REGIONAL MODERNIZATION MANAGER - CENTRAL REGION

Are you the one?

Educational Qualification - bachelor’s degree in engineering.

Minimum 12+ years of experience with strong sales acumen in either NBS Sales or Service Sales.

Fluent in English

Very good knowledge on Elevator product and technologies (preferred)

Excellent interpersonal skill and communication skill

Project management experience

1 Professional requirements

• Market and customer business understanding
• Proven track record of consistent success in business performance and development.
• Experience in successful management of complex Customers/projects.
• Understanding of costs, business principles and risk management
• Knowledge, skills, and experience in qualifying, structuring & negotiating with Customers/deals.
• Demonstrated ability to work and communicate with different kinds of stakeholders and to develop relationships in a complex team environment.

What will you be doing?

Customers

• Drive and promote customer-centric culture and outside-in thinking in the business by strong understanding on customer and market needs. Promote early involvement with the customer in selling process and foster consultative selling approach.
• Promote utilization of voice of customer throughout the business

Business performance

• Holistic understanding, accountability and development of Region’s Modernization business competitiveness, OR Growth & Profitability.
• Support branches on the pricing strategy & initiatives to ensure OR profitability & P2P of OB.
• Evaluate the results of Modernization business activities/contracts and identify recurring problems in the region.
• Set up region level practices that drive increase in share of Installed Base (SIB), OR growth, CMII, R80, pricing and pre-to-post performance.
• Collaborate with Regional Service Manager as well as other functions such as Operations to develop and achieve targets and close gaps in branches.
• Set Region level targets together with Regional Head, in developing robust region budget plans, continuously monitor financial performance and report results.
• Drive short & long-term actions for business growth based on Unit & Global MOD strategy.
• Develop Key customer engagement activities to nurture relationship and business leads.
• LIS focus & drive initiatives like “LIS Farming”, High Call Out unit’s actions in branches.
• “LIO Hunting” movement and opportunities development to be tracked within region for improving MOD business growth.
• Review MOD Lead Generator dashboard and associate governance process in the Region.
• Region MOD OR and CM2 development, Support Sales development, and track project evolutions.
• MOD MP Opportunities creation & keep track of its development to ensure MP targets.
• Actively involve in complex projects, e.g., market entry projects or geographical expansions plans for MOD, CRM visibility & quality, forecasting from funnel, etc...
• Supports business segments requiring special focus, for example Industrial, Infra segment, to grow MOD business in that segment.
• Drives a turnaround of low business performance in a specific part of Region for MOD.
• Ensures utilization of appropriate methods to support own responsibility area, e.g.
• Business planning
• Competitive analysis
• Sales capability development & support
• Operations development
• Competence development
• Business benefits realization
• Maintains strong network within KONE to share best practices and to understand current and future requirements.
• Ensures cross-BL or region-wide implementation of growth opportunities, e.g., Digitalization initiatives, Advanced People Flow (APF) solutions or People Flow planning and consulting, etc…

Business development

• Drive the Modernization business go-to-market actions of new services and solutions in collaboration with other Modernization business stakeholders.
• Collaborate well with branches for best practice sharing.
• Ensure compliance with business operating model and effective deployment of KONE Way initiatives.

People management

• Lead, evaluate, and develop the Modernization FL team at branches.
• Identify competence gaps and training needs to fulfil the business plan.

Performance measures

• Business performance KPIs and business benefits leading to budgeted targets, e.g.,
• Share of Installed base [SIB]
• MOD OR, OR CMII
• Profitability development R80
• Customer satisfaction (NPI, Transactional surveys)
• Win rate and hit rate development.
• Compliance to KONE Way operating model in own responsibility area
• Stakeholder feedback and satisfaction.

What do we offer?

• Career progression opportunities within a global organization.
• Total reward elements that engage and motivate our employees and help us make KONE a great place to work.
• Comprehensive learning and development programs covering a wide range of professional skills.

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.

At KONE, we believe in fair and competitive pay that recognizes performance and supports employee engagement. Our approach covers a comprehensive total rewards package, including both financial and non-financial benefits. We are committed to fostering a culture of fairness, respect, equity, diversity, and inclusion.

Read more on https://kone.com/global/en/careers.html