Did you know KONE moves over one billion people every day? We employ over 60,000 driven professionals in over 60 countries worldwide joined together by a shared vision. As a global leader in the elevator and escalator industry, it is our mission to improve the flow of urban life. Why this role? Head of Sales, New Building Solutions sets short term and long-term sales and customer relationships targets aligned with the unit’s overall sales targets.
He/she leads the sales process and sales team to achieve the sales targets by coaching and developing the sales team. Being part of a global organisation that actively supports your career and internal promotions, means that for the right person, this critical role could be the next step in a fantastic career at KONE. What will you be doing? Customer relationship management • Accountable for developing KONE’s 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 in his/her area • Selects/appoints team members to manage the strategic 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 managemen t • Leads the sales team (Salespersons, 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 Are you the one?
• Minimum 10-year experience in people leadership and management • Experience/ understanding of business-to-business sales • Excellent understanding on business sense and sales acumen: selling cycle, customer’s purchasing strategies, selling, negotiating, reporting and funnel management. • Experience in sales / sales management • Excellent Stakeholders and Customer Relationship Management • Understands business planning and controlling and change management • Demonstrates service mindset • Digital assertiveness: comfortable and exc