Director, Process Crane Sales Regional Americas

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.

POSITION SUMMARY

Lead the Process Cranes commercial sales strategy and execution across the Americas, owning pipeline health, forecast accuracy, and profitable growth, while orchestrating cross-functional alignment among Sales, Product/Engineering, Manufacturing, and Pricing/Commercial governance. Collaborate with the CTO, Engineered Modernizations, and Nuclear BU to secure business for the company.

RESPONSIBILITIES:

Sales Leadership & Strategy

• Own the AME Process Cranes sales plan, translating annual objectives into quarterly and monthly priorities, and drive improvements in order intake, product mix, and win rate.

• Participate in or lead S&OP discussions on order intake, capacity outlook, and delivery slots.

• Align with the BU operating model to secure product positioning, pricing guidance, sales support, and end-to-end flow from offer through delivery.

Pipeline Management, Forecast, and Cadence

• Run recurring regional sales update reviews (e.g., Latin America, Brazil, and U.S. sales calls) and hold teams to CRM-based reviews: hot projects, key accounts, competitor dynamics, service coordination, and planned customer activities.

• Require Sales to present and update CRM reports weekly; maintain discipline on opportunities and next steps.

Market Intelligence & Demand Generation

• Operationalize Industrial Info Resources (IIR) market-intel workflows for the region: configure saved searches/alerts, triage daily project signals, distribute qualified leads to sales, and close the loop on follow-up and measurement.

• Drive continuous improvement in lead qualification, hold salespeople accountable for leads that drive crane consumption and sales performance, and track outcomes.

Executive Sponsorship & Strategic Deals

• Act as executive sponsor for marquee pursuits (e.g., Paper Auto store customer development), including C-suite engagements and key bid/no-bid decisions.

Support major customer meetings and site reviews to remove roadblocks and advance closure of engineered-to-order opportunities.

Pricing, Commercial Policy & Delegation of Authority (DOA) Governance

• Champion adherence to regional Pricing Policy (frontline margin rates, CMII decisions, internal rates, surcharges, tariff management, etc.) and ensure offers comply with DOA; provide VP-level approvals for margins/terms as required.

Cross-Functional Orchestration

• Coordinate with Offer/Order Engineering and Manufacturing on slot reservations, minimum lead times, and capacity readiness; communicate demand signals from hot offers and pending awards.

• Align with product/engineering leadership in ETO to ensure solution fit, pricing guidance for the situation, and industry-specific competitiveness.

Team Leadership

• Direct and develop regional sales leaders/managers, ensuring coaching, territory planning, and competency development.

• Conduct sales meetings as needed for product and service development and training.

• Partner with HR on hiring and onboarding.

Policy, Compliance & Safety Culture

• Embed company commercial policies, contractual rigor, and safety culture into sales practices; escalate risks and ensure clean order entry and documentation standards.

Reporting & Analytics

• Maintain transparent reporting on orders, forecasts, funnel health, and conversion drivers; use S&OP scorecards and share outputs to drive supply planning actions.

• Support the Demand Planning team in meeting forecast expectations for the upcoming quarters of the fiscal year.

Perform other duties as assigned.

REQUIRED SKILLS & COMPETENCIES:

• Proven ability to build and manage an enterprise pipeline, forecast accurately, and run disciplined CRM-based sales cadences.

• Executive communication and customer-facing negotiation skills. Sales meeting coordination and leadership.

• Ability to serve as an executive sponsor on strategic bids and work closely with our Legal team to win fair contracts.

• Cross-functional orchestration with Offer/Order Engineering and factories to align demand with capacity and lead times.

• Knowledge of clean POs (including acceptable deliveries).

• Mutual NDA review and expeditious responses and negotiations in the event of single-sided NDA formats.

Education

Bachelor’s degree in engineering (Mechanical/Structural/Electrical) and a minimum of 10 years of advanced-level B2B sales experience, plus an advanced degree. With 12-15+ years in engineered capital equipment sales (industrial/process cranes or adjacent heavy material-handling)

OTHER REQUIREMENTS:

Ability to travel internationally, locally, and outside the service area for operational requirements and training as needed, 30% Travel.

Konecranes moves what matters. Konecranes is 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. We are an Equal Opportunity Employer - Minorities/Women/Protected Veterans/Disabled/Other Protected Category.

Konecranes, Inc. and its affiliates will not accept resumes from external recruiters or agencies without a Service Agreement and Agency Portal submission. Any resumes sent without a Service Agreement and Agency Portal submission with Konecranes, Inc. are void of any fees and free for internal use. Applicable Konecranes data protection obligations are the responsibility of the agency.