Regional Sales Manager - Process Cranes

Principal Responsibilities

• Manages Process Cranes sales activity for an assigned territory and/or assigned accounts.
• Sells to process crane equipment customers and engineering companies (EPC) in nuclear and other sensitive material handling industries.
• Identifies and tracks process crane projects.
• Introduces Konecranes to leading companies in the region/accounts.
• Solicits inquiries for new crane projects and performs appropriate spec take-off with working knowledge of all KC products.
• Proficient use of Konecranes CRM tool for sales case management and associated reporting requirements.
• Effectively documents software inquiry and leads follow-up.
• Prepares cost estimates and prepares proposals.
• Works closely with Offer engineering to develop estimates and offers to the customer with the correct and best fit KC crane designs.
• Sells value-added products with an emphasis on “Selling Safety”.
• Proficient use of internal estimating software – i.e. Markman if applicable.
• Submits accurate and routine sales reports.
• Prepares PowerPoint presentations and presents KC offerings/quotations to customers.
• Manages all commercial issues before and after the sale – Terms and conditions.
• Handles negotiations re: additions, changes, and amendments to a customer request.
• Enters clean commercial and technical orders in a timely manner.
• Aids with collections when requested.
• Aids with resolution of warranty issues when requested.
• Works as a team member with co-workers in ETO sales.
• Desires to sell all KNES products from equipment through service.
• Manages regional planning to maximize customer growth and support.

Qualifications

• Bachelor’s degree in Mechanical Engineering, Mechanical Engineering Technology, or Electrical Engineering preferred, or equivalent technical crane knowledge.
• A minimum of five years’ experience in overhead crane sales or product management/project management, preferably in the application of heavy duty material handling equipment, or the aptitude to learn on a fast track, capital equipment sales.
• Knowledgeable in sales and estimating with a thorough understanding of reading drawings.
• Highly developed communication, sales organization, and estimating skills.
• Working knowledge of estimating and design software.
• Proficient in MS Office products.