KONE Elevator - Manager - Sales

Description:

KONE India is part of KONE, one of the global leaders in the elevator and escalator industry. KONE has been ranked as one of the most innovative companies in the world. Every day, millions of people globally are using our elevators and escalators in an increasingly urbanizing environment. We want to offer the best People Flow experience to those using our equipment in residential and office buildings, hotels, public transportation sites, hospitals, shopping malls and many special buildings
What are we looking for?
Sales Manager sets short term and long-term sales and customer relationships targets aligned with the units overall sales targets. He/she leads the sales process and sales team to achieve the sales targets by coaching and developing the sales team.
What will you be doing?
Customer relationship management:

- Accountable for developing KONEs position and customer base in the market

• Drives proactive engagement and solution selling with different customer segments showing value over the lifecycle

• Ensures development of customer relationships, profitability, customer loyalty and satisfaction.

• Approves and follows up customer plans for strategic and core 1 in his/her area

• Selects/appoints team members to manage the strategic / core 1 customer relationships

• Identifies and builds relationships to key decision makers, potential new targets and influencers

• Promotes and demonstrates the value of KONE digital offering

Plan sales, manage pricing and offering:

• Responsible for Regional and Individual Sales Plans (ISPs) for his/her team

- Participates in market and customer analysis to ensure quality of sales planning

• Participates in pricing and offering management in order to drive market pricing and profitability

• Balance order received growth and profitability by managing discounts

• Responsible for gathering relevant information about competitors and market from the field

• Responsible for identifying opportunities for cross-selling of all KONE solutions

Manage Sales Funnel:

- Accountable for leading the Sell process including CRM data quality of contacts, customers, influencers, opportunity management, and won and lost reporting

• Accountable for ensuring results within orders, contracts, profitability and market price development

• Sets sales targets according to market potential and FL unit guidelines

• Gives direction and focus on the right customers through proper customer analysis

• Ensures the correct value propositions by his/her team

• Drives sales result from his/her team on short and long term

• Executes and advises pricing guidelines for his/her area

• Approves tenders and orders above salespersons limits

• Utilizes global processes and tools for local benefit

Leadership / People management:

• Leads the sales team (Sales persons, Sales Specialists) to be proactive with customers, to use KONE solution selling methodology and to communicate the value of KONE solutions to customers own performance

• Coaches the team members to achieve better results through constant one to one dialogues and sharing of best practices

• Manages the performance of the team

• Ensures adequate resources to achieve the short and long term targets

• Develops the competences of the sales team

• Motivates & inspires the team & individual to high performance

• Ensures great onboarding experience for new employees in the team

• Responsible for succession planning for his/ her team

What do we offer?

• Career progression opportunities within a global organisation

• Total reward elements that engage and motivate our employees and help us make KONE a great place to work

- Comprehensive learning and development programs covering a wide range of professional skills