After Markets Solution Consultant at Mantrac Nigeria Ltd

The Aftermarket Solutions Consultant (ASC) Wear Parts - role will focus on the delivery of market share growth for GET & Undercarriage (UC). The Wear parts ASC will work alongside Product Support sales teams to deliver market share growth through the sales of advanced offerings. He or she is responsible for actively driving and managing the pre-sales process with direct and channel customers. The Wear parts ASC must be able to articulate the benefits and truly understand the value story offered in the GET & UC portfolio to both businesses and technical users.

Primarily engaged in a pre-sale technical consultancy role, the consultant will provide technical assistance and guidance during the pre-sales process by identifying customers technical and business requirements prior to designing and prescribing solutions, consulting with technical teams about capabilities, and supporting the sales teams, account managers and partners on making proposals.

Duties & Responsibilities.

• Support the sales team to build, drive & maintain a rich sales funnel for Wear Parts and continuously manage pipeline of opportunities.
• To attend meetings with potential clients to determine technical and business requirements and ensuring that all necessary information is collated prior to proposing a solution.
• Provide technical solutions in a professional manner and to agreed timeframes. 
• Create and confidently deliver technical presentations internally and externally. 
• Deliver training on solutions and provide product support to channel partners and internal stakeholders – TSRs and ISRs.
• Work with Product Management to give feedback on issues with current products and provide input into new product developments.
• Builds a productive relationship internally and externally, fostering teamwork by keeping colleagues updated on new developments in the Wear Parts commodities.  
• To structure and produce compelling sales proposals/commercial and technical documentation outlining the cost savings and business benefits to customers.
• Design and implement a growth plan for local BU for wear parts commodities.
• Develop a clear comprehensive analysis of all wear parts competitors within the territory.
• Achieve Annual Revenue & GP Targets for wear parts products.

Other Expectations

Commercial Processes

• Understanding what makes a customer’s business really work, using knowledge to build solutions that will help the customers reduce cost and improve profitability.
• Implement the correct pre-sales methodologies such as PoC (Proof of Concept) & PoV (Proof of Value).
• Develop comprehensive competitor analysis within the Wear Parts industry.

Business Case

• Develop key marketing messages and business cases for Wear Parts.
• Clearly articulate the problem or challenge that is being addressed and why Mantrac’s solution is the best for the customer.
• Continually work with the sales teams on specific customer focussed business cases.

Training

• Complete Wear Parts ASC Certification Program.
• Coach and train PSSRs, ISRs, administrators, prime product sales reps and counter sales reps on wear parts and value proposition to customers.

Performance Management

• Design and implement individual growth plans in the Business Unit for wear parts.
• Maintain healthy sales funnel and Manage pipeline opportunities with the PSSRs.
• Track performance of the sales team and continually evaluate wear parts target against performance.
• Preference will be given to applicants from the Construction Sector