Modernization sales - Mumbai

Position: - Assistant Manager/ Deputy Manager, Modernization Sales

Purpose: The modernization sales farmer proactively generates leads with existing customers and together with maintenance farmer (if separated) decides the most optimal approach from the customer perspective. He/she sells all modernizations, full replacements, Advanced People Flow Solutions, and other digital solutions. He/she supports customer budgeting with Asset Management Planning.

Responsibilities and key activities: -

Customer relationship management

• Proactively develops and creates customer relationships in his/her area of responsibility.
• Is accountable for developing KONE position in his/her customer base or market area.
• Creates and communicates leads and sales opportunities for entire KONE sales team (e.g. cross-selling)
• Ensures customer satisfaction and solving complaints with the rest of the KONE team
• Documents the customer and contact information, maintains customer data
• Promotes asset management plans with customers to support budgeting

Sell

• Proactively generates opportunities from existing customer base
• Collaborates with maintenance team for leads (maintenance technicians)
• Is accountable for leads, opportunities, orders / contracts to meet the sales budget and pricing targets. Follows up leads from campaigns.
• Is accountable for finding customer needs and that KONEs solution matches with the needs
• Is responsible for pricing using the approved tendering tools, and for optimizing prices and discounts within his/her authority
• Validates that the contents of the contract are in line with the negotiation process outcome
• Maintains full information of opportunities, tasks and visits, keeps sales funnel data up to date
• Responsible for timely and accurate reporting in CRM
• Responsible for gathering relevant information about market and competitors from the field
• Supports the finance function in money collection.
• Is responsible for the account over the entire sell process
• Is accountable for ensuring decision to tender (Gate 2) by Gate approver (for example based on discount authorities)
• Is accountable for the project/order until Order Booking
• Drives execution of her/his individual sales plan