وصف الوظيفة
Role Overview
Key Account Manager - Service at KONE, based in Doha, Qatar, reporting to the Deputy GM & Head of Sales for Qatar.
Company Overview
KONE Middle East, Turkey & Africa (KMTA) is in an exciting growth phase, with Service positioned as a strategic priority for the business. The organization is focused on creating an innovative and collaborative working culture where employee engagement, sustainability, ethical business practices, and mutual respect are central to daily operations.
Role Purpose
Develop mutually beneficial relationships between KONE and strategically important or nationally/locally significant customers. Maximize KONE's current and future share of the customer's business by identifying solutions and developing processes that add value to both KONE and the customer.
Key Responsibilities
Customer Relationship Management
- Own management of strategic and Core 1 customers assigned to the role.
- Ensure accuracy of customer data and organizational hierarchies.
- Develop and manage customer plans, secure approval, and follow up with unit management.
- Build and coordinate multi-level relationships between the customer's organization, KONE, and other stakeholders.
- Evaluate commercial and operational risks or customer complaints related to the account and escalate to the management team.
Sales
- Create and manage opportunities within the customer base in collaboration with account teams.
- Share customer knowledge and contacts to support account team members in winning orders.
- Develop value propositions with clearly described benefits of KONE solutions aligned to customer needs.
- Own national and frame agreements and manage the customer's contract portfolio.
- Drive profitability of customer business with KONE in accordance with the account plan.
Qualifications & Experience
- Bachelor's degree.
- Minimum 5 years of sales experience with a strong background in business development and prospecting.
- Proven track record of handling key accounts and delivering commercial success.
- Proven experience managing governmental and public tenders, including reviewing Invitation to Tender (ITT) requirements, completing customer-specific tender documentation and templates, and managing Requests for Information (RFIs) to clarify requirements with clients before submission.
- Experience negotiating contractual terms and conditions, not solely commercial terms or scope of work.
- Experience within the Elevator industry is an added advantage.
- Qatar market experience is highly desirable.
Skills & Competencies
- Strong customer-first mindset, proactive, analytical, and results-driven.
- Strong commercial acumen.
- Excellent negotiation and presentation skills.
- Natural relationship builder who thrives on collaboration and influence.
- Excellent English communication skills; Arabic is an added advantage.
Additional Information
- KONE is committed to creating a great place to work by offering a range of experiences and opportunities to help employees achieve career and personal goals and enable a healthy and balanced life.