Who are we?

In a world where cities are constantly evolving and more and more people choose to live in them, we at KONE stand with one clear aim: to shape the future of cities. We make urban life more vibrant and livable. And we do it by enabling safe, sustainable, and effortless people flow for all. We help cities leave a positive mark on the planet - for the next century and beyond. We shape the future of cities. We operate in close to 70 countries around the world, serving almost 600,000 customers. Headquartered in Helsinki, Finland, we have eight global R&D centers and ten manufacturing units in seven countries, as well as a worldwide network of agents and authorized distributors.

Why this role?

The Head for Key Account, APM plays a critical role in managing and developing KONE’s relationships with large, strategically significant enterprise customers at the area level. This role is responsible for maximizing opportunities, ensuring alignment across Global, Area, and Frontline (FL) teams, and driving value creation for both KONE and its enterprise customers. This role will ensure successful deployment of global agreements and oversee the execution of strategic account plans across the area to grow KONE’s business and enhance customer satisfaction. The position will also coordinate key account activity in the 4 FLs for the 3 business lines (BL) in collaboration with the BL Sales development directors.

What will you be doing? Your key responsibilities will include:

• Customer relationship and account management
• Act as the primary interface between KONE and STEA within the Area.
• Manage and develop relationships at both Area and FL levels, ensuring close collaboration with the Global Account Head, local Key Account Managers and BL sales development directors.
• Develop strong C-suite relationship which may be fostered across KONE Area and Global level executive leadership team and EXB-1.
• Execute and oversee Area-specific account plans, ensuring they are aligned with Global strategies and tailored to meet regional customer needs.
• Lead efforts to strengthen KONE’s position as a Trusted Partner of Choice through all phases of the customer lifecycle, including new installations, service, and modernization.
• Oversee agreement deployment across the Area, maximizing opportunities and ensuring compliance with customer requirements.
• Generate a clear understanding of the customer’s web of influence.
• Proactively manage escalations and address customer issues, promoting strong collaboration and service excellence.
• Monitor and ensure that appropriate governance structures are in place for effective account management.
• Host regular webinars to build the KONE brand within the Area.
• Represent KONE at industry events, conferences, and customer meetings to strengthen relationships, promote KONE’s offerings, and expand networks.
• Actively participate in and support customer-focused events and marketing initiatives to raise brand awareness and generate new leads.
• Sales and growth management
• Drive sales growth by actively managing the opportunity pipeline and sales funnel, ensuring that the account portfolio is well-positioned for both short- and long-term success.
• Lead tenders and negotiations at the Area level, working closely with Global and local teams to ensure successful outcomes.
• Establish oversight processes to track and monitor key opportunities and projects.
• Collaborate with internal teams to develop and execute strategies that drive customer value and account profitability.
• Identify innovation pilot sites in collaboration with the Global Innovation and Global Business Development teams, and lead to full development stage and potential scale.
• Maintain a strong understanding of competitive dynamics and industry trends to position KONE effectively in the marketplace.
• Performance and financial oversight
• Track, analyze, and report on Area-level KPIs, focusing on OR/sales growth, profitability, customer satisfaction, and overall account health.
• Manage budgeting, forecasting, and financial performance across all business lines, ensuring profitability and compliance with targets.
• Ensure effective management of billing, debt collection, contract administration, and Area-level spend reporting (including rebates when not coordinated by Global).
• Operational and asset management
• Implement and oversee Asset Management Plans, ensuring they meet customer needs and maximize the value of customer assets.
• Support ad hoc contractual requirements, such as condition reports, additional testing, and inspections.
• Ensure smooth operational execution, including customer-specific contractual tasks and compliance with agreed-upon deliverables.
• Collaborate with internal and external stakeholders to ensure the efficient deployment and maintenance of customer assets, identifying opportunities for operational improvements and cost optimization.
• Leadership and collaboration
• Lead and coach FL Key Account Managers, in a matrix, ensuring alignment with Area strategies and fostering cross-functional collaboration.
• Facilitate information sharing and coordination between Global, Area, and FL teams to ensure transparency and strategic alignment.
• Drive KONE’s brand visibility within the STEA at the Area level, focusing on strategic initiatives such as digital, sustainability, and innovation.
  
  

Are you the one? We are looking for someone who embodies the following qualities:

• 10 years direct experience in global account in the area/ region
• Experience working in building industry or building maintenance
• Excellent leadership & customer relationship management
• Experience working in the matrix
  
  

What do we offer?

• Development and growth opportunities within a global organization.
• Warm and friendly international working environment.
• Being part of an industry leader in sustainability.
  
  

Working at KONE:

Welcome to KONE! We are a diverse team of over 60,000 employees, enabling safe, sustainable, and effortless people flow for billions of city dwellers every day. Innovating together across everything we do, we show the way for the good of our planet and its people. Here, you are welcomed as you are, your courage is celebrated, and your impact rewarded. Grounded by our strong roots stretching back over a century, our exciting journey continues – join us and let’s shape the future of cities together!

KONE Awards and achievements:

• CDP 2023 ’A‘ score for corporate sustainability leadership.
• 34 best-in-class energy efficiency ISO 25745 references for our elevator and escalator platforms.
• Forbes’ 2023 Global 2000:World’s Best Employers list.
• EcoVadis gold medal for sustainability performance.
• Representing 153 nationalities worldwide.
  
  

At KONE, we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas. Sustainability is an integral part of our culture and the daily practice. We follow ethical business practices and we seek to develop a culture of working together where co-workers trust and respect each other and good performance is recognized. In being a great place to work, we are proud to offer a range of experiences and opportunities that will help you to achieve your career and personal goals and enable you to live a healthy and balanced life.

Read more on www.kone.com/careers