Position Summary

Responsible for meeting assigned sales targets for new agreement-based services, renewals and business development. Primary activities include targeting; preparation of sales offers for agreements. Identify the assets and required data for agreement creation. Support agreement renewals in accordance with the agreement retention policy. Refer opportunities for other products to other sales resources by creating sales cases. Agreement Sales promotes our lifecycle services and sustainable lifting solutions, guiding and advising customers on improving safety, productivity, and sustainability for industrial cranes and hoists.

Key Responsibilities/Duties

Functional Role

Plan for a periodic and organized visits to prospective customers and report on the visits concluded
Primary focus to offer new agreement for business expansion and renewal agreement for business retention.
Research industry, market trends, competitors and potential customers. Regularly monitor performance in CRM to manage sales funnel.
Regular review and timely update of sales case’s customer decision date and next customer communication date.
Meet (in person or by TEAMS) at least once each week with your manager or supervisor for weekly coaching to review your personal sales funnel. Together you will follow-up on the previously agreed sales actions, review the outcomes of those actions, and plan for the next week. Reviewing your top opportunities and hot offers is the priority.
Identify customer problems through active listening and questioning skills and identify the right solutions to meet customer needs.
Assist the management in cost control of various expenses to be able to achieve the targeted profit margin.
Any other duties as directed
Awareness of ISO 14001 and 45001 standards

Authority

As authorized in the Konecranes Delegation of Authority (DoA)
As delegated by the National Sales Manager from time to time

Dimensions

You are accountable for the budgeted orders, gross margin and Service KPI figures in your area:

Order Received: Targets discussed during the annual service kick-off meeting
Gross Margin: Targets discussed during the annual service kick-off meeting
Service KPIs: Targets discussed during the annual service kick-off meeting

Job Specifications

Skills, Knowledge & Competencies

Proficiency Level

Konecranes Products & Services Familiarity

Advance

Resources management

Working

Customer Care and Relations

Advance

Communication Skills (Oral and Written)

Advance

SIEBEL / CRM

Advance

Cost Analysis Comprehension

Basic

Microsoft Word, Excel & PowerPoint

Advance

Problem Solving and Decision Making

Advance

Basic Tools and Equipment

Basic

Driving Skills

Advance

Academic Qualifications

Engineering graduate/Diploma Holder or equivalent length of industry exposure

Professional Experience

At least 2 years hands-on exposure in selling service contracts
At least 2 years in supervisory experience or equivalent exposure
At least 3 years in similar capacity in the Service Industry

Konecranes moves what matters. We are a global leader in material handling solutions, serving a broad range of customers across multiple industries. We consistently set the industry benchmark, from everyday improvements to the breakthroughs at moments that matter most, because we know we can always find a safer, more productive and sustainable way. That's why, with 16 000+ professionals in over 50 countries, we are trusted every day to lift, handle and move what the world needs.

Konecranes is committed to ensuring that all employees and job applicants are treated fairly in an environment which is free from any form of discrimination.

Agreement Sales Engineer