Company Description

At Konecranes, we believe that great customer experience is built on the people behind the Konecranes name. Everything we do, we do with passion and drive. We believe diversity drives business success and is the foundation for our growth. We welcome different backgrounds and skills that enrich our community and we promote a place where we can ALL be ourselves. This is what makes Konecranes a unique place to work.

Job Description

Position Summary

Meeting assigned sales targets for:
Repairs
Retrofits
Hoists
Light lifting equipment (e.g., monorails, jib cranes, air balancers, below-the-hook devices)
Spare parts
In-house repairs
General overhauls
Consultation services
Modernizations
Agreement Orders (SAOC, ROC and WOC)
Managing sales cases and account actions to support activities generated or identified by inside sales, particularly for priority accounts.
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):

Safety
Safety Observations
Safety Walks
People
Training days per capita, annualized average
Customer
Agreement retention (annualized), %
Agreement expansion (annualized), %
Net promoter score - %
VOC negative feedback resolution rate, %
VOC negative feedback resolution time, days
Customer Portal, customer adoption, %
Customer Portal, customer user utilization, %
Growth
Agreement Base, Orders, & Sales growth
Service Orders & Sales growth
Sales Fundamentals KPIs
Agreement Bundling KPIs
Agreement Coverage KPIs
Agreement Renewal Process KPIs
Service Review KPIs
Business Review KPIs
Profitability
EBITA%
CMII%
Gross Margin
Awareness of ISO 14001 & 45001 Standards

Functional Role

Provide leadership for all sales resources. Recruit and manage the service sales team.
Plan 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.
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's customer decision date and next customer communication date.
Meet (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.
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

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

Qualifications

Job Specifications

Skills, Knowledge & Competencies

Konecranes Products & Services Familiarity

?Resources management

?Customer Care and Relations

?Communication Skills (Oral and Written)

?SIEBEL / CRM

?Cost Analysis Comprehension

?Microsoft Word, Excel & PowerPoint

?Problem Solving and Decision Making

?Basic Tools and Equipment

?Reports Generation, Analysis & Presentation

(Sources are Siebel/CRM and Power BI)

?Driving Skills

Academic Qualifications

?Engineering graduate/Diploma Holder or equivalent length of industry exposure

Professional Experience

?At least 5 years after-sales hands-on exposure to similar industry

?At least 5 years in technical sales management experience

Additional Information

Konecranes moves what matters. We are a global leader in material handling solutions, serving a broad range of customers across multiple industries. We consistently set the industry benchmark, from everyday improvements to the breakthroughs at moments that matter most, because we know we can always find a safer, more productive and sustainable way. That's why, with 16 000+ professionals in over 50 countries, we are trusted every day to lift, handle and move what the world needs.

Konecranes is committed to ensuring that all employees and job applicants are treated fairly in an environment which is free from any form of discrimination.

Area Manager

Area Manager

Area Service Sales Manager

Area Sales Manager 5yrs Experience San Miguel Ave. Pasig City