Regional Modernization Manager - East India

Job Title Regional Modernization Manager (East)

Job Summary:

Regional Modernization Manager to lead the development of MOD Orders and ensures modernization business growth. Develop and implement the Modernization business strategy and region-specific action plans to achieve short- and long-term business goals. Execute business development initiatives and improve customer centricity, Increase the share of aged Installed Base (SIB) & profitability in the Region.

Are you the one?

• Educational Qualification - Bachelors degree in Engineering.
• Minimum 15 years of experience with strong sales acumen in either NBS Sales or Service Sales.
• Fluent in English
• Very good knowledge on Elevator product and technologies (preferred)
• Excellent interpersonal skill and communication skill
• Project management experience

Professional requirements

• Market and customer business understanding
• Proven track record of consistent success in business performance and development.
• Experience in successful management of complex Customers/projects.
• Understanding of costs, business principles and risk management
• Knowledge, skills, and experience in qualifying, structuring & negotiating with Customers/deals.
• Demonstrated ability to work and communicate with different kinds of stakeholders and to develop relationships in a complex team environment.

What will you be doing?

Customers

• Drive and promote customer-centric culture and outside-in thinking in the business by strong understanding on customer and market needs. Promote early involvement with the customer in selling process and foster consultative selling approach.
• Promote utilization of voice of customer throughout the business

Business performance

• Holistic understanding, accountability and development of Regions Modernization business competitiveness, OR Growth & Profitability.
• Support branches on the pricing strategy & initiatives to ensure OR profitability & P2P of OB.
• Evaluate the results of Modernization business activities/contracts and identify recurring problems in the region.
• Set up region level practices that drive increase in share of Installed Base (SIB), OR growth, CMII, R80, pricing and pre-to-post performance.
• Collaborate with Regional Service Manager as well as other functions such as Operations to develop and achieve targets and close gaps in branches.
• Set Region level targets together with Regional Head, in developing robust region budget plans, continuously monitor financial performance and report results.
• Drive short & long-term actions for business growth based on Unit & Global MOD strategy.
• Develop Key customer engagement activities to nurture relationship and business leads.
• LIS focus & drive initiatives like LIS Farming”, High Call Out unit’s actions in branches.
• “LIO Hunting” movement and opportunities development to be tracked within region for improving MOD business growth.
• Review MOD Lead Generator dashboard and associate governance process in the Region.
• Region MOD OR and CM2 development, Support Sales development, and track project evolutions.
• MOD MP Opportunities creation & keep track of its development to ensure MP targets.
• Actively involve in complex projects, e.g., market entry projects or geographical expansions plans for MOD, CRM visibility & quality, forecasting from funnel, etc...
• Supports business segments requiring special focus, for example Industrial, Infra segment, to grow MOD business in that segment.
• Drives a turnaround of low business performance in a specific part of Region for MOD.
• Ensures utilization of appropriate methods to support own responsibility area, e.g.
• Business planning
• Competitive analysis
• Sales capability development & support
• Operations development
• Competence development
• Business benefits realization
• Maintains strong network within KONE to share best practices and to understand current and future requirements.
• Ensures cross-BL or region-wide implementation of growth opportunities, e.g., Digitalization initiatives, Advanced People Flow (APF) solutions or People Flow planning and consulting, etc

Business development

• Drive the Modernization business go-to-market actions of new services and solutions in collaboration with other Modernization business stakeholders.
• Collaborate well with branches for best practice sharing.
• Ensure compliance with business operating model and effective deployment of KONE Way initiatives.

People management

• Lead, evaluate, and develop the Modernization FL team at branches.
• Identify competence gaps and training needs to fulfil the business plan.

Performance measures

• Business performance KPIs and business benefits leading to budgeted targets, e.g.,
• Share of Installed base [SIB]
• MOD OR, OR CMII
• Profitability development R80
• Customer satisfaction (NPI, Transactional surveys)
• Win rate and hit rate development.
• Compliance to KONE Way operating model in own responsibility area 
• Stakeholder feedback and satisfaction.