The successful applicant will be responsible for the leadership of a multiskilled sales team of Sales Executives a Digital Solutions Engineer and a Sales Specialist through customer value solution-based sales strategies. You will be accountable for defining and achieving the orders target in regard to value, units, profitability, and value-added services in our London & South regional business unit. You will lead by example and will work with the sales team to develop key customer relationships and maximize profitable growth through new and repeat business.
In this post you will be a key part of London & South Management team, and you will work collaboratively within the regional business unit and nationally.
We also welcome those with proven strategic sales management experience from outside of our industry.
Key Responsibilities
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.
* Ensures development of customer relationships, profitability, customer loyalty and satisfaction.
* Supports Account Management strategies and personal relationships with existing Key Accounts and also pro-actively drives the development of new Key Accounts.
* 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 the 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 data driven customer analysis.
* Drives sales result from the team on short and long term.
* Executes and advises pricing guidelines for team area.
* Utilizes global processes and tools for local benefit.
Leadership / People management
* Leads the sales team 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 dialogue 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 professional onboarding experience for new employees in the team.
* Responsible for succession planning for the team.
Skills & Experiences:
* Proven leadership experience in managing a sales team.
* Able to demonstrate a collaborative working mindset.
* Industry, engineering, construction, or technical experience are desired.
* Possess good team management and influencing skills in a matrix organization.
* Be customer-focused, understanding the needs of customers and the importance of providing solutions to satisfy short and long-term objectives.
* Ability to work effectively in a complex, diverse, changing environment, whilst adapting to change and maintaining focus on key business goals and objectives.
* Effective communication skills, both written, verbal, and presentational.
* Microsoft Office, PowerPoint, Excel experience & CRM.
What KONE can offer:
We offer a Competitive Salary, 25 days holiday and 8 additional Bank Holidays, 1 Volunteering Day,
Pension Scheme, Development opportunities and development reviews to help you achieve your professional goals. Support from experienced leaders within the lifts & escalators industry, Bonus, Car/Car Allowance, Private Medical Insurance, Dental Plan, Kone Discounts, Prolonged Disability Insurance (PDI), Long Service Awards, Hybrid Working, 24/7 GP Support & Wellbeing Access.
At KONE, we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas. Sustainability is an integral part of our culture and the daily practice. We follow ethical business practices and we seek to develop a culture of working together where co-workers trust and respect each other and good performance is recognized. In being a great place to work, we are proud to offer a range of experiences and opportunities that will help you to achieve your career and personal goals and enable you to live a healthy and balanced life.
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