Manager-Modernization Sales, Gurgaon @Kone Elevators

Position: - Manager, Modernization Sales

Job Location: - Gurgaon

Experience- 12 + years

Purpose: Sales Manager sets short term and long-term sales and customer relationships targets aligned with the units overall sales targets. He/she leads the sales process and sales team to achieve the sales targets by coaching and developing the sales team.

Responsibilities and Key Activities

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 showing value over the lifecycle
• Ensures development of customer relationships, profitability, customer loyalty and satisfaction.
• Approves and follows up customer plans for strategic and core 1 in his/her area
• Selects/appoints team members to manage the strategic / core 1 customer relationships
• 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 his/her 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 proper customer analysis
• Ensures the correct value propositions by his/her team
• Drives sales result from his/her team on short and long term
• Executes and advises pricing guidelines for his/her area
• Approves tenders and orders above salespersons’ limits
• Utilizes global processes and tools for local benefit

Leadership / People management

• Leads the sales team (Salespersons, Sales Specialists) 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 dialogues 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 great onboarding experience for new employees in the team
• Responsible for succession planning for his/ her team