Sales Specialist - Service

Purpose of Position
To achieve Order and Sales targets for Konecranes and Demag Service products including repairs, retrofits, hoists and other light lifting equipment, spare parts, general overhauls and consultation services. The Sales Specialist - Service will be required to manage a portfolio of assigned accounts, and identify, prepare and send offers to customer in order to win orders to meet defined targets.

Accountabilities and Responsibilities

• Strive for, and ultimately achieve targets in areas such as product mix, sales volume, market share, or business development.
• Identify and win orders for project-based sales of Field Modernisations, new equipment, and CRS products. (SP22M, SP26, SP27 & SP29).
• Maintain a healthy sales funnel, with focus on total funnel value, offers per month, activities per month and ultimately steady orders received in line with budget requirements.
• Maintain responsibility for sales cases and/or account actions as needed to support activities generated or identified by inside sales, particularly for priority and protect and develop assigned accounts.
• Maintain active involvement with key customers within the territory including regular face to face visits.
• Respond to customer enquiries in a timely and professional manner and actively negotiate pricing/ delivery times etc.
• Actively identify growth opportunities within the defined territory.
• Assist in delivery of project-based sales.
• Assist in the renewal process of contract customers with the Service manager or Branch manager.
• Participate in regular sales coaching calls and provide accurate updates on revenue forecast, activity for the month and identify areas of support required.
• Manage sales related activities through the CRM system, including all customer interactions from offering, communicating and closing.
• Consult/ collaborate with the Service Team to identify new/ existing opportunities.
• Maintain awareness of, and compliance with current responsibilities and requirements of the relevant WHS Acts, Regulations and applicable Health and Safety policies and procedures to maintain a safe workplace.
• Report all hazards, incidents, and injuries in accordance with legislation and company reporting procedures.
• Other duties as identified by the Sales Manager – Service or the Pacific Sales Manager - Service
• Awareness of ISO 14001 and 45001 standards

Working Relationships

• The position reports directly to the Sales Manager – Service.
• Work closely Pacific Sales Director – ISE, Pacific Sales Manager – Service, other Sales Specialists for Service and Industrial Cranes, Key Account Managers, Branch Inside Sales team and the Service Agreements team.
• Branch Manager, Service Managers and Planners within the Branch
• Engineering department for modernisations.

Work Related requirements

• Use the Konecranes and Demag CRM for offering and managing the sales process including all customer communications.
• Understand and adhere to the local Country pricing policy.
• Learn and understand the Konecranes and Demag product range/ offerings available for the market.
• Ensure that the Konecranes and Demag brand is communicated consistently and in accordance with the Company’s values and brand principles.
• Build strong and effective relationships with key people within the Business to assist with growing revenue from new and existing accounts.
• Ensure that Konecranes and Demag Health, Safety, Environmental and Quality processes are followed including to:
  • take reasonable care for your own health and safety; and
  • take reasonable care that your acts or omissions do not adversely affect the health and safety of other persons; and
  • comply, so far as the worker is reasonably able, with any reasonable instruction that is given by the business to allow for compliance with WHS laws; and
  • co-operate with any reasonable policy or procedure of the business relating to health or safety at the workplace that has been notified to employees.
  • Do not discharge hazardous substances into stormwater drains or waterways.
  • Engage in proper substance (batteries, printer cartridges, e-waste) disposal methods and recycling and never illegal dumping waste.
  • Do not kill, harm, or injure protected wildlife in the course of work.
  • In the event that the spill or leak occurs, take reasonable steps to contain it if safe to do so and report the event to your HSE Representative.
  • Make all reasonable efforts to conserve energy and prevent emissions at the workplace.
• Report all incidents (Health, Safety or Environmental) or Observations via ARMOR.
• Participate in HSE Consultation sessions (Toolbox Talks).
• Actively promote Safety within the team.
• Ensure that the Konecranes and Demag Industrial Service and Equipment Handbook is communicated and followed.
• Actively engage in training programs.
• Proactively engage with employees promoting Konecranes and Demag as an employer of choice.