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
Lead the commercial strategy and sales execution across the Americas for Process Cranes, Nuclear products, and Engineered To Order crane opportunities. The role owns pipeline health, forecast accuracy, order intake, profitable growth, customer relationship strategy, and sales cadence while orchestrating alignment across Engineering, Manufacturing, and Commercial Support functions. The position sets priorities for customer quote delivery, removes commercial roadblocks, and supports clean execution from qualified opportunity through order entry.
RESPONSIBILITIES:
Sales Leadership & Strategy
- Own the AME Process Cranes and AME Nuclear sales plans, translating annual objectives into quarterly and monthly priorities.
- Drive improvements in order intake, product mix, win rate, margin quality, and strategic account penetration.
- Lead the demand-side inputs for regional S&OP to secure capacity and delivery slots.
- Align with business line and SMA operating models to secure product positioning, pricing guidance, sales support, and end to end flow from offer through delivery.
Pipeline Management, Forecast, and Cadence
- Run recurring regional sales reviews covering the United States, Latin America, Brazil, Canada, and other Americas markets as needed.
- Require weekly CRM updates for all relevant funnel categories, including hot projects, key accounts, competitor dynamics, service coordination, next steps, and close dates.
- Hold sales leaders and salespeople accountable for opportunity quality, forecast accuracy, follow up actions, and planned customer activities.
- Use funnel analytics to identify stalled deals, capacity constraints, conversion gaps, and priority customer actions.
Market Intelligence & Demand Generation
- Operationalize Industrial Info Resources and other market intelligence workflows, including saved searches, alerts, lead triage, distribution, follow up tracking, and measurement.
- Monitor nuclear and process crane market conditions and communicate upcoming trends, customer preference shifts, competitor activity, and niche product opportunities.
- Drive continuous improvement in lead qualification and hold salespeople accountable for leads that produce crane consumption, service pull through, and profitable sales outcomes.
- Coordinate with key commercial and technical stakeholders to convert market signals into qualified commercial actions.
Strategic Customer and Deal Leadership
- Serve as Director level commercial sponsor for marquee pursuits, strategic accounts, senior customer engagements, and key bid or no bid recommendations.
- Support major customer meetings, EPC engagement, and site reviews to remove roadblocks and advance closure on complex engineered opportunities.
- Work with business leadership to define pursuit strategy, escalation needs, and commercially sound deal positions.
- Ensure strategic bids are aligned with capability, capacity, margin requirements, delivery commitments, and long term customer value.
Pricing, Commercial Policy & Delegation of Authority (DOA) Governance
- Champion adherence to regional pricing policy, including frontline margin rates, CMII decisions, internal rates, surcharges, tariff treatment, and other commercial guidance.
- Ensure offers comply with Delegation of Authority requirements and escalate or recommend approvals where required for margins, terms, or risk positions.
- Review Contractual Instructions, purchase order language, acceptable deliveries, payment terms, clean order requirements, and other contract-specific items before order entry.
- Coordinate with Legal and business leadership to negotiate fair contracts, acceptable risk positions, mutual NDAs, and single sided customer NDA formats when required.
Cross-Functional Orchestration
- Orchestrate alignment across Engineering, Manufacturing, and Commercial Support functions to align demand with capability and capacity.
- Influence production planning by driving early demand signals and securing minimum lead times with manufacturing.
- Communicate demand signals from hot offers, pending awards, and strategic pursuits to support production planning and supply readiness.
- Align with product and engineering leadership to ensure industry specific competitiveness, solution quality, and risk management in regulated environments.
Team Leadership
- Direct and develop regional sales leaders and managers through coaching, territory planning, competency development, and clear performance expectations.
- Lead sales meetings and training sessions needed for product, service, commercial, CRM, and process development.
- Partner with HR on hiring, onboarding, role governance, and internal Job Creator processes.
- Build a disciplined commercial culture based on accountability, customer focus, safety, clean execution, and measurable results.
Policy, Compliance & Safety Culture
- Embed company commercial policies, contractual rigor, compliance expectations, and safety culture into all sales practices.
- Escalate commercial, contractual, technical, delivery, or safety risks early and clearly.
- Ensure clean order entry, complete documentation, appropriate approvals, and adherence to internal governance requirements.
Reporting & Analytics
- Maintain transparent reporting on orders, forecast, funnel health, conversion drivers, margin quality, customer activity, and strategic pursuit status.
- Use S&OP scorecards and sales analytics to drive supply planning actions and improve demand visibility.
- Support Demand Planning by providing credible forecast expectations for the upcoming several quarters of fiscal business.
- Perform other duties as assigned.
Perform other duties as assigned.
Qualifications
REQUIRED SKILLS & COMPETENCIES:
- Proven ability to build and manage an enterprise pipeline, forecast accurately, and run disciplined CRM based sales cadences.
- Strong senior level communication, customer facing negotiation, sales meeting leadership, and strategic account management skills.
- Ability to serve as commercial sponsor on strategic bids and coordinate internal stakeholders around commercially sound deal positions.
- Strong commercial judgment, including the ability to identify risk, escalate appropriately, and support clean execution from offer through order entry.
- Ability to orchestrate alignment across Engineering, Manufacturing, and Commercial Support functions around complex customer opportunities.
- Comfort supporting, recommending, and escalating Delegation of Authority aligned commercial decisions involving margin, terms, pricing, surcharges, tariffs, lead times, capacity, and risk tradeoffs.
- Demonstrated ability to coach leaders, develop sales talent, set priorities, and hold teams accountable to measurable outcomes.
Education
Bachelor’s degree in engineering (Mechanical/Structural/Electrical) and a minimum of 10 years of advanced-level B2B sales experience, plus an advanced degree. With 12-15+ years in engineered capital equipment sales (industrial/process cranes or adjacent heavy material-handling). Advanced degree, including MBA or equivalent, preferred. Experience leading multi country teams and complex Engineered To Order pursuits across the Americas.
OTHER REQUIREMENTS:
Ability to travel internationally, locally, and outside the service area for operational requirements and training as needed, 30% Travel.
Additional Information
Konecranes moves what matters. Konecranes is 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. We are an Equal Opportunity Employer - Minorities/Women/Protected Veterans/Disabled/Other Protected Category.
Konecranes, Inc. and its affiliates will not accept resumes from external recruiters or agencies without a Service Agreement and Agency Portal submission. Any resumes sent without a Service Agreement and Agency Portal submission with Konecranes, Inc. are void of any fees and free for internal use. Applicable Konecranes data protection obligations are the responsibility of the agency.
