Customer Acquisition:  

• Establish lead qualification process to grow market share, liaise with Marketing Campaign Manager to develop quick win campaigns to generate sales from existing and new customers

Customer Development & Revenue Growth:  

• Ensure ISR Team meet contact targets to build and maintain customer loyalty and maximize on all new sales opportunities and deliver revenue targets

Sales Segmentation & Coverage Design:  

• Participate in data specification and selection, BU Policy, Implementation of Campaigns by Area and Product using SalesForce.Com

Sales Management:

• Coverage: ensure PAR execution of all customers in all territories and provide contingencies for areas not covered


• Sales Funnel: daily management of sales funnel with appropriate actions taken with each ISR to ensure revenue targets are maintained


• Sales Review: regular weekly and monthly reviews with ISR’s and call centre teams with feedback and reports to BU Head with contingency plans to meet any shortfall.  Monitor calls randomly to ensure professional approach and identify any training needs.


• Support: Support ISR’s with sales closing, motivation, incentives and constant communication.  Regularly review individual performance, identify training needs and fulfil as required.  Act as escalation manager for customers complaints and/or deal closer.  Resolve any issues regarding commission, intercompany conflicts.


• Reporting: Daily ISR Rep reports showing activity, proposals, deals closed, call outcome codes, campaign reports

Equipment / Location: 

• Ensure all ISR’s are adequately equipped to perform their role.

Sales Forecasting: 

• produce a reliable monthly sales forecast based upon opportunity pipeline and customers’ decision stage.  


• Make proposals for sales improvement – target lists, special offers, staff motivational incentives.

Business Unit Reviews / Sales Reviews: 

• Actively participate and suggest improvements.  


• Prepare and deliver presentations on team performance and delivery of activity.

Mantrac Sales Effectiveness Standards: 

• maintain and adhere to Mantrac Sales Processes minimum requirements, such as coverage performance, pipeline and forecast accuracy, data quality.

Qualifications, Skills, Experience & Background:

Essential:

• Call centre experience (managing a team) will be a MUST requirement


• University Degree  in Engineering/Sales/Accounting/Mathematics


• At least 5 years Telesales Team Management experience – motivating, conflict resolution, commissions, incentives, coach, motivator, staff retention, forecasting & analysis of data against forecast


• Self-motivated and able to work independently with minimum supervision.


• Inspirational Leader of people with great communications skills


• Able to prepare and/or interpret reports and analysis relating to performance of people and data


• Microsoft Office suite proficiency


• Presentation skills

Desirable:

• Ability to engage with team located either remotely or internally


• The mental agility to turnaround sales results within tight timescales


• Experience in interviewing and staff selection

Challenges the person will face in the job

• Position needs to build successful relationship with ISR Team and Mantrac Sales/Operational Teams


• Role may cross function boundaries


• Database  update and accuracy maintenance


• Build Robust Sales Plan that will deliver revenue targets

How to Apply

Your

soft copy application letter and curriculum vitae indicating your

regular telephone number to enable us contact you can also be mailed to

careers@mantrackenya.com so as to reach us not later than 7th August

2015.