Sales Manager - (Modernization, Service, Maintenance)

The successful applicant will be responsible for the leadership of a multiskilled sales team of Sales Executives, Sales Specialists and Technical Surveyors for our Lifts and Doors business through customer value solution-based sales strategies. You will be accountable for defining and achieving the orders target in regard to value, units, profitability, and value-added services in our London & South regional business unit. You will lead by example and will work with the sales team to develop key customer relationships and maximize profitable growth through new and repeat business. In this post you will join the regional leadership team, and as a key member of the management team, you will work collaboratively within the regional business unit and nationally. We also welcome those with proven strategic sales management experience from outside of our industry., 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 their 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 the 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 their team.
• Drives sales result from the team on short and long term.
• Executes and advises pricing guidelines for team 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 the team.
  
  Proven leadership experience in managing a sales team.
• Industry, engineering, construction, or technical experience is desired.
• Modernization, Service, Maintenance, Retention background is desirable.
• Portfolio management.
• Possess good team management and influencing skills in a matrix organization.
• Be customer-focused, understanding the needs of customers and the importance of providing solutions to satisfy short and long-term objectives.
• Ability to work effectively in a highly complex, diverse, changing environment, whilst adapting to change and maintaining focus on key business goals and objectives.
• Good communication skills, both written, verbal, and presentational.
• Microsoft Office, PowerPoint, Excel experience & CRM.
  
  We offer a Competitive Salary, 25 days holiday and 8 additional Bank Holidays, 1 Volunteering Day, Pension Scheme, Development opportunities and development reviews to help you achieve your professional goals. Endless support from experienced leaders within the lift & doors industry, Bonus, Car/Car Allowance, Private Medical Insurance, Kone Discounts, Prolonged Disability Insurance (PDI), Long Service Awards, Hybrid Working, 24/7 GP Support & Wellbeing Access.