Sales Engineer, Modernization

Purpose

The modernization sales farmer proactively generates leads with existing customers and together with maintenance farmer (if separated) decides the most optimal approach from the customer perspective. He/she sells all modernizations, full replacements, Advanced People Flow Solutions and other digital solutions. He/she supports customer budgeting with Asset Management Planning.

Responsibilities and key activities

Customer relationship management

• •Proactively develops and creates customer relationships in his/her area of responsibility.
• •Is accountable for developing KONE position in his/her customer base or market area.
• •Creates and communicates leads and sales opportunities for entire KONE sales team. (e.g. cross-selling)
• •Ensures customer satisfaction and solving complaints with the rest of the KONE team.
• •Documents the customer and contact information, maintains customer data.
• •Promotes asset management plans with customers to support budgeting.

Sell

• •Proactively generates opportunities from existing customer base
• •Collaborates with maintenance team for leads. (maintenance technicians)
• •Is accountable for leads, opportunities, orders / contracts to meet the sales budget and pricing targets. Follows up leads from campaigns.
• •Is accountable for finding customer needs and that KONE’s solution matches with the needs.
• •Is responsible for pricing using the approved tendering tools, and for optimizing prices and discounts within his/her authority.
• •Validates that the contents of the contract are in line with the negotiation process outcome.
• •Maintains full information of opportunities, tasks and visits, keeps sales funnel data up-to-date.
• •Responsible for timely and accurate reporting in CRM.
• •Responsible for gathering relevant information about market and competitors from the field.
• •Supports the finance function in money collection.
• •Is responsible for the account over the entire sell process.
• •Is accountable for ensuring decision to tender.
• •Is accountable for the project/order until Order Booking.
• •Drives execution of her/his individual sales plan.

Requirements

• •Bachelor or Master’s degree in economics, engineering or other relevant fields.
• •Minimum 5 years in solutions sales.
• •Demonstrates service mindset.
• •Is able to bring across customer needs, add value to customers’ businesses by offering solutions that meet their needs and is able to use value based pricing to guarantee healthy margins.
• •Comfortable and excited about the opportunities that digital solutions bring.
• •Experience from/ familiar with solution selling methodology and complex technology solutions.
• •Good command of Thai and English.

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 https://kone.com/global/en/careers.html