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
Responsible for meeting assigned sales targets for new agreement-based services, renewals and business development. Primary activities include targeting; preparation of sales offers for agreements. Identify the assets and required data for agreement creation. Support agreement renewals in accordance with the agreement retention policy. Refer opportunities for other products to other sales resources by creating sales cases. Agreement Sales promotes our lifecycle services and sustainable lifting solutions, guiding and advising customers on improving safety, productivity, and sustainability for industrial cranes and hoists.
Key Responsibilities/Duties
Functional Role
• Plan for a periodic and organized visits to prospective customers and report on the visits concluded
• Primary focus 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 or supervisor for weekly coaching to review your personal sales funnel. 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:
Job Description
➢ 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
Awareness of ISO 14001 and 45001 standards.
Qualifications
Academic Qualifications
▪ Engineering graduate/Diploma Holder or equivalent length of industry exposure
Professional Experience
▪ At least 3 years hands-on exposure in selling service contracts
▪ At least 3 years in supervisory experience or equivalent exposure
▪ At least 3 years in similar capacity in the Service Industry
Additional Information
Other Information
Reports to Disciplinary: National Sales Manager: Number of Direct Reports: None
Reports to Functionally: National Sales Manager: Number of Indirect Reports: None
Internal Communication
1. IS Team, IE Team, Local, Regional & Global Support Groups.
Purpose
Coordination, problem resolution or any other business/operational agenda
External Communication
1. Customers
Purpose
Customer care and problem resolution
2. Regional and Global Support groups
Purpose
Coordination, problem resolution or any other business/operational agenda
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.
