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Sales Manager, Shipyards

Company Description

At Konecranes, we believe that great customer experience is built on the people behind the Konecranes name. Everything we do, we do with passion and drive. We believe diversity drives business success and is the foundation for our growth. We welcome different backgrounds and skills that enrich our community and we promote a place where we can ALL be ourselves. This is what makes Konecranes a unique place to work.

Job Description

Ports Solutions sales organization is seeking to hire an enthusiastic Sales Manager who is motivated to take responsibility for driving sales for Shipyards cranes.  

You will be responsible for driving our sales with focus on our Shipyard customers. You will be enhancing customer relationships as well as driving offer making and deal closing activities with sales organisations in regions. You will play an important role in cross-promoting Konecranes offering and in implementing planned sales development initiatives.  

In this role you will co-operate with colleagues across Port Solutions’ business units (BU) / business lines (BL), and you will report to VP Sales, EMEA, Port Solutions. 

 Your key responsibilities:  

  • Building and enhancing customer relationships, understanding customer needs and communicating our offering  
  • Acquiring new prospects and sales opportunities  
  • Preparing quotations together with the corresponding BU / BL and regional sales  
  • Planning sales tactics, negotiating and closing contracts  
  • Holding responsibility for the assigned accounts in the area  
  • Screening and segmenting assigned accounts, preparing plans for each  
  • Effectively managing BU’s agents in the area  
  • Meeting the set sales targets by following company policies, Code of Conduct and the present constrains (margin, commercial and technical deviations)  
  • Identifying and managing potential risks related to contract agreements  
  • Providing input to BUs budgeting and gathering market intelligence  

Location: Any Konecranes location within the EMEA region, but it goes without saying that remote & hybrid working is a part of our ways of working. 

Qualifications

What should you bring?  
You burn for shipyard industry and understand how it can create a safer and more predictable operation.  

For this role we are looking for a target-oriented professional who has a proactive can-do attitude and a genuine drive to achieve results and to find workable solutions. It’s vital for the success that you have a talent for translating customer’s needs & project demands into winning tenders.  

We also expect you to have:  

  • technical or commercial degree  
  • 5+ years of professional experience in sales, project management or other commercial role in the shipyards industry  
  • strong leadership ability  
  • excellent communication, interpersonal and negotiating skills  
  • fluency in English, other language skills are considered as a plus 

​  This role requires business travel (50/70 work days as average per year). 

Additional Information

Why join our team?  
We offer you a challenging position in a global business environment with many opportunities for personal growth and development. With us you may develop your career in a truly multicultural environment with talented and highly motivated employees. 

Meet with your future manager  on our career page and learn more here - Antoine Bosquet, Regional Sales Director | Konecranes

We are constantly looking to improve the wellbeing of our employees at work as well as on leisure time. We offer our employees a flexible work environment tailored to their life situation as well as performance-based incentives, comprehensive occupational healthcare and insurance, and the opportunity to take part in the employee stock ownership program.    

Interested? 
If you are ready to drive our sales and customer relationship building activities, please submit your application along with your CV via the “Apply” link below by 31st of January.

For more information about the role, please contact  Daria Zhuravleva, Global TA specialist, daria.zhuravleva (at) konecranes.com


Konecranes moves what matters. We are a global leader in material handling solutions, serving a broad range of customers across multiple industries. We consistently set the industry benchmark, from everyday improvements to the breakthroughs at moments that matter most, because we know we can always find a safer, more productive and sustainable way. That's why, with 16 000+ professionals in over 50 countries, we are trusted every day to lift, handle and move what the world needs.

Konecranes is committed to ensuring that all employees and job applicants are treated fairly in an environment which is free from any form of discrimination.

What You Should Know About Sales Manager, Shipyards, Konecranes

Are you an enthusiastic go-getter with a passion for the shipyard industry? Konecranes is excited to announce a fantastic opportunity for a Sales Manager specializing in Shipyards, with the flexibility to work remotely within EMEA or from beautiful Finland. At Konecranes, we believe that exceptional customer experiences stem from the dedicated individuals behind our brand. In this role, you'll take charge of driving sales for our shipyard cranes, enhancing customer relationships, and collaborating closely with various business units. Your responsibilities will include acquiring new prospects, preparing competitive offers, and negotiating contracts. You'll also be instrumental in implementing sales development initiatives and managing accounts effectively. A key part of the job is understanding customer needs and translating their project demands into winning solutions. We're looking for someone with a commercial or technical background, at least 5 years of sales or project management experience, and strong communication skills. As part of our team, you'll enjoy a challenging environment that encourages personal growth, and we offer a range of benefits, including flexible working arrangements and a comprehensive occupational healthcare package. If you're ready to make waves in the shipyard sector, we welcome your application to join our international team and help us lift what matters most to our customers.

Frequently Asked Questions (FAQs) for Sales Manager, Shipyards Role at Konecranes
What are the main responsibilities of the Sales Manager at Konecranes?

As a Sales Manager at Konecranes, your main responsibilities will include building strong customer relationships, acquiring new sales opportunities, preparing quotations, and closing contracts in the shipyard segment. You will collaborate with various business units to ensure a cohesive sales strategy while effectively managing assigned accounts.

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What qualifications do I need to apply for the Sales Manager position at Konecranes?

To apply for the Sales Manager position at Konecranes, candidates should have a technical or commercial degree, over 5 years of experience in sales or project management within the shipyard industry, strong leadership ability, and excellent communication skills. Fluency in English is essential, and knowledge of additional languages is a plus.

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Is remote work an option for the Sales Manager role at Konecranes?

Yes, the Sales Manager role at Konecranes offers flexibility in location. You can work remotely within the EMEA region or from Finland, making it convenient to balance work and personal commitments while driving sales efforts.

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What kind of travel is expected for the Sales Manager at Konecranes?

The Sales Manager at Konecranes should expect business travel averaging 50 to 70 workdays per year. This travel is essential for meeting customers, understanding their needs, and closing deals effectively within the shipyard industry.

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What benefits does Konecranes offer to employees in the Sales Manager role?

Konecranes offers a comprehensive benefits package to its employees, including performance-based incentives, a flexible work environment, occupational healthcare, insurance, and the opportunity to participate in the employee stock ownership program. Additionally, the company fosters a culture that prioritizes employee well-being.

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Common Interview Questions for Sales Manager, Shipyards
How do you approach building customer relationships as a Sales Manager?

To effectively build customer relationships, I prioritize understanding the unique needs and challenges of each client. I believe in open communication, ensuring clients feel valued and supported. By actively listening and adapting our offerings to meet their expectations, I establish trust and long-term partnerships.

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Can you describe your experience with sales contracts and negotiation?

I have extensive experience negotiating sales contracts, focusing on ensuring that both parties benefit from the agreement. I prioritize clarity and mutual understanding in negotiations and have successfully closed various contracts strategically, balancing the company's objectives with customer satisfaction.

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What strategies do you use to meet sales targets?

To meet sales targets, I implement a combination of market analysis, customer segmentation, and strategic planning. I analyze data to identify trends and opportunities while establishing a solid plan that focuses on engaging potential customers effectively and regularly reviewing progress to make necessary adjustments.

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How do you identify new sales opportunities in the shipyard industry?

Identifying new sales opportunities in the shipyard industry involves thorough market research, networking, and staying informed about industry trends. I actively engage with industry associations, attend conferences, and utilize CRM tools to track leads, ensuring I capitalize on new prospects early.

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What role does collaboration play in your sales strategy?

Collaboration is crucial in my sales strategy. I believe it fosters innovation and ensures a comprehensive approach to customer needs. By working closely with diverse teams across the organization, I can gather insights that enhance our sales propositions, leading to better outcomes for all involved.

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Describe a challenging sales situation you overcame.

In a previous role, I faced a challenging situation where a major client was considering switching to a competitor. By thoroughly understanding their concerns and developing a tailored solution, I arranged a strategic meeting, communicated our unique value, and ultimately retained their loyalty. This experience reinforced my belief in proactive customer engagement.

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How do you stay updated on the latest trends in the shipyard industry?

To stay updated on shipyard industry trends, I engage in continuous learning through industry publications, webinars, and networking with peers. I also follow relevant forums and take part in discussions that provide insights into emerging technologies and market shifts, ensuring I remain informed.

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What do you think is the most important aspect of our offering at Konecranes?

The most important aspect of our offering at Konecranes is the reliability and innovation of our material handling solutions. Our commitment to safety, sustainability, and customer satisfaction is pivotal in making us a trusted partner, and I aim to convey this message clearly in my sales efforts.

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How would you manage a team of agents in your territory?

Managing a team of agents requires clear communication, setting shared goals, and providing ongoing support. I believe in regular check-ins, allowing agents to voice concerns and share successes. This cultivates teamwork and empowers agents to excel in their roles while aligned with Konecranes' objectives.

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What motivates you in the Sales Manager role?

My motivation in the Sales Manager role stems from the joy of building relationships and solving challenges. I thrive on the satisfaction that comes from closing deals that benefit both clients and the company, and I find fulfillment in contributing to our shared success while navigating the dynamic shipyard industry.

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Full-time, remote
DATE POSTED
January 18, 2025

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