Purpose of the position
1. Recruiting of national Major accounts
2. Increase the Kalmar revenue base across all market segments (Mobile equipment, Ports, Services and Aftermarket support) with Major Accounts
3. Implement strategies including face to face interaction and partnering with Market segment representatives for client and potential client visits.
4. Assist in implementation, execution, control and completion of specific projects ensuring consistency with company strategy, commitments and goals and ensuring “on cost” and “on time” delivery of equipment to clients as per specifications defined in Contract for Supply
Main tasks and responsibilities
Kalmar Values
5. Demonstrate compliance and commitment to the company’s values
Occupational Health and Safety (OH&S)
6. Ensure a safe working environment at all times
7. Comply with OH&S policies and procedures in accordance with the law
Client Relationship Management
8. Provide for direct engagement with existing and potential clients to develop and grow strategic relationships with key senior client staff and gain a thorough understanding of client’s business objectives, maintaining Sales Force records and reporting on same.
9. Establish and expand customer network and market intelligence
10. Identify and follow-up on potential sales and new business opportunities
11. Partner with Port Crane, Mobile Equipment and Services divisions in order to animate potential new business opportunities.
Reports
12. Assist in maintaining a high level of customer engagement by providing timely, professional and effective communication and service support response to all internal and external client inquiries.
13. Assist in preparation and completion of new and existing Sales Force customer reports, including feedback evaluation and the execution of initiatives.
Development Of Product Support Programs
14. Complete client needs assessments and based on this feedback, develop, implement and plans to deliver required solutions, resulting in increased customer satisfaction and delivering improved revenue and margin to the Kalmar business
15. Working with Mobile Equipment Director, provide for review and implementation strategies to consolidate and build on Kalmar market share
16. Develop and convey a strong working knowledge of the Cargotec and partner solutions
Travel
17. Travel as required
18. Additional travel to New Zealand and the Pacific Islands may be required. The position may also require some occasional travel in Asia.
Company Assets
19. Ensure that assets of the company in your control (I.T material etc.) are maintained and kept in good condition and in accordance with the company’s policies and procedures.
Other
20. Key priority is the recruiting and retention of major corporate accounts
21. Perform other tasks as directed by your direct supervisor
What you’ll need to succeed
Education
22. Preferred, BS in Engineering, Business, Computer Science or a related technical discipline from a reputable institution is preferred
Experience
23. A minimum of 5 years practical experience in successful development and implementation of equipment sales strategies in an industrial equipment environment
24. Experience in parts and service aftermarket development and sales in the mechanical handling, port, industrial operations or crane industry sectors
Skills & Knowledge
25. English fluency is required
26. Intermediate to advanced level in Microsoft applications – Excel, Word, Access, PowerPoint, and Outlook.
27. Formal training in sales and presentation skills
28. Excellent customer relationship skills
29. Effective project management skills
30. Strong analytical and numeracy skills
31. Administration skills
32. People management and development skills
33. Sound communication skills (written and verbal)
34. Excellent interpersonal skills (ability to deal with all stakeholders in the business)
35. Excellent project/time management skills, and can work steadily with multiple deadlines
Competencies
36. Critical thinking and problem solving skills
37. Planning and organizing, Decision-making
38. Communication skills, Influencing and leading
39. Delegation, Team work, Conflict management
40. Negotiation
41. Stress tolerance
42. Customer orientated
43. Excellent work ethic and leadership
44. Ability to participate in all training and development programs
45. Cultural sensitivity and adaptability
46. Customer orientated
Additional
47. Other duties as requested by your manager
48. Able to lift heavy objects in line with OH&S guidelines
49. A keen interest in new technology and the application of that technology into business environments to drive productive, efficient and profitable operations
You will be part of
We believe in our people as it is our people who really make the difference. We always work in close collaboration with our customers, deliver on our promises and never walk away no matter how big the challenge. We succeed because we do it together.
With us, you will have the opportunity to realise your potential and become an important member of our global team.