Reporting to the Managing Director of India, this role will lead the development and execution of sales and manage offering of Modernization business across India, Nepal, Bangladesh and Sri Lanka. The objective of Modernization business is to maximize the reliability and lifecycle value of our customers’ existing equipment and buildings covering repairs, modernization and full replacement business (FRB). The position would be responsible to develop and implement the Modernization business strategy by identifying, evaluating, and pursuing business development opportunities with the objective of positioning KONE competitively in the market. Creates and develops unit specific action plans to achieve short and long term business goals. Execute business development initiatives and improve customer-centricity, competitive position, market share and profitability in the frontline. Work closely with the Area Operations and Global/Area Modernization team to ensure profitable growth.
Responsibilities and key activities:
Safety and Quality
Proactively drive outstanding performance in Safety and Quality in the Modernization business
Ensure relevant policies, e.g. tender policy fully in use
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 consultative selling approach.
Promote utilization of voice of customer throughout the business
Holistic understanding, accountability and development of the Modernization business competitiveness, growth and profitability
Evaluate the results of Modernization business activities/contracts and identify recurring problems
Set up Frontline (FL) level management practices that drive increase in share of market, OR growth (Order Received growth) , CMII (Contributory Margin), R80 (profitability development), pricing and pre-to-post performance (in coordination with the operations team)
Prepare recommendations and feedback about significant changes that need to be made to product portfolio and KONE Way (KW) operating model elements (i.e., processes, roles, organization, IT tools, data, governance, business performance management) to improve performance
Collaborate with the India Managing Director as well as other functions such as operations to develop and achieve targets and close gaps across frontline
Set Frontline level targets together with Area Modernization Director, help in developing robust Unit budget plans, continuously monitor financial performance and report results
Drive short and long-term competitiveness based on global Modernization strategy
Business & Sales development
Drive the Modernization business sales and offering development and go-to-market actions of new services and solutions in collaboration with other Modernization business stakeholders.
Participates in sales target identification and in defining new target markets and customers.
Manages improvements in business processes to contribute to the business goals
Supports Sales Managers and Salespersons in defining, specifying and communicating customer value
Supports sales team in analyzing internal and external data for sales planning and ensures completion of high quality sales plans
Develops marketing activities and campaigns with marketing team
Ensure compliance with business operating model and effective deployment of KONE Way (KW) initiatives. Monitors Frontline KW compliance and acts upon gaps or development needs. Gives KW feedback back to the global.
Collaborate with Area and Global colleagues for best practice sharing
Leadership / People management
Contribute to strategic planning and decision-making at the executive level to develop and implement a strategy for Modernization business that is aligned with the organization’s overall vision and its current and long-term business objectives
Lead, evaluate, and develop the Modernization business team and its professionals at Frontline business.
Identify competence gaps and training needs in order to fulfil the business plan
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
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