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Business:  Kalmar
Job Function:  Sales & Marketing

Helsinki, FI

Apply by:  31-05-2019

Sales Manager

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’s Service Division is looking for a Sales Manager to strengthen its Service Contracts sales team. Service contracts in Kalmar vary from service of individual machines all the way to full outsourcing of maintenance activities. 
Sales Manager will be responsible for the sales of service contracts, driving profitability and coordination of sales activities together with the Kalmar’s Market Areas. You will be expected to provide the needed support and in some cases lead sales activities in the Market Area. This position will be located in Helsinki, Tampere, Kaarina or other Kalmar Services office depending on the selected candidate. 

Main tasks and responsibilities: 
●    Increase the service contract business in the Market Area
●    Building service contract solutions meeting customer needs and preparing sales materials
●    Cost and price calculations for sales projects
●    Responsible for the gross margin and profitability of the service contract cost calculations being prepared by the role together with the Market Area
●    Implementation of tools and methodologies for more accurate and competitive contract costing in the Market Area and support in implementing tools for contract execution in the Market Area
●    Sales support for service contracts and training for local sales teams
●    Preparing contract conditions, legal and commercial
●    Active participation in customer negotiations
●    Risk analyses and collection of necessary background material
●    Coordination of other support resources during sales
●    Sharing best practices between different service contracts and benchmarking
●    Monitor service contract business  and profitability of the contracts in the Market Area
●    Provide Market Area input and feedback for Kalmar Care concept development.

What you'll need to succeed

The ideal candidate would be able to cut through complexity. They should be able to explain the situation or data in a way that is easy to understand, see useful connections in data or situations that others miss and identify the key issues that need to be tackled. In addition to that, the suitable candidate should be proactive. They should recognize and act on upcoming opportunities, take short-term steps to overcome an obstacle and action to tackle an upcoming problem while continuing to pursue sales opportunities or problems despite obstacles.

Ideally you have:
●    University degree
●    Technical or commercial background
●    5+ years of experience in the industry in sales, ideally maintenance of industrial or terminal equipment and operations 
●    Understands the culture: recognizes and uses the corporate culture and language that will produce the best response, recognizes unspoken organizational limitations, knows what is and what is not possible and understands the impact of the organization’s mission and values
●    Facilitates short-term teaming: pulls together individuals to team around an event (e.g., problem-solving, crisis, client opportunity), clarifies the short-term purpose, expectations and norms, and enforces these norms, setts boundaries on behavior and processes and reconciles conflicting interests or objectives
●    Provides constructive feedback: provides timely and constructive feedback, encourages individuals by expressing positive expectations when giving corrective feedback and reassures others after a set-back by discussing the strengths the person can use to overcome the difficulties
●    Improves service: asks for customer feedback and takes action for improvement and beyond normal customer expectations and makes real attempts to add value for the customer
●    Understands the market: makes efforts to learn about the market, customers, suppliers, etc., is aware of what current competitors are doing, knows what differentiates own organization from the competition and identifies the unique added value one’s organization can bring to the market.

You will be part of:

Service Contracts Team. 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 Samuli Kajosaari, Director, Service Contracts by email at or call +358 40 195 56 56

If you are excited about this opportunity, please submit your application and CV by 31.05.2019.

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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