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2 months ago
VP, Regional Sales AME, Port Solutions - USA
We are seeking a VP, Regional Sales AME, Port Solutions, to lead our Sales team in Region America. In this role, you represent the complete portfolio of BA Port Solutions towards our customers and are ultimately responsible for managing the sales team representing our business units Port Cranes, Mobile Harbor Cranes and Solutions in region AME. Your focus will be in enhancing the systematic sales process, developing and executing sales strategies and plans, managing accounts, aligning BUs’ sales activities in the Region and developing the agent network.
Key Tasks and Responsibilities:
Develop and implement sales strategies and roadmaps that align with Konecranes long term goals to meet the set targets for the Region.
Be ultimately responsible for the accounts in the Region.
Pro-actively build and develop long term relationships with key decision makers and stakeholders with the customers with a special focus on global and regional operators head quartered in the Region.
Actively seek and identify new business opportunities to acquire new customers and to expand Konecranes portfolio with existing accounts.
Enable your team to succeed with the set targets; to acquire new prospects & opportunities, to control customer relationships according to set guidelines, to cross promote, offer, and close contracts successfully.
Ensure solid project management of sales cases which are become increasingly more complex and strategic requiring alignment with multiple stakeholders, both internally and externally.
Identify and manage potential risks relating to the customer contracts.
Plan marketing activities and events in the area together with the PS Marketing team
Be responsible for the sales and marketing budget in the Region.
Manage agency agreements in the Region.
Host monthly sales reporting and weekly review sessions with the BUs’ management and own team respectively.
Gather market intelligence, follow industry trends and global developments impacting our customers.
Develop and maintain a deep understanding of Konecranes full portfolio of products, solutions and services Organization & People
Lead, coach and direct the sales team in the Region AME. Ensure comprehensive and fluent account management in the Region (included, but not limited to the alignment of BUs’ sales activities with BA approach without overlaps).
Develop and promote the systems vs. project approach in sales activities where applicable.
Seek opportunities for solutions-based contracts and enable fluent teaming among the members of the respective BU and the regional sales.
Ensure the full utilization of sales IT systems and tools.
Assure the proper competences and skills development in the Region.
Requirements:
15+ years experience in Sales with at least 3 years in a leadership role. Proven track record of meeting or exceeding sales targets. Excellent communication, negotiation and interpersonal skills.
Knowledge of the Ports industry and it’s trends and developments. Strategic thinker and keen interest in global developments and trends. Willingness to travel.
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