Engineer/ Senior Engineer -Sales

Job Description

The NEB Salespersons role is to proactively manage customer relationships, manage opportunities from current and new customers and close deals in a way that meets customer needs and maximizes KONEs order book and profitability.

Customer relationship management

• Proactively develops and creates customer relationships in his/her area of responsibility

• In early phases of projects, drives solution selling methodology with architects and developers, consultants or other influencers to ensure KONE solutions are meeting customers needs and creating value throughout the lifecycle taking into account whole KONE product portfolio

• Creates interest and demonstrates value of KONE digital offering to influencers and customers • Develops and grows KONEs 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 solves complaints with the rest of KONE team

• Documents the customer and contact information, responsible for correct customer, influencer and contact data in CRM

Sell

• Generates leads, opportunities, orders and contracts to meet the sales budget and pricing targets

• Finds customer needs and designs solution to meet them

• Is accountable for setting optimal market pricing for each solution

• Requests technical know-how from Customer Solutions Engineering (CSE) in tendering phase in non-standard cases and according to local policy

• Arranges pre-tender, pre-booking reviews and ensures Sales-to-Operations handover with complete and correct information

• Ensures the importance of site readiness communicated to customer and included in the contract

• Validates that the contents of the order received from the customer are in line with the negotiation process outcome, including terms and conditions, quality and safety

• Is accountable for the project until Order Booking

• Ensures correct project categorization at Decision to start tendering by Gate approver

• Supports the finance function in money collection

• Driving execution of her / his individual sales plan including proactive / consultative sales customer visits

• Responsible for gathering relevant information about market and competitors from the field

• Responsible for timely and accurate reporting

• Documents full information of opportunities, tasks and visits, including won and lost reasons

• Responsible for correct opportunity data in CRM