Field Parts Sales Executive

JOB PURPOSE

This role is responsible for the sale of Case IH spare parts to achieve the budget sales and GP targets and grow market share.

MAIN RESPONSIBILITIES OF THE JOB

Operational Responsibilities

1. Conduct regular field visits to prospect and generate sales;
2. Develop detailed customer profile to understand their current and future fleet requirements.
3. Prepare accurate quotations to ensure customers are informed of prices and stock availability in a timely manner, and to assist close sales;
4. Process sales invoices in a timely manner to facilitate a timely sales process;
5. Capture lost sales in the enterprise system to track performance and support determination of optimum stocking levels;
6. Follow up with credit customers to ensure timely payment for parts purchased on credit, to ensure compliance with the CFAO Kenya credit management guidelines;
7. Request for ordering of parts for special orders and grounded tractors to ensure minimal disruption to the sales process due to stock outs and enhance customer satisfaction;
8. Respond to customer complaints promptly to enhance customer satisfaction and retention;
9. Participate in planning and execution of marketing and sales promotional activities to promote sales and product awareness;
10. Prepare timely and accurate reports to provide performance information on parts sales, pricing, GP, availability, Lost sales and competitor information for timely intervention and corrective measures to address any performance gaps identified;
11. Develop and implement strategies for review and marketing of aged parts to reduce obsolescence
12. Conduct dealer/ stockist / fleet customer visits and support through training and supply of catalogues and training materials.
13. Assist develop parts distribution network through identification of potential partners/ stockists
14. Liaise with service team to support customers in the field

KNOWLEDGE, SKILLS AND EXPERIENCE

(Minimum level of academic and professional qualification required to perform effectively in the role)

• Degree in Sales and Marketing or Engineering or other relevant field

Minimum level of experience required to perform effectively in the role

• 5 years of automotive or agricultural mechanization after sales business.

WORKING RELATIONSHIPS

Internal customers

1. Technicians
2. Sales Executive

External Customers

1. Dealers
2. Stockists
3. Fleet customers
4. Individual customers
5. Government institutions and NGOS.

COMPETENCIES

Technical

1. Computer Literacy
2. Product knowledge- vehicle specifications, Basic mechanical knowledge
3. Knowledge of relevant legislation and its impact to the automotive industry
4. Valid driving license

Functional

1. Report writing skills- ability to develop reports
2. Presentation skills
3. Communication skills

Behavior

1. Innovation – Ability to come up with new and better ways of working to improve efficiency and effectiveness.
2. Time Management – Ability to use time effectively and efficiently.
3. Drive for results – Aware of their roles and responsibility and can be counted on to meet and exceed goals.
4. Interpersonal skills – Ability to build rapport and constructive and effective relationships with colleagues and customers.
5. Customer focus – Establishes and maintains effective relationship with both internal and external customers, to gain their trust and respect.
6. Ethics and values – Adheres to an appropriate and effective set of core values and beliefs, and in alignment with the CFAO KENYA values.
7. Integrity and trust – Trusted individual who can present the unvarnished truth in an appropriate and helpful manner, keeps confidence, admits mistakes, doesn’t misrepresent themselves for personal