Group Sales Development Manager – Energy & Transportation
MANTRAC Group
Total years of experience :16 years, 0 Months
Description
• The main responsibility is to develop commercial initiatives, in partnership with Business Units, that drive revenue and profit growth within their respective industry segment (Energy & Transportation), and embedding the necessary industry insight into Mantrac’s Aftermarket commercial processes.
Am Acting as the main interface between Mantrac and the respective Caterpillar Aftermarket segment representative, discussing strategies, initiatives, results, and corresponding supporting programs so we can maximize the efficiency of the customer commercial offers through regular visits to our key account customers and our sales force team in MANTRAC group located in (EGYPT, IRAQ, RUSSIA, GHANA, NIGERIA, KENYA, TANZANIA, UGANDA, SIERRA LEONE & Liberia) and Design and implement commercial initiatives that lead Mantrac to meet sales and profit targets within assigned segment and Provide unparalleled industry expertise to Mantrac Aftermarket teams and Manage the relationship with the respective Caterpillar Aftermarket representative;
Reports and analyses performance on the assigned segment.
Responsibilities & main accountabilities:
• Sales development:
Identify revenue and profit opportunities within assigned segment;
Design commercial initiatives to drive growth on pockets of opportunities;
Work with Group Marketing in the creation of compelling customer journeys;
Drive implementation of initiatives with Business Units;
Maximize use of Prioritized Service Events (PSE);
• Industry expertise:
Provide input to strategic plans within respective segment;
Support Business Unit teams with industry knowledge;
Gather the voice of customers with territory visits;
Assist sales teams in C-level relationship;
• Caterpillar relationship:
Work as main point of contact for Caterpillar segment manager;
Advocate to Caterpillar key Mantrac needs;
Lead development plans put in place together with Caterpillar;
Agree on annual targets and other segment metrics;
Update on Leadership Table initiatives;
Leverage Caterpillar incentive programs;
• Performance management:
Produce comprehensive business results narratives on assigned segment;
Analyze main drivers of performance;
Construct detailed understanding of up traders and down traders
Description
•The link between CATERPILLAR and our business units in different regions through special Strategic projects focused to drive the growth plan in parts & service business, with Mantrac`s efforts on sales automation which considered benchmark by Caterpillar, and often presented as best case to other dealers across the world. Am continue developing our capabilities further and take on critical OIA`s initiatives such as (Customer Support Agreements, Repair Options, Wear Elements & Opportunity Lead Generation Analyzer) to be a part of the sales daily offers and complete the transformation of sales processes on the ground, with heavy use of digital tools and new training practices. The primary goals are to substantially improve sales call quality and maximize the efficiency of the customer facing time through regular visits to our key account customers and our sales force team in MANTRAC group located in (EGYPT, IRAQ, RUSSIA, GHANA, NIGERIA, KENYA, TANZANIA, UGANDA, SIERRA LEONE & Liberia)
Responsibilities & main accountabilities:
•Sales Strategy
Create, plan and implement sales strategy, and strategic sales and business development initiatives, in alignment with global CAT sales strategy. Achieve sales targets in respect of both budgets and sales efficiency. Understand the key business drivers of the relevant customer’s business and business environment and interprets the impact and opportunity for MANTRAC. Participate in the development of sales strategies for the account by providing the customer’s current business and long-term plans. Lead the development and implementation of the account plan and CAT-MANTRAC leadership table actions.
•Sales targets
Establish sales targets and ensures sales achievement through regular oversight and implementation of improvement plans as needed, define the propose of sales targets for the account to ensures their achievement with a structured follow up process across Divisions and Countries. Sell products, solutions, services to customers, focusing on volume, mix and profitability targets representing all MANTRAC.
•Customer acquisition
Identify opportunities at existing and potential new customers within defined geographical area, and determines plans for acquisition and allocates resources.
•Information Analysis for Marketing Campaigns
Coordinate the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitor and provide reports to the Marketing and Sales organization on market intelligence with creating added value for the customer and MANTRAC Sales team by ensuring a coordinated sales approach (e.g. Customer Seminar, E-Commerce Campaign, Customer Technical workshops, Lunch & Learn Sessions).
•Customer relations & Market Knowledge
Support the development of strong relationships with key customers. Build and maintain strong relationships with key decision makers. Ensure efficient marketing communications and Monitor competitors’ activity with the account and ensure that appropriate response strategies are formulated and implemented. Give input on market price developments.
•Volume, profit and cost
Ensure achievement of sales volume and product mix targets by setting appropriate price and margin for sales. Participate on negotiations of key contracts. Manage ongoing costs.
•Risk
Monitor client financial status and reports any changes regarding risk to relevant internal partner teams. Identify and manage potential risks relating to contract agreements across customers/channels.
•Sales processes and tools
Take ownership of the sales processes, and all relevant training and development plans, actions and programs. Drive application of standardized Marketing & Sales processes and tools (Salesforce, account plans, Play Book & ONSIGHT visit App.) for the key account customers. Initiation and leadership of Capture Team Selling process for focus projects.
Description
•I am the link between CATERPILLAR representatives and our business units in our different regions to market the service programs which CAT support (CAT CONNECT Technologies, Equipment Management Solutions, Repair Option, G.ET / U.C, Precious Metal Kit, CCR & CPT) and try to increase the sales figures for these programs through regular visits to MANTRAC dealers which located in (EGYPT, IRAQ, RUSSIA, GHANA, NIGERIA, KENYA, TANZANIA, UGANDA, SIERRA LEONE & Liberia)
Responsibilities & main accountabilities
•Increase the sales figures of our CAT CONNECT services with creating new sales strategies can be affect positively on our incremental business which generated from EMSolutions contracts & CAT Technologies.
•Increase the market share by offering new rebuild kit can be suitable with our different customer needs.
•Creating new repair options programs and coordinate with CATERPILLER to support it.
•Increase the ground engaging tools and undercarriage parts business across the group through strategic action plans with G.E.T / U.C specialists in each BU and the group specialist who is a part of my team
•Setting the marketing plan with our territories within the group to increase the sales figures for the special programs under my role.
•Liaise with our business units to increase the parts sales business under these programs with our key account customers through regular visit at their site located in our different territories.
•Coordinate with our IT developers to Create new sales software can help our sales force team to use it efficiently with more quality and less time.
•Setting the target per BU.
•Working closely with our Marketing department in each territory to design the marketing material we used for selling our programs (Brochures, Banners, Videos, Customer testimonials and Email Shots), also to attend all the customers events we need in each business unit to market our programs efficiently with other products as well .
- From June’12 to June’13 MANTRAC - UNATRAC INTERNATIONAL GROUP (CoE)
Group Product Support Sales & Marketing supervisor
Description
•I am the link between CATERPILLAR representatives and our business units in our different regions to market the service programs which CAT support (Repair Option & Equipment Management Solutions) and try to increase the sales figures for these programs through regular visits to MANTRAC dealers which located in (EGYPT, IRAQ, RUSSIA, GHANA, NIGERIA, KENYA, TANZANIA, UGANDA, SIERRA LEONE & Liberia)
Responsibilities & main accountabilities
•Set the annual targets and strategic action plans for each business units to make sure we can achieve the business units targets and the group target.
•Support our sales force for the new technologies like CAT Connect services and drive the sales campaign across MANTRAC group with monitor the sales performance in each territory.
•Support our sales force in each business unit with the information they need to sell more parts through CAT programs with improving the negotiating, selling skills and technical back ground as well.
•Train our sales force to use advanced CAT systems (Vision Link, PL Web, IBM AS/400 Caterpillar worldwide proprietary Dealer Business System & ERP system, Sales Force, Service Solution, Service Information System “SIS”, SIMSi, TMI Web...etc.) Which provide proactive solutions to our customers so they provide their customers high quality service.
Product Support Department
Description
•Responsible for the spare parts sales and products of Caterpillar and (Bucyrus O&K Excavators) to high profile clients such as (Sukari Gold Mining-Centamin, Capital Drilling, BARMINCO UNDERGROUND MINING and Gipsland limited), also responsible for setting the action plans to my team so they can approach and secure new business for the division and make sure that my team is well communicated with their customers to gain their satisfaction and approach our target smoothly. I was located on Sukari Gold Mine site so we can provide our customers quick and high-quality services through following activities.
Responsibilities & main accountabilities
•MONTHLY SALES REPORTS SUBMITTED TO MY SENIOR MANAGERS SHOWING THE SALES FIGURES WITH SITE PROGRESS AND ANY SUPPORT NEED TO WIN BIG DEALS.
•OPEN NEW SALES OPPORTUNITIES THROUGH VALUED RECOMMENDATIONS TO OUR CUSTOMER.
•ORDERING THE PARTS NEED FOR ANY TROUBLESHOOTING AND FIXING THE FLEET PROBLEMS.
•UPDATE OUR CUSTOMER WITH DAILY DELIVERY REPORT SHOWING THE STATUS OF BACK ORDER PARTS.
•WORKING CLOSELY WITH OUR INVENTORY TEAM TO ORDER THE PARTS NEED IN OUR WAREHOUSE TO AVOID ANY PROBABILITY OF DOWN MACHINE AND INCREASE THE AVAILABILITY TIME.
Product Support Department.
Description
The main job is to liaise with my head office and our clients on a regular basis to ensure that we provide the best service in the region.
Responsibilities & main accountabilities
•The contributing to the achievement of revenue, parts sales and customer engagement through effective sales process management, increasing customer retention and efficient distribution strategy, also seeking out and targeting new sales opportunities
•Checking the customer Warehouse on daily basis so can discover any competitor products with drawing a technical comparison between our product and the competitor’s one.
•Sales opportunities for other sectors in our company (Generators, new Machines and used machines) by recommending the customers with the best solutions and connecting them to the right people in sales departments and also getting the competitors’ offers through strong relationship with the customer.
sales role includes offering products and services to my clients that can fulfill their immediate needs, also followed up by supporting the equipment that we provide to our clients.
Responsibilities & main accountabilities
•Required to draw comparisons between our products and our competitors.
•Settling the financial statement and finalize the pending invoices.
•Building tracking system can show the status of important orders.
•Sending recommended Add to stock parts list to ensure parts availability in our warehouse.
courses: Holder from Arab Academy for Science and Technology(AAST), Marketing Major (