Purpose
The Sales specialist role exists in KONE branch/region or central offices. The purpose of the role is Creates, qualifies and communicates leads and sales opportunities for entire KONE sales team. The Sales specialist also supports maintenance and modernization sales persons by creating and qualifying leads for them.
What you will be doing
Telesales to create opportunities proactively
Phone sales to core 2 and core 3 customers including maintenance contract conversions, renegotiations and new digital services. Can sell VB repairs through campaigns
Proactive creation and development of customer relationships
Creates, qualifies and communicates leads and sales opportunities for entire KONE sales team (e.g. cross-selling)
Responsible for making courtesy calls
Takes care of inbound and outbound telesales
Ensures successful conversions with existing and new maintenance customers
Driving execution of her/his individual sales plan
General responsibilities for all core 2 and 3 customers
Responsible for gathering relevant information about market and competitors while interacting with customers
Renegotiation and cancellation prevention
Renegotiates expiring contracts proactively, if any
Responds and resolves cancellation risks
Defends price escalation and resolve issues
Monitor and resolve suspended contracts if any
Complaint and query handling
Solves complaints with the rest of KONE team
Handles queries
Supports the finance function in money collection
Support sales people
Qualifies leads and plans and schedules visits for farmer
Data quality and communications to ensure customer experience
Coordinates technical problems with supervisor and technicians
Coordinates with supervisor and technicians in case of technical problems or new opportunities
Monitors the leads and new opportunities in CRM and assigns them to right person
Follows customers not visited; calls and identifies level of satisfaction and opportunity
Documents the customer and contact information, maintains customer data
Responsibilities in modernization sales:
Identifies, develops and follows up existing opportunities of modernizations while calling customer for maintenance topics
Can sell VB Repairs in campaigns
Follows up the modernization opportunities forecasted for the month and pushes for appointment for salesperson
Identifies inspection and KONE Care for Life (C4L) opportunities and push for negotiation
Coordinates with supervisor/technicians when site survey is required before new offer for modernization
Ensures customer satisfaction
Potential additional responsibilities:
Supports hunter in the following areas (exact work split between hunter and sales specialist may vary country by country)
Books appointments, generating leads in LIO and using KONE Tools
Calls customers based on the target list and fixing appointments (considering various factors e.g. location, other appointments) · Informs hunter about the appointments
Updates CRM according to the communication of the hunter on outcomes of the meetings
Creates opportunities and offers with the basic information wherever required
Are you the one
IT literate
Basic level of commercial / technical training
KONE products and solutions and their benefits for different customer segments, understanding different customer needs
KONE customer management models, sell process, S-plan
Knowledge relevant to sales area: mod / maintenance
Salesforce.com, tendering and ordering tools
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 recognized. In 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.
Read more on www.kone.com/careers
