Sales and Retention Manager

4 months ago

Keighley, United Kingdom KONE Full time

We have an exciting job opportunity for a Sales & Retention Manager to join our team in Keighley.

The Sales & Retention Manager sets short term and long-term sales and customer relationships targets aligned with the unit’s overall sales targets. You will be responsible in leading the sales process and sales team to achieve the sales targets by coaching and motivating a team of Sales Specialists to achieve growth, retention, and profitability and conversions. Collaborate with the regional sales and operations teams to drive results and cross business line opportunities. The role will include regular data analysis, forecasting and budgeting.

Key Responsibilities:

Customer relationship management

Accountable for developing KONE’s position and customer base in the market. Drives proactive engagement and solution selling (including but not limited to 24/7 connected services) with different customer segments showing value over the lifecycle. Ensures development of customer relationships, profitability, customer loyalty and satisfaction. Accountable for management of warranty contracts, early customer engagement, ensuring customer accounts and contractual data is correct. Selects/appoints team members to manage the maintenance renewal of our customers. Identifies and builds relationships to key decision makers, potential new targets, and influencers. Promotes and demonstrates the value of KONE offerings.

Plan sales, manage pricing and offering.

Responsible for Regional and Individual Sales Plans (ISPs) for team. Participates in market and customer analysis to ensure quality of sales planning. Participates in pricing and offering management 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 a team to prevent maintenance cancellation in line with contractual T&Cs / Complaint process. Maintain & develop management reporting in line with KPIs. Co-ordination of workload between team to ensure all business targets are met.

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 from team. Drives sales result from team on short and long term. Executes and advises pricing guidelines for specific areas. 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 dialogue 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 team planning.

Key Skills & Experiences

Experience in people leadership and management. Lift & Doors industry experience is beneficial but not essential. Sales acumen: understands selling cycle, customer’s purchasing strategies, selling, negotiating, reporting and funnel management. Understands business planning and controlling. Demonstrates service mindset. Digital assertiveness: comfortable and excited about the opportunities digital solutions bring. Change management. Comfortable with numbers: leads performance by facts and numbers, relies on sales tools and analytics and understands the financial benefit we bring to the customer and is able to capture a part of the value through smart pricing approach. Customer Relationship Management. Good presentation skills. Ability to work effectively in a fast-paced, dynamic environment and collaborate with cross-functional team. Effective communication in both written and spoken English. Microsoft Office, PowerPoint, and Excel experience.

Benefits : Competitive Salary, 25 Days Holiday, Company Pension Scheme, Employee Assistance Programme, PDI, Life Assurance, Private Medical Insurance, Kone Discounts, Bonus and Car/Car Allowance.

Sales and Retention Manager