Sales Specialist

The NEB Sales Specialist role exists to ensure proactiveness and efficiency of the NEB Sales. The purpose of the role is to support salespeople especially in pre-sales phase. The role supports NEB Salespeople by taking care of lead handling, booking customer meetings along with salesperson, as well as contacting customers by phone or via online channels. The role may also support sales planning and sales funnel actions.

Responsibilities and key activities

Centralized lead management and early engagement

• Centralized lead handling according to the global NEB lead management process

• Screening market for upcoming projects e.g. external project database

• Pro-active contacting of potential customers for early engagement

• Contacts all customer-initiated leads e.g. via webpage form, digital marketing campaign, chat or other online channel within 24 hours. Qualifies the lead before assigning to salesperson, books e.g. value discovery meetings according to FL sales policy

• Supports salesperson in value discovery meetings e.g. prepares presentation and other support material for the meeting

• Provides feedback on web lead quality to marketing

Support sales in tendering

• Support salespeople in tendering including KTOC configuration

• Supporting Sales Team in Preparation of Tender, Cost Sheet and Submittals.

• Helping sales to build tailored value propositions for the customers

• Support salespeople in keeping sales funnel and CRM data up to date

Performance measures

• Orders/contracts received (NEB), units, value and price (profitability / discounts from target price) vs. budgeted targets

• First customer contact, Lead throughput time, Lead handling rate

• Salespeople customer visits & customer facing time

• Customer feedback, customer satisfaction and loyalty (net promoter index)

• Contribution to team result (sharing leads, opportunities, working in account teams)

Competence profile

Behavioral competences

Customer focus (KONE general competences): Is curious about customer’s business and willing to understand their challenges. Takes customer’s perspective and is prepared to engage to their business. Takes customer complaints seriously and looks for ways to improve customer service. Ensures prompt and efficient service. Strives to exceed customer’s expectations.

Drive and persistence (KONE general competences): Consistently strives to meet goals and objectives. Maintains a positive approach in the face of setbacks and failure. Shows determination and drive to overcome obstacles and problems.

Negotiation (KONE general competences): Understands a problem or issue from the viewpoint of different parties. Presents own viewpoint in a diplomatic way. Explores a range of possibilities for resolving a problem or issue. Achieves compromises that are mutually acceptable to all parties. Emphasizes the ”win-win” nature of the solution to all parties.

Attention to procedures and guidelines (KONE general competences): Values clearly defined procedures and guidelines in work. Easily adapts to rules and supervision. Works in a well-organized manner. Pays sufficient attention to details. Makes plans in line with established procedures and guidelines.

Information seeking (KONE general competences): Identifies gaps in existing information and seeks out further detail. Actively seeks out all relevant information. Utilizes all available resources to obtain information. Asks the right questions to obtain the information desired as quickly as possible.

Organizing and prioritizing (KONE general competences): Organizes the information and resources required to complete project. Recognizes the urgency and importance of task and obtains clarification where necessary. Approaches tasks in a systematic manner. Prioritizes tasks and projects according to their relative urgency and importance. Organizes and manages their time effectively.

Collaborating (KONE general competences): Shares information widely. Treats others with dignity and respect. Respects different needs and viewpoints. Creates trust and a sense of team spirit. Maintains confidentiality and holds to agreements. Admits own mistakes. Obtains co-operation by active listening and sensitivity towards situations and people. Establishes strong working relationships and effective internal and external networks. Achieves consensus, closes deals or discussions with clear understanding of agreement.

Persuasiveness (KONE general competences): Uses compelling arguments to convince others. Employs a range of strategies to influence others. Anticipates objection to an argument or idea and effectively deals with these.

Professional requirements

• Mastering customer contacts, pre-sales activities, presentations and material preparation during tendering, tendering process, basic knowledge of contractual and financial terms

• Professional Sales Competencies and requirements as defined in the

• Data Management: Ensuring data accuracy, consistency, and compliance within the CRM system.

Entry-level requirements

• Basic level of English

• IT literate

• Basic level of commercial / technical training

KONE specific issues – always need to be trained

• KONE products and solutions and their benefits for different customer segments, understanding different customer needs

• KONE customer management models, sell process, S-plan

• Knowledge relevant to NEB sales area

• KONE online tools, Salesforce.com, tendering and ordering tools

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