TERRITORY SALES REPRESENTATIVE

The incumbent will be responsible for the sale of Caterpillar products and services to an assigned account list and via face-to-face meetings. The TSR typically manages between 120 and 200 customers primarily of medium and large sizes and carrying a revenue quota.
He will be responsible for selling Prime CAT Products ( Power system & CAT Machines )

OBJECTIVES

Deliver sales target through the sale of Caterpillar products and services

Ensure coverage to customers that meets Mantrac guidelines, both in terms of frequency and number of calls

·         Establish strong relationship with all decision makers, influencers within assigned customers

·         Understand customers businesses and key needs

·         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 AND RESPONSIBILITIES

• Be fully compliant to the lead qualification process and response times


• Actively prospect potential new customers


• Maintain customer and machine population correctly and timely updated in Salesforce.com


• Identify key commercial opportunities through ongoing communication with customers to prioritise accounts that will deliver revenue target


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


• Applies Mantrac's sales methodology to progress sales opportunities through the sales funnel.


• Record and manage all opportunities to stage and exit criteria


• Produces a reliable monthly sales forecast based upon opportunity pipeline and customer's decision stage using Sales Force


• Prepares for one-to-one performance review sessions with Sales Manager, at least once a month, based upon Mantrac 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


• Utilises both Caterpillar and Mantrac training resources for continual self-development.
  

  Requirements

  
  

  ·         A good First Degree in Mechanical Engineering

  
  

  ·         2 years’ working experience in a similar role

  
  

  ·         Excellent writing and verbal communication skills

  
  

  ·         Understanding of Customer Experience

  
  

  ·         Good interpersonal skills with the ability to build and maintain relationships

  
  


• Good influencing skills.