District Sales Manager - Existing Installations
Your main responsibilities
The District Sales Manager - EI/MOD partners with the Regional Operations Manager - EI/MOD in the retention of all products existing within our service portfolio and the modernization of all products existing within our portfolio as well. He or she will be driving all acquisition and recovery efforts for units outside our portfolio within an assigned geographic span. All this work is to be fulfilled in a manner which achieves customer satisfaction as well as the strategic business objectives of the region.
Financial Management
Develop sales budgets in line with regional targets and partner with the Vice President - EI/MOD to prepare and implement annual EI & MOD Sales Plan in support of regional objectives.
Execute the Sales business plan in support of the territory's financial and non-financial objectives and drive the implementation of territory service sales initiatives.
Responsible for managing net working capital via appropriate asset management measures and proper billing procedures.
Manage all field activities for the most cost-effective results.
People Leadership
Responsible for managing, mentoring and leading a team of Sales Representatives by setting and clarifying employee objectives, managing their ongoing performance and continuously developing their skills, all in an effort to drive the service and modernization team to meet required financial targets/metrics and performance KPIs.
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Create and execute training and development plans for all direct reports and oversee the same for all service and modernization sales employees within the region.
Oversee local labour relations to maximize productivity and performance (this is not part of the Sales Manager role I believe)
Effectively communicate necessary information to keep employees informed of District and Region initiatives, achievement of targets, and to resolve issues.
Establish procedures and leadership practices to create a business environment for participative management, in alignment with the Vice President - EI/MOD, maintain high morale of team members and demonstrate strong support of Schindler's cultural beliefs and best practices.
Health and Safety
Lead health and safety at a District and Region level through driving a culture of safety in the field and ensuring health and safety policies and procedures are actively adhered to and applied to the business
Ensure safety training and communications are delivered in accordance with company requirements
Support the investigation and review of major occupational incidents, worker's compensation claims and product liability claims to identify root cause(s) and implement corrective preventative actions
Participate in health and safety related activities including Joint Health and Safety Committee meetings and safety audits
Sales Management and Customer Orientation
Lead the entire District and Region sales effort, including supporting key sales negotiations and the development of sales proposals.
Reinforce accepted systematic sales management practices with standardized processes and tools applied.
Grow portfolio unit count and value above market standards, with repairs driving the immediate business.
Develop and execute a strategic, sustainable customer excellence plan to deliver high quality service and grow loyalty with customers.
Responsible for investigating and resolving customer issues that require escalation.
Manage the cancellation avoidance process on all accounts with a focus on Top 20 and also manage "at risk" program.
Responsible for legal interface of procedures like collection efforts and contractual disputes.
Responsible for investigating and resolving customer issues that require escalation.
Represent Schindler in the business community.
Quality and Process Management
Provide leadership for quality initiatives to ensure compliance with business obligations and customer requirements
Guide administration activities, to ensure process effectiveness and ISO compliance
Assure full utilization of Schindler systems and tools including compliance with established Best Demonstrated Practices (BDP) in all areas
Ensure all Area activities are conducted in full compliance with Schindler's Code of Conduct
What you bring
Knowledge
University degree in Business or Engineering related field
8-10 years in elevator industry or related experience, or a similar industry which includes the sales and servicing of capital equipment, with at least 3-5 of those years in a management position
Possess overall knowledge of product and product application, service and modernization techniques and procedures
Business to business sales experience
Ability to understand financial statements
Legal awareness to contract terms and conditions
Critical Skills
Proficient in MS Office
Analytical: Ability to think conceptually to have impact
Coaching and Mentoring: Ability to motivate and guide team members
Communication: Ability to articulate vision and communicate strategy across all levels of the organization
Leadership: Possess solid leadership skills
People Management: Ability to select, train, supervise and evaluate staff
Persuasion: Persuasion is required both internally and externally. Area employees, support staff, suppliers, consultants, government authorities, internal support groups and customers must frequently be motivated to act or react in a manner to support credibility
Presentation: Ability to present materials clearly and engage audience
Problem Solving: Ability to interpret complex commercial concerns and identify and mobilize appropriate resources, with minimum negative impact; ability to fully understand the problem, assess responsibility, explore alternatives, develop creative solutions and negotiate settlements
Teamwork: Ability to interact with all levels and be an integral part of the operation
Strategy: Demonstrate the ability to take the role to that of a Strategic partner with the organization
Demonstrate the ability to embrace new concepts and change as well as seek new ways of doing things.
What's in it for you?
Competitive Salary (commensurate with experience)
Competitive Bonus Incentive Program or Commission Plan
Wide range of professional and leadership development opportunities
Competitive Extended Health, Dental & Vision Plans
Generous Paid Time Off Plans
Tuition Reimbursement Program
Competitive Group RRSP with Company Match
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