Manager (CTO Sales)

At Konecranes, we believe that great customer experience is built on the people behind the Konecranes name people committed to providing our customers with lifting equipment and services that lift their businesses. Everything we do, we do with passion and drive.

We believe diversity drives business success and is the foundation for our growth. We welcome different backgrounds and skills that enrich our community and we promote a place where we can ALL be ourselves. This is what makes Konecranes a unique place to work.

Job Description

Department: Sales

Location: HO / Branch

KPI:
• Individual & Team Order Entry
• Business Unit Order Entry / Sales / EBIT Growth
• Market Share
• Front Line CMII% / Gross Margin
• Accounts Receivables
• Net Promoter Score
• Team Effectiveness And Growth
• Sales Management Through CRM.

Reports To :

General Manager (CTO Sales) South Asia Industrial Cranes

Reporting Positions :

Engineers / Specialist

Education Required: Degree in Industrial/Electrical/Mechanical Engineering + MBA/PGDBM

Professional Experience Required (Min Max.): 10-12 years

Role and Responsibility:
• Always Maintain Safety standards as per company policy at all fronts and all times.
• Map industry segments / territory for business potential, devise strategy / plans to increase market share and profitability.
• Sales funnel generation, techno commercial offer submission/discussions and contract finalization.
• Sales management through Seibel CRM.
• Building and maintaining a healthy funnel & hit-win rate to be able to achieve individual and team OE targets.
• Proficiency in usage of sales tools like Seibel CRM and generating reports through Qlikview for accurate business forecasts.
• Goal setting for teammate aligned to annual plan, directing & correcting and performance evaluation
• Motivating, coaching, mentoring teammate enabling them to excel in their area and achieve growth.
• Develop business relations with existing customers and add new customers.
• Interface with project management function / commercial function and customer organisation for accomplishment of sales plan and effective AR / NWC management.
• Development of new business territories.
• Identify development needs of reporting teammate and suggesting improvement plans.

Work Environment (Office/Factory/Site): Office / Customer site

Competencies and Skills Required:
• Ethics & Compliance
• Customer Relationship Management
• Communication Skills
• Management Skills
• Contract Negotiation Skills
• Active Listening & Responsiveness
• Coaching & Mentoring
• Business Acumen
• Planning and Forecasting
• Understanding the buyer
• Monitoring progress in real-time and analysing data
• Interpersonal skills.

Mandatory Systems Knowledge & Tools Usability:
• CRM Tool
• Qlikview Reporting
• VOC (Voice of Customer)
• Configurators (Chain System / Markman)
• Contractual Instructions
• Efecte (Offer Support Tool)
• SAP (ERP System)
• Sales Handbook
• Service Handbook
• Awareness of ISO 14001 and 45001 Standards.

Konecranes is a world-leading group of Lifting Businesses, serving a broad range of customers. We are truly a global company with 16,900 employees at 600 locations in 50 countries. For over 80 years, we have been dedicated to improving the efficiency and performance of businesses in all types of industries. We believe that sustainable growth is a result of a strong responsible performance. 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