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Business:  Hiab
Job Function:  Sales & Marketing

Langenhagen (b. Hannover), DE

Apply by:  15-01-2019

Sales & Dealer Manager Germany (f/m/d)


As pioneers and global leader, Hiab is ambitious to write forward our success story, inspiring and shaping our industry. The world in which we operate with our class-leading products, intelligent services and innovative digital solutions is constantly changing.

Join Hiab's journey - to inspire and shape the future of intelligent load handling

We are looking for an experienced Sales and Dealer Manager (f/m/d) to join our Hiab Sales & Services Germany team. In its transition from equipment to service leadership, Cargotec is investing in digitalization to become the leader in intelligent Cargo handling by 2020.


In this role you will

  • plan, develop lead, execute and monitor sales activities within a specified market (Germany) to achieve established sales targets and increase Hiab’s market share. Owns the sales budget for his/her responsibility area. Responsibility includes new equipment & solution sales to customers directly via sales representatives and via dealers. Work in close co-operation with Services, Business Development and Marketing in order to serve the customers in the best possible way (solution sales) and also develop the market presence and Hiab’s market share
  • developing and executing dealer strategy aligned with market’s overall business strategy, co-operation and following up dealers’ performance
  • have overall ownership of sales processes & tools, ensuring optimized way of working within Germany sales
  • lead and coach the sales team to ensure high performance, people & organizational development, retention and succession in the future.

Main tasks and responsibilities

  • Own and drive development and execution of the equipment & solution sales strategy (including business plan and budget)
  • Manage customer relations, customer retention & satisfaction, and customer understanding as well as understanding of competition in the assigned market with support of own team, business development, product managers and marketing team
  • Overal ownership of dealer management – development and execution, performance management together with partners within the management team aligned with Germany’s route-to-market strategy and Hiab’s dealer standards
  • Prepare sales forecasts and budgets; monitor and follow up on sales volume, revenues, and costs against forecasts to identify activities and measures to meet targets
  • Key account management
  • Manage day to day work of sales team, sales pipeline coaching, establish clear and concrete individuals targets and follow up
  • Overall lead, coach and develop people and ensure retention of key persons; organize the team to work effective and support in building our Hiab culture and way of working
  • Close collaboration with services to coordinate and support solution and service related sales (e.g. installations, service contracts);
  • Plan and manage partnerships (e.g. truck manufacturers) within market;
  • Negotiate sales with existing and new customers who are of strategic importance to the organisation
  • Communicate externally as a key contact person towards customers related equipments, and internally as a key contact for equipment sales (e.g. with business lines)
  • Sales process ownership and development including utilization of sales tools
  • Provide input on new equipment pricing and product mix in assigned market and secures the execution pricing strategy in line with overall strategy and in coordination with relevant functions in Hiab

What you’ll need to succeed:

Ideally you have:

  • 7-10 years of experience of senior sales and marketing roles - experience in the similar industry is beneficial
  • Strong track record in dealer management
  • Proven ability to drive and develop equipment & solution sales and profitability
  • Proven ability to develop and manage customer relationships
  • Proven ability to lead and develop team
  • Knowledge and experience in sales and marketing processes – ability to develop a strong sales performance within the team and structured way with sales development
  • Knowledge of CRM, sales tools and systems utilisation and promotion are beneficial
  • Full proficiency of written and oral German and Englisch required

You will be part of:

We offer you a position in a global organisation where you are challenged with interesting and diverse tasks. These tasks will provide a great opportunity for you to grow professionally.

Interested to join?


For further information please contact Mrs Christine Hellmich-Sander, HR Manager DACH, by email at

If you are excited about this opportunity, please submit your application and CV by 31.01.2019.

Hiab is part of Cargotec

Hiab is the world’s leading provider of on-road load handling equipment, intelligent services and digitally connected solutions. Hiab’s offering encompasses class-leading load handling equipment including HIAB loader cranes, LOGLIFT and JONSERED forestry and recycling cranes, MOFFETT truck mounted forklifts, MULTILIFT demountables, and tail lifts under ZEPRO, DEL, and WALTCO brands. As the industry pioneer, our commitment is to increase efficiency in our customers’ businesses and to shape the future of intelligent load handling. 

Hiab is part of Cargotec Corporation. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2017 totalled approximately EUR 3.2 billion, and it employs over 11,000 people.

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