SUMMARY STATEMENT
Manages all aspects of Kelvion parts and service FE and BE sales for the Americas. Lead service sales team. Recommends and sets short-term and long-term sales goals for the service sales personnel to maximize order intake and profit. Manages relationships and provides value added solutions for Kelvion parts and services to key customer accounts. A wide degree of creativity and latitude is expected in understanding and anticipating customer needs, and making recommendations for changes in products, services, and sales techniques based on these evaluations.
REPORTS TO: Vice President of Sales - Americas
PRIMARY RESPONSIBILITIES
- Assists in development of annual service business plan, order intake budget, and sales strategy for Kelvion parts & service that ensures attainment of company sales goals and financial performance.
- Lead sales team members to achieve sales targets.
- Develop and monitor performance KPI’s for the service sales team.
- Assist in developing and driving regional service initiatives to ensure attainment of regional service order intake growth goals.
- Ensure the comprehensive use of K°onnect for all customer interactions and department activities.
- Maintain an accurate forecast for Americas Service Business with 90% accuracy.
- Responsible for all aspects of service sales personnel hiring, training, and development needs.
- Train and ensure service sales team adherence to the sales process.
- Directly, and through the service sales team, pro-actively articulate and deliver value added service solutions to our customers through the life cycle of their equipment.
- Negotiate and close service contracts and agreements with customers.
- Integrate the division’s service sales team with the global FE and BE processes, including regular and robust pipeline reviews, KPI governance, and an effective utilization of our regional resources.
- Assists in the development and implementation of marketing strategy and plans as needed. Conduct market research for possible opportunities with other equipment and market segments.
- Drive sales by networking with Manufacturers Representatives and Capital / Segment sales managers to be more proactive in parts and service sales. Provide support for sales representatives to effectively train sales channels, ensure effective development of sales leads and prospects, and close after sales and service opportunities.
LIAISONS
- Customers
- Reps and Channels
- Internal Organizational Departments
REQUIREMENTS
EDUCATION/SKILLS/ABILITIES/EXPERIENCE REQUIRED
- Experience managing a high performance sales team.
- Knowledge of CRM software and Microsoft Office Suite.
- An ability to understand and analyze sales performance metrics.
- Solid customer service attitude with excellent negotiation skills.
- Analytical skills with a problem-solving attitude.
- Availability to travel as needed.
- BS degree in Sales / Marketing related field or 5+ years of service sales mgmt experience.
- Skill in organizing resources and establishing priorities.
- Strong team player with ability to work on own initiative.
- Excellent oral and written communication skills.
NATURE OF THE WORK
MENTAL REQUIREMENTS:
- Sharp analytical and sales skills.
- Creative thinking.
- Verbally assertive.
- Perpetual learner.
- Hands-on mentality.
- Patience and listening skills.
PHYSICAL REQUIREMENTS:
- Long periods of standing and regular walking.
- Frequent stooping, kneeling, crouching, or crawling.
- Occasionally required to sit, climb or balance.
- Regularly lift and/or move up to 40 pounds.
- Extended travel time and flying on a regular basis.