PurposeThe 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 doingTelesales to create opportunities proactivelyPhone sales to core 2 and core 3 customers including maintenance contract conversions, renegotiations and new digital services. Can sell VB repairs through campaignsProactive creation and development of customer relationshipsCreates, qualifies and communicates leads and sales opportunities for entire KONE sales team (e.g. cross-selling)Responsible for making courtesy callsTakes care of inbound and outbound telesalesEnsures successful conversions with existing and new maintenance customersDriving execution of her/his individual sales planGeneral responsibilities for all core 2 and 3 customersResponsible for gathering relevant information about market and competitors while interacting with customersRenegotiation and cancellation preventionRenegotiates expiring contracts proactively, if anyResponds and resolves cancellation risksDefends price escalation and resolve issuesMonitor and resolve suspended contracts if anyComplaint and query handlingSolves complaints with the rest of KONE teamHandles queriesSupports the finance function in money collectionSupport sales peopleQualifies leads and plans and schedules visits for farmerData quality and communications to ensure customer experienceCoordinates technical problems with supervisor and techniciansCoordinates with supervisor and technicians in case of technical problems or new opportunitiesMonitors the leads and new opportunities in CRM and assigns them to right personFollows customers not visited; calls and identifies level of satisfaction and opportunityDocuments the customer and contact information, maintains customer dataResponsibilities in modernization sales:Identifies, develops and follows up existing opportunities of modernizations while calling customer for maintenance topicsCan sell VB Repairs in campaignsFollows up the modernization opportunities forecasted for the month and pushes for appointment for salespersonIdentifies inspection and KONE Care for Life (C4L) opportunities and push for negotiationCoordinates with supervisor/technicians when site survey is required before new offer for modernizationEnsures customer satisfactionPotential 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 ToolsCalls customers based on the target list and fixing appointments (considering various factors e.g. location, other appointments) · Informs hunter about the appointmentsUpdates CRM according to the communication of the hunter on outcomes of the meetingsCreates opportunities and offers with the basic information wherever requiredAre you the oneIT literateBasic level of commercial / technical trainingKONE products and solutions and their benefits for different customer segments, understanding different customer needsKONE customer management models, sell process, S-planKnowledge relevant to sales area: mod / maintenanceSalesforce.com, tendering and ordering toolsAt 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
