Position Summary
1. Meeting assigned sales targets for:
o Repairs
o Retrofits
o Hoists
o Light lifting equipment (e.g., monorails, jib cranes, air balancers, below-the-hook devices)
o Spare parts
o In-house repairs
o General overhauls
o Consultation services
o Modernizations
o Agreement Orders (SAOC, ROC and WOC)
2. Managing sales cases and account actions to support activities generated or identified by inside sales, particularly for priority accounts.
3. Referring opportunities for other products to other sales resources by creating sales cases.
Key Responsibilities/Duties
Managerial/ Supervisory Role
Providing customer experience that drives growth and attaining sales excellence. Guided by the following key
performance areas (KPAs) & key performance indicators (KPIs):
1. Safety
o Safety Observations
o Safety Walks
2. People
o Training days per capita, annualized average
3. Customer
o Agreement retention (annualized), %
o Agreement expansion (annualized), %
o Net promoter score - %
o VOC negative feedback resolution rate, %
o VOC negative feedback resolution time, days
o Customer Portal, customer adoption, %
o Customer Portal, customer user utilization, %
4. Growth
o Agreement Base, Orders, & Sales growth
o Service Orders & Sales growth
o Sales Fundamentals KPIs
o Agreement Bundling KPIs
o Agreement Coverage KPIs
o Agreement Renewal Process KPIs
o Service Review KPIs
o Business Review KPIs
5. Profitability
o EBITA%
o CMII%
o Gross Margin
6. Awareness of ISO 14001 & 45001 Standards
Functional Role
鈥rovide leadership for all sales resources. Recruit and manage the service sales team.
鈥lan for a periodic and organized visits to prospective customers and report on the visits concluded
Primary focus:
- to improve service orders particularly on Retrofits, LLE and Modernization
- to offer new agreement for business expansion and renewal agreement for business retention.
鈥esearch industry, market trends, competitors and potential customers. Regularly monitor performance in CRM to manage sales funnel.
鈥egular review and timely update of sales case鈥檚 customer decision date and next customer communication date.
鈥eet (in person or by TEAMS) at least once each week with your manager for weekly coaching to review your personal sales funnel and dashboard. 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.
鈥dentify customer problems through active listening and questioning skills and identify the right solutions to meet customer needs.
鈥ssist the management in cost control of various expenses to be able to achieve the targeted profit margin.
鈥ny other duties as directed
Authority
鈻狝s authorized in the Konecranes Delegation of Authority (DoA)
鈻狝s delegated by the National Sales Manager from time to time
Dimensions
鈻猋ou are accountable for the budgeted orders, gross margin and Service KPI figures in your area:
鉃rder Received: Targets discussed during the annual service kick-off meeting
鉃ross Margin: Targets discussed during the annual service kick-off meeting
鉃ervice KPIs: Targets discussed during the annual service kick-off meeting