Group Parts Sales Engineer
Panafrican Group of Companies (The Exclusive Dealer in Africa for Komatsu, Wirtgen, Sakai, Hensley)
Total years of experience :12 years, 9 Months
Responsibilities:
• Market Analysis, Forecasts and Inventory Management
1. Relentless market intelligence, trend and other analysis and understanding to focus on sales success.
2. Develops strategy/approach to provide expansion of existing customers, new customer acquisition and new market targeting/penetration.
3. Manages parts inventory
• Key Account Management
1. Develops strong relationships with key customers.
2. Planning with customers to anticipate needs/react to change
3. Develop solutions based approach with customers to help them achieve and exceed performance targets
4. Sets customer plans
• Proposal Management, Contracts and Data Base Management
1. Develops and maintains standard quoting format and contracts to ensure that the approach balances strategy with necessary securities in place. (company policy)
2. Develops / maintains robust model and price comparisons with competitors
3. Customer / fleet data base management.
4. Develop RSPL for all equipment models
• Procurement
1. Responsible for the procurement function of parts in relationship to customer requirements
2. Responsible for the correct export processes
3. Ensuring customer is kept advise of status of orders and shipments
Working closely with the sales management team and marketing staff to initiate marketing strategies that support the sales objectives of the company. Always representing the company professionally, ethnically and morally at all times. Duties:
• Establishes, develops and maintains business relationships with current customers and prospective
Customers in the assigned territory/market segment to generate new business for the organization’s
Products/services.
• Makes telephone calls and in-person visits and presentations to existing and prospective customers.
• Researches sources for developing prospective customers and for information to determine their potential.
• Develops clear and effective written proposals/quotations for current and prospective customers.
• Expedites the resolution of customer problems and complaints.
• Coordinates sales effort with marketing, sales management, accounting, logistics and technical service
groups.
• Analyzes the territory/market’s potential and determines the value of existing and prospective customers
Value to the organization.
• Creates and manages a customer value plan for existing customers highlighting profile, share and value
Opportunities.
• Identifies advantages and compares organization’s products/services.
• Plans and organizes personal sales strategy by maximizing the Return on time Investment for the
territory/segment.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive
activities, and potential for new products and services.
• Keeps abreast of product applications, technical services, market conditions, competitive activities,
advertising and promotional trends through the reading of pertinent literature and consulting with marketing
and technical service areas.
• Participates in trade shows and conventions.
• Maintain re-order levels for each stock line items for all brands.
• Maintain safety stock inventory for each stock item.
• Prepare purchase plan to ensure availability of spare parts, based on the sale forecast provided by the
sales & service departments, purchase lead times, current stocks and on order lines.
• Follow up on the outstanding purchase orders with different suppliers.
• Co-ordinate with suppliers and freight forwarders for smooth document flow to tackle shipment clearances efficiently.
• Design and implement stock strategies for the central warehouse as well as for the regional warehouses based on the sales performance region wise.
• Arrange for transfer of goods from the central warehouse to regional warehouses and vise -versa.
• Closely monitor the slow moving inventory and control surplus or dead stock inventory levels.
• Regularly inspect physical inventory stock levels by conducting perpetual physical counts.