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Business:  Kalmar
Job Function:  Sales & Marketing

Gothenburg, SE

Apply by:  06-06-2019

Dealer Business Director

Kalmar keeps global trade moving. Our innovative solutions contribute to every fourth container movement in the world and help transform the future of cargo handling. We believe in collaboration, delivering on our promises and that people make the difference. 

Making your next move count

Kalmar is looking for a Dealer Business Director to lead development and improvements of our way to markets. The suitable candidate will execute plans for third party distribution according to decided route to market strategies. Also, they will drive development and execution of Dealer Performance Program within MA – follow up with regular review sessions on MA level to ensure market coverage and penetration. In addition to that, they will be managing dealer and agent appointment process and continuously managing validation of compliance in appointed structure.

Main tasks and responsibilities:

  • Head development and maintenance of BA’s Route to Market strategy work  
  • Owner of agent & dealer appointment- and dealer performance processes
  • Sales revenues through third party channels  
  • Strategic and tactical planning – to achieve targets through third party channels   
  • Lead and support dealer management activities in MAs  
  • Evaluate and develop MAs dealer management performance and capabilities
  • Enabling capability building in third party channels
  • Support and participate in complex negotiations with third party distributors  
  • Market intelligence – awareness of development of market demands and competitive environment
  • Manage cost control in area of responsibility
  • Annual planning – budget process for third party distribution channels  
  • Ensure execution of company’s outline business strategy 
  • Ensure business compliance to company policies.   

What you’ll need to succeed:

The ideal candidate should have excellent communication and social skills as well as the ability to focus locally in a global environment. The Dealer Business Director will be closely working with the local teams of ME, Service Division and Financial and Legal & Compliance functions. 
Ideally you have:

  • University degree in economics or engineering (or equivalent)
  • Minimum 5 years of experience in managing sales and distribution networks 
  • Wide understanding of the need and potential within markets
  • Equipment wide knowledge and understanding
  • Service wide knowledge and understanding 
  • Leadership skills to drive team performance 
  • Capabilities for cross functional work
  • English language skills.

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.

Interested to join?

For further information please contact Svante Alverönn, VP, Solution Sales, Mobile Equipment, by email:

If you are excited about this opportunity, please submit your application and CV by 06/06/2019.

Kalmar is part of Cargotec
Kalmar offers the widest range of cargo handling solutions and services to ports, terminals, distribution centres and to the heavy industry. Kalmar is the industry forerunner in terminal automation and in energy efficient container handling, with one in four container movements around the globe being handled by a Kalmar solution. Through its extensive product portfolio, global service network and ability to enable a seamless integration of different terminal processes, Kalmar improves the efficiency of every move.

Kalmar is part of Cargotec Corporation. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2017 totalled approximately EUR 3.3 billion and it employs over 11,000 people.

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