Mantrac Kenya Internal Sales Manager Job Vacancy

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 below fields:

Internal Sales Manager

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:

1. 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

2. Customer Development & Revenue Growth:  Ensure ISR Team meet contact targets to build and maintain customer loyalty and maximise on all new sales opportunities and deliver revenue targets

3. Sales Segmentation & Coverage Design:  Participate in data specification and selection, BU Policy, Implementation of Campaigns by Area and Product using SalesForce.Com

4. 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.

5. 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.

6. Business Unit Reviews / Sales Reviews: Actively participate and suggest improvements.  Prepare and deliver presentations on team performance and delivery of activity.

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

8. Supervisory/Managerial Responsibility:

• ISR Team, Outsource Call Centres

9. Financial Authority

• Deliver sales targets as specified by BU Head and integrated with Segment Divisional Manager Targets

Experience & Background:

Essential:

• Inspirational Leader of People
• Great communications skills
• Telesales Team Management experience – motivating, conflict resolution, commissions, incentives, coach, motivator, staff retention, forecasting & analysis of data against forecast
• Able to prepare and/or interpret reports and analysis relating to performance of people and data
• Preferably 2/3 years spent within the telesales related role

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

Skills & Educational Qualifications:

Essential:

• Microsoft Word, Powerpoint, Excel
• Presentation skills

Desirable:

• Commerce/Marketing/sales qualification or similar at graduate level
• Telesales Experience.  For example, recruitment, insurance, banking (outbound)
• Knowledge of construction industry, heavy machinery, public sector

The immediate challenges/priorities of the role

• Establish & consolidate successful ISR team within the Business Unit
• Develop & implement strategy for sales lead process
• Establish Sales Pipeline

How to Apply

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

In return Mantrac will offer unparalleled training and personal growth opportunities, develop your whole-person to fit into a multidisciplinary workplace.

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 31 August 2014.