Group Mining Technology Sales Manager
Mantrac Group
مجموع سنوات الخبرة :13 years, 4 أشهر
Managerial Tasks Summary: 1. Formulate and execute technology plans for mining customers, ensuring alignment across business units. 2. Identify and engage key contacts at customer sites, maintaining regular communication on technological advancements. 3. Oversee technology opportunities through the sales force CRM system. 4. Conduct regular travel to customer sites and mine locations to ensure technology solutions meet their operational needs. 5. Develop competitive technology solutions, presenting them effectively to showcase the value of Caterpillar products. 6. Establish and manage customer reference sites to support future technology sales initiatives. 7. Lead and participate in site studies demonstrating the strategic value of various technology offerings. 8. Collaborate with Mining Sales Managers to integrate technology into major bids for equipment orders. 9. Demonstrate the profitability of each technology solution through detailed margin and revenue analysis. 10. Review invoiced technology deals, providing insightful analysis and adjusting pricing strategies as necessary. 11. Work closely with Mining Sales, BUs Machine Sales, and PSSRs to enhance managerial understanding of mining technology offerings.
12. Implement and oversee a comprehensive technology sales strategy, driving business growth and profitability while maintaining strong relationships with key customers and stakeholders.
• Implementing effective sales strategies for effective customer acquisition and retention.
• Identify and create new business opportunities with potential customers.
• Work with a cross-functional group including, sales, purchasing, and logistics to carry out customer requirements
• Tracking and reporting results as necessary while making recommendations to the upper management on the best course of action for both short and long-term plans.
• Collect market/competitive benchmark data and regularly review it with the management team(s).
• Coordinating and aligning with product, technical, commercial, finance, and legal to prepare winning RFP/RFQ/Tenders responses
• Develop new and existing businesses promoting the companys full range of products.
• Build strong relationships with new customers and existing clients.
• Manage sales pipeline from end to end and open up new accounts
• Work with the GM to develop sales forecasts and achieve sales objectives
• Build and develop relationships with key distributors within the relevant sales channels
• Achieve growth and hit sales targets by successfully managing the sales team
• Generate month-end sales report highlighting monthly accomplishments
• Developing and executing a Sales plan in order to increase selling opportunities among prospecting B2B clients.
• Directly responsible for the continuous growth and profitability of the business. To develop and drives effective generation, management, and conversion of a sustainable pipeline of new business.
• Revise and accurately update customer records and database.
• Develop and deliver sales presentations to potential customers.
• Using data to drive market gap analysis and devise strategies to improve our market presence, including familiarity with creating business cases and plans to drive investment.
• Manage, develop coach, control, and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met.
• Suggest and implement improvements in the inside sales operation process.
• Provide on-the-ground support for sales associates as they generate
• Regularly conducting an in-depth analysis of Customers Sales Out/ Ordering patterns, Inventory Management to enhance cash flow
• Prepare monthly, quarterly, and annual performance reports and Business analysis reports (Excel & Power Bi).
• Use customer feedback to generate ideas about new features or products and create a suitable sales process.
• Attend and actively contribute to Sales meetings to keep colleagues informed about customers and product range.
• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Research and discover methods to increase customer engagement.
• Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales.
• Present sales, revenue, and expenses reports and realistic forecasts to the higher management team.
• Discover profitable suppliers and initiate business and organization partnerships.
• Negotiate with external vendors to secure advantageous terms.
• Approve the ordering of necessary goods and services.
• Finalize purchase details of orders and deliveries.
• Track and report key functional metrics to reduce expenses and improve effectiveness.
• preparing sales analysis and forecast reports.
• Collaborate with key persons to ensure clarity of the specifications and expectations of the company.
• Control spending and build a culture of long-term saving on procurement costs.
• Identifies current and future customer service requirements by establishing personal report with potential and actual customers and other persons in a position to understand service requirements. Provides product, or equipment technical and engineering information by answering questions and requests
• Establishes new accounts by identifying potential customers; planning and organizing sales call schedules and meetings
• Offer new products and initiatives that meet customer requirements.
• Monitor purchase orders, sales agreements, and contracts.
• Following up with the clients for payments/recoveries and updating the same to higher management.
• Coordinate the complete procurement, expediting, and logistics cycle of the Ofshore Project, by implementing efective strategies and policies to resolve critical/complex issues using specialist procurement expertise and knowledge.
• Check Tenders news thoroughly on a weekly basis and coordinate in submitting tenders timely by gathering the required information, documents prices, etc. before the Tender due date.
• Communicate with clients to ensure satisfaction with delivered products, methods, and delivery time.
• Gains customer acceptance by explaining or demonstrating cost reductions and operations improvements.
• Submits orders by conferring with technical support staff; costing engineering changes.
• Prepares sales engineering reports by collecting, analyzing, and summarizing sales information and engineering and application trends.
• Progressively working on new clients and delivering fruitful results by giving best solutions to their requirements.
• Fulfil all CRM requirements.
• Searching for new clients who could benefit from our products in a designated region
• Travelling to visit potential clients
• Establishing new, and maintaining existing, relationships with customers
• Managing and interpreting customer requirements
• Persuading clients that a product or service will best satisfy their needs
• Replying clients quotations
• Negotiating tender and contract terms
• Negotiating and closing sales by agreeing on terms and conditions
• Offering after-sales support services
• Analysing costs and sales
• Co-ordinating sales projects
• Supporting marketing by attending trade shows, conferences and other marketing events
• Making technical presentations and demonstrating how a product will meet client needs
• Providing pre-sales technical assistance and product education
• Liaising with other members of the sales team and other technical experts
• Solving client problems
• Helping in the design of custom-made products
• Providing training and producing support material for the sales team
• Achieving growth and hitting sales targets by successfully managing the sales team. Designing and implementing a strategic sales plan that expands the companys customer base and ensures its strong presence.
• Manage, study, and prepare the technical proposals to match the clients specifications.
• Prepare the compliance sheets, submittals of the required systems.
• Responsible for supporting the sales technically for any technical workshop meeting.
• Design & build the required solutions in alignment with the requirements.
• Prepare and give technical presentations to explain to customers how the products and services work.
• Work with the customers and Engineers to ensure the equipment meets the system requirements.
• Communicate with the sales team to understand consumer demands and offer sales support where necessary.
• Secure orders, guarantee product standards and assure product delivery.
• Establish customer rapport and acceptance.
• Plan for modifications to products to meet consumer demands.
• Help clients to solve problems with product usage.
• Recommend new and improved products to the customers and explain how the equipment will be more cost-effective.
• Calculating & verifying the estimated parts required for repair.
• Repairing and servicing vehicles booked into the workshop.
• Ensuring the correct specialist tools are used to carry out repairs.
• Carrying out inspections and reconditioning of vehicles.
• Specify system components or direct modification of products to ensure conformance with engineering design and performance specifications.
o Teaching materials related to aircraft maintenance operations.
o Teach students to use the various documents and tools used in the field of aircraft maintenance.
o Prepare scientific and theoretical material used in the teaching process.
o Training students to write technical reports and work-related observations.
o Training students to observe the conditions of safety and security in the hangar and the dangers of neglect.
o Calculating & verifying the estimated parts required for repair.
o Repairing and servicing vehicles booked into the workshop.
o Ensuring the correct specialist tools are used to carry out repairs.
o Carrying out inspections and reconditioning of vehicles.
o Stripping, fitting and replacing components on vehicles.
o Liaising with customers and service reception staff.
o Making sure the work bay & hangar is tidy and safe to work in.
o Investigation faults using special mechanical tools and diagnostic equipment.
o Ordering or picking up parts from suppliers. Checking every critical part of a vehicle, including belts, hoses, plugs, and brake and fuel systems.
Organization providing education and training Institute of Aeronautical Engineering and tech. Cert