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Business:  Hiab
Job Function:  Sales & Marketing

South East of England, GB

Apply by:  31-10-2019

Key Account Manager

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

Hiab’s Sales & Services Division is looking for an experienced Regional Key Account Manager to develop and manage long-term relationships for specific key accounts/group of accounts to achieve designated sales target levels.

The successful candidate will also take on the responsibility of seeking new key account opportunities across business segments to create and develop long-term relationships.

The role reports to the Regional Key Accounts Manager and will be operating in the South East of England, with possible national (and occasional international) travel.

Main tasks and responsibilities:
•    Develop and maintain profitable business with designated account(s) including responsibility for the budgeting and profitability
•    Responsible for the direct sales process, aiming at meeting and/ or exceeding topline growth and profitability within own portfolio 
•    Provide attractive solutions to the key accounts (products, services and digital offering). Liaise with key internal stakeholders in all required business areas at the earliest stage to respond to customers' integrated business needs 
•    Expand sales, introduce new products/ services to customers and organise visits to current and potential customers  
•    Develop Hiab crane offerings including Effer product range  
•    Submit short and long-range sales plans and prepare sales strategies utilising available marketing programs to reach nominated targets. Ensure that pricing and agreements are up-to-date and work in line with authorisation levels and protocal
•    Retain and intensify long-term customer relationships by providing comprehensive integrated proposals for established accounts  
•    Liaise with key internal stakeholders and centres of competence in all required business segments at the earliest stage to respond clients' integrated business needs 
•    Work with Aauthorised Service Centres and other service partners to ensure positive and consistent delivery of services and support
•    Managing contact layers and interfaces between customers organisation structures and Hiab structure and faciliating business meeting to expand relations on these various interfaces.

What you’ll need to succeed:

The perfect candidate is a results and achievement driven person, who is proactive and has a structured way of approaching key account relationship management.
You will need to be a team player and excel in cooperating and building relationships with different parties.

Ideally you will have:
•    Strong experience in different sales and key account management roles preferable in the same or similar industry 
•    Proven track record in managing and developing strategic long term relationships with key accounts 
•    Strong experience in negotiating long-term deals, driving and promoting sales and service 
•    Experience in business development and new account growth
•    Solution sales experience and service understanding
•    Understanding and knowledge of customers’ business models, processes and recognition of the importance of creating long-term business relationships 
•    Strong understanding of the load handling business and an understanding of the current and future business offering 
•    Negotiation skills and relationship management 
•    Sales competence – capability to handle the complex sales process and finalize the deals 
•    Strong business mind-set with basic financial understanding 
•    Excellent interpersonal and communication skills 
•    Ability to work in an international business environment in a matrix organization

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 in joining?

If you are excited about this opportunity, please submit your application and CV by 31st October 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. As the industry pioneer, Hiab's more than 3,300 employees worldwide focus on our commitment to increase efficiency in our customers' businesses and to shape the future of intelligent load handling.

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 the ZEPRO, DEL, and WALTCO brands. Hiab's ProCareTM service, award-winning HiVisionTM crane control system, and HiConnectTM platform demonstrate our constant drive to provide intelligent services and connected solutions that add value to our customers.

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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