Head of Sales, New Building Solutions

Did you know KONE moves over one billion people every day We employ over 60000 drivenprofessionals in over 60 countries worldwide joined together by a shared vision. As a global leaderin the elevator and escalator industry it is our mission to improve the flow of urban life.

Why this role
Head of Sales New Building Solutions sets short term and long-term sales and customerrelationships 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. Being part of a global organisation that actively supports your career and internal promotionsmeans that for the right person this critical role could be the next step in a fantastic career at KONE.

What will you be doing
Customer relationship management
Accountable for developing KONEs position and customer base in the market
Drives proactive engagement and solution selling with different customer segments showingvalue over the lifecycle
Ensures development of customer relationships profitability customer loyalty andsatisfaction.
Approves and follows up customer plans for strategic in his/her area
Selects/appoints team members to manage the strategic customer relationships
Identifies and builds relationships to key decision makers potential new targets andinfluencers
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

Are you the one

Minimum 10-year experience in people leadership and management
Experience/ understanding of business-to-business sales

Excellent understanding on business sense and sales acumen: selling cycle customers purchasing strategies sellingnegotiating reporting and funnel management.

Experience in sales / sales management

Excellent Stakeholders and Customer Relationship Management
Understands business planning and controlling and change management
Demonstrates service mindset
Digital assertiveness: comfortable and excited about the opportunities digital solutions
Comfortable with numbers: leads performance by facts and numbers relies on sales toolsand analytics and understands the financial benefit we bring to the customer and is able tocapture a part of the value through smart pricing approach

Bachelor or Masters degree in economics engineering or another relevant field.

What do we offer
Career progression in opportunities within a global organization
Total reward elements that engage and motivate our employees and help us make KONE a great place to work
Comprehensive learning and development programs covering a wide range of professional skills
You are surrounded by fun colleagues and a lively working environment. The best part is all leaders are great and open-minded

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At KONE we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas. Sustainability is an integral part of our culture and the daily practice. We follow ethical business practices and we seek to develop a culture of working together where co-workers trust and respect each other and good performance is being a great place to work we are proud to offer a range of experiences and opportunities that will help you to achieve your career and personal goals and enable you to live a healthy and balanced life.

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