JUSTINE CHEROP

Experience

• 

  Mantrac Kenya Ltd

  Nov 2010 - Sept 2023

  Commercial Processes.• Understanding what makes a customer’s business really works,using this knowledge and identifying solutions that will help themto improve• Implement the correct pre-sales methodologies such as PoC(Proof of Concept) & PoV (Proof of Value)• Develop comprehensive competitor analysis of respective area offocus; Business Case.• Develop key messages and business cases for respective area of focus;• Clearly articulate the problem or challenge that is being addressed, why the solution is the right one for the customer;• Continually work with local Sales teams on specific customerfocussed Business Cases; T raining.• Complete ASC Certification Program for respective area of focus;• Coach and train PSSRs, Administrators, Service Personnel, Prime Product Sales Reps and Counter Sales Reps and any other personas required; Performance Management.• Design and implement individual growth plans in local Business Units for respective area of focus• Maintain healthy sales funnel and Manage pipeline opportunities• Track performance of Local Sales Teams and continually evaluatetargets and sales funnel. Show less • Responsible for developing and maintaining procedures and practices for all facets of Customer Support Agreement business• Calculate and develop Customer Support Agreement contract prices• Validate Customer Support Agreement contract prices and services throughout the territory• Responsible for the development, implementation and maintenance of Customer Support Agreement incentive programs.• Identify Customer Support Agreement opportunities and business potential.• Develop and Implement Accordingly Customer Support Agreement Marketing Plan, and communicate the plan monthly to Management & Group Support.• Define and implement merchandising programs• Identify and report competitive intelligence• Identify and communicate product needs and issues• Work with marketing to promote Customer Support Agreement’s within the organization & marketplace• Analyze overall Customer Support Agreement financial health• Conduct analysis of Customer Support Agreement contracts to uncover deviations between actual and budget• Provide feedback to develop/enhance Customer Support Agreement reporting (financial and operational) and supporting Documentation.• Support Product Support Sales Representatives with customers Visits.• Identify key Customers and set Customer Support Agreement growth targets• Create strong relationships and contacts with key customers• Participate or organize in customer events• Assist and help Product Support Sales Representatives resolve problems and answer their requests• Promote Customer Support Agreements• Interface with Service Department for product and service feedback that impacts Customer Support Agreements• Coach & train Product Support Sales Representative, administrators, service personnel, prime product salesperson and counter salesperson.• Coach & train service administrators on scheduling software & Customer Support Agreement paper flow management.• Support & train to establish a relationship w Show less • Produce on regular basis (daily, weekly, monthly, yearly):o -sales by customero -sales by PSSRo -sales by sectoro -sales by major commodity by sectoro -sales by brancho -sales by workshop/ over the counter• Monitor and analyze any special project being undertaken by the product support sales team nationwide.• Collate information on competitive pricing coming from PSSR and other reliable sources, and ensure that they are accurate for onward submission to CAT.• Maintain all product support sales and marketing information in a structured format for analysis or use.• Monitor, collate and coordinate any practical competitive analysis for appropriate use.• Monitor and ensure all CAT literature, software and any other relevant ancillary material required by the product support sales team nationwide are regularly updated and maintained.• Communicate technical solutions or changes to product to sales team as and when advised by CAT.• Ensure that product and media information are released to sales team on timely basis and when advised by CAT.• Submit yearly, sales analysis by customer per commodity to the General parts sales manager.• Monitor monthly sales returns versus target to ensure that projects milestones are achieved.• Monitor lost sale based on sales team inputs and report trends.• Any other report/analysis needed impromptu.• Relate with service development manager on all sales marketing issues and activities. Show less

  • Aftermarket Solutions Consultant

    Jan 2019 - Sept 2023

  • Customer Support Agreement Specialist

    Feb 2013 - Jan 2019

  • PRODUCT SUPPORT SALES REPRESENTATIVE

    Aug 2011 - Feb 2013

  • MARKETING ANALYST

    Nov 2010 - Jul 2011
• 

  Mantrac Kenya Limited

  Jan 2017 - Sept 2023

  Cat Oil/Grease Champion

  Act as a focal point for coordinating Cat Oil/Grease sales activities with ExxonMobil (EM):• Cat Oil/Grease ambassador within the dealership• Joint customer visits with EM & potentially PSSRs• Customer trainings/seminars• New products introduction Develop and follow up on the annual Cat Oil/Grease plan:• Develop and maintain Cat Oil/Grease Sales funnel• Ensure frequent updates, focus on Top 10• Include Large Opportunities Accounts (LOAs)• Coordinate with CRM / Salesforce.com / FiltersAct as a center of expertise:• Provide support to Dealer team (PSSR, ISR...)• Involved in Account Management and customer visits• Conduct internal/external training, field coaching and Customer Seminars with ExxonMobil support• Knowledge of local lubricant marketSupport Cat Oil/Grease value proposition:• Total Cost of Ownership (TCO) approach & BEV Tool• Coordinate development of Cat Oil/Grease “Proof of Performance” and “Benefit reports”Promote integration with Cat and dealer Programs;• CSAs, PM Kits, Filters, SOS, MARC, Customer eventsAssist Marketing: • Ensure Cat Oil/Grease marketing material availability: brochures, banners, displays in counter area…• Plan and implement Cat Oil/Grease programs: communication, promotions. Show less

• 

  Plant Machinery Aftermarket Solutions Limited

  Dec 2023 - now

  Chief Executive Officer

  Oversees the ongoing operations of all divisions in the company.Manages and directs the company toward its primary goals and objectives.Oversees employment decisions at the executive level of the company.Leads a team of executives to consider major decisions including acquisitions, mergers, joint ventures, or large-scale expansion.Promotes communication and cooperation among divisions to create a spirit of unity in the organization.Works with the board of directors and other executives to establish short-term objectives and long-range goals, and related plans and policies.Presents regular reports on the status of the company's operations to the board of directors and to company staff.Oversees the organization's financial structure, ensuring adequate and sound funding for the mission and goals of the company.Reviews the financial results of all operations, comparing them with the company's objectives and taking appropriate measures to correct unsatisfactory performance and results.Ensures the company's compliance with all applicable laws, rules, regulations, and standards.Negotiates with other companies regarding actions such as mergers, acquisitions, or joint ventures.Serves as the company's representative to the board of directors, shareholders, employees, customers, the government, and the public. Show less