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鈥檚 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
- Awareness of ISO 14001 and 45001 standards
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