Modernization Sales Officer

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Modernization Sales Executive

Job Purpose

To drive modernization sales growth by executing effective sales strategies, achieving individual and team revenue targets, and securing modernization project awards. The role is responsible for identifying and developing new business opportunities, managing the complete sales cycle, and ensuring all commercial activities comply with company policies and procedures while maximizing customer satisfaction and business profitability.

Key Responsibilities

Business Development & Sales Growth

• Develop and maintain strong relationships with existing customers while proactively identifying and acquiring new clients to expand the modernization business portfolio.
• Generate and convert sales opportunities through active lead generation, customer engagement, and strategic account management.
• Achieve individual sales targets and contribute to overall business unit revenue and project award objectives.
• Actively pursue modernization opportunities, including total replacement and partial modernization projects, particularly for non-company elevator and escalator installations aged between 15 to 40 years.
• Secure project awards on a monthly basis through effective opportunity management and competitive sales execution.

Technical Sales & Solution Development

• Conduct site visits, surveys, and building assessments to evaluate modernization requirements and develop suitable technical solutions.
• Perform on-site measurements and assess building access, protection requirements, hoisting methods, and installation constraints, particularly for total replacement projects.
• Analyze building layouts, drawings, tender documents, technical specifications, and customer requirements provided by architects, consultants, developers, contractors, and building owners.
• Utilize building, population, and traffic-flow data to develop traffic simulation analyses and recommend optimal modernization solutions.

Customer Engagement & Consultancy

• Deliver professional presentations to customers on company capabilities, modernization solutions, product innovations, technology advancements, and project proposals.
• Act as a trusted advisor to customers by providing technical and commercial recommendations that address their operational and business needs.
• Coordinate with internal stakeholders to ensure timely and accurate proposal preparation, tender submissions, and contract negotiations.

Project & Commercial Management

• Manage the full sales process from lead qualification through proposal development, contract negotiation, award, and handover.
• Ensure all commercial activities, pricing, contracts, and documentation comply with company policies and governance requirements.
• Lead and manage high-value modernization opportunities, including large-scale projects with contract values exceeding established business thresholds.
• Promote and manage the sales of premium modernization solutions and advanced technologies, including high-end product offerings and digital solutions.

Leadership & Process Excellence

• Serve as a role model in applying modernization sales processes, methodologies, and best practices.
• Share market intelligence, customer insights, and competitive information to support business strategy and continuous improvement.
• Maintain accurate sales forecasts, pipeline reporting, and customer records in company systems.

Success Measures

• Achievement of individual modernization sales targets.
• Number and value of project awards secured.
• Growth of modernization opportunity pipeline.
• Customer satisfaction and retention.
• Successful acquisition of new modernization accounts.
• Compliance with sales processes, commercial policies, and reporting requirements.

Key Competencies

• Sales & Business Development
• Strategic Account Management
• Technical & Solution Selling
• Commercial Negotiation
• Customer Relationship Management
• Presentation & Communication Skills
• Project Management
• Market & Competitive Analysis
• Problem Solving & Analytical Thinking
• Results Orientation