Company Description
At Konecranes, we believe that great customer experience is built on the people behind the Konecranes name. Everything we do, we do with passion and drive. We believe diversity drives business success and is the foundation for our growth. We welcome different backgrounds and skills that enrich our community and we promote a place where we can ALL be ourselves. This is what makes Konecranes a unique place to work.
Job Description
Position Summary
1. Meeting assigned sales targets for:
o Repairs
o Retrofits
o Hoists
o Light lifting equipment (e.g., monorails, jib cranes, air balancers, below-the-hook devices)
o Spare parts
o In-house repairs
o General overhauls
o Consultation services
o Modernizations
o Agreement Orders (SAOC, ROC and WOC)
2. Managing sales cases and account actions to support activities generated or identified by inside sales, particularly for priority accounts.
3. Referring opportunities for other products to other sales resources by creating sales cases.
Key Responsibilities/Duties
Managerial/ Supervisory Role
Providing customer experience that drives growth and attaining sales excellence. Guided by the following key
performance areas (KPAs) & key performance indicators (KPIs):
1. Safety
o Safety Observations
o Safety Walks
2. People
o Training days per capita, annualized average
3. Customer
o Agreement retention (annualized), %
o Agreement expansion (annualized), %
o Net promoter score - %
o VOC negative feedback resolution rate, %
o VOC negative feedback resolution time, days
o Customer Portal, customer adoption, %
o Customer Portal, customer user utilization, %
4. Growth
o Agreement Base, Orders, & Sales growth
o Service Orders & Sales growth
o Sales Fundamentals KPIs
o Agreement Bundling KPIs
o Agreement Coverage KPIs
o Agreement Renewal Process KPIs
o Service Review KPIs
o Business Review KPIs
5. Profitability
o EBITA%
o CMII%
o Gross Margin
6. Awareness of ISO 14001 & 45001 Standards
Functional Role
•Provide leadership for all sales resources. Recruit and manage the service sales team.
•Plan for a periodic and organized visits to prospective customers and report on the visits concluded
Primary focus:
- to improve service orders particularly on Retrofits, LLE and Modernization
- to offer new agreement for business expansion and renewal agreement for business retention.
•Research industry, market trends, competitors and potential customers. Regularly monitor performance in CRM to manage sales funnel.
•Regular review and timely update of sales case’s customer decision date and next customer communication date.
•Meet (in person or by TEAMS) at least once each week with your manager for weekly coaching to review your personal sales funnel and dashboard. Together you will follow-up on the previously agreed sales actions, review the outcomes of those actions, and plan for the next week. Reviewing your top opportunities and hot offers is the priority.
•Identify customer problems through active listening and questioning skills and identify the right solutions to meet customer needs.
•Assist the management in cost control of various expenses to be able to achieve the targeted profit margin.
•Any other duties as directed
Authority
▪As authorized in the Konecranes Delegation of Authority (DoA)
▪As delegated by the National Sales Manager from time to time
Dimensions
▪You are accountable for the budgeted orders, gross margin and Service KPI figures in your area:
➢Order Received: Targets discussed during the annual service kick-off meeting
➢Gross Margin: Targets discussed during the annual service kick-off meeting
➢Service KPIs: Targets discussed during the annual service kick-off meeting
Qualifications
Job Specifications
Skills, Knowledge & Competencies
•Konecranes Products & Services Familiarity
▪Resources management
▪Customer Care and Relations
▪Communication Skills (Oral and Written)
▪SIEBEL / CRM
▪Cost Analysis Comprehension
▪Microsoft Word, Excel & PowerPoint
▪Problem Solving and Decision Making
▪Basic Tools and Equipment
▪Reports Generation, Analysis & Presentation
(Sources are Siebel/CRM and Power BI)
▪Driving Skills
Academic Qualifications
▪Engineering graduate/Diploma Holder or equivalent length of industry exposure
Professional Experience
▪At least 5 years after-sales hands-on exposure to similar industry
▪At least 5 years in technical sales management experience
Additional Information
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Konecranes moves what matters. We are a global leader in material handling solutions, serving a broad range of customers across multiple industries. We consistently set the industry benchmark, from everyday improvements to the breakthroughs at moments that matter most, because we know we can always find a safer, more productive and sustainable way. That's why, with 16 000+ professionals in over 50 countries, we are trusted every day to lift, handle and move what the world needs.
Konecranes is committed to ensuring that all employees and job applicants are treated fairly in an environment which is free from any form of discrimination.
