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Business:  Kalmar
Job Function:  Sales

Ingleburn, NSW, AU

Director, Solution Sales Oceania

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.

Purpose of the position


To lead and coach sales activities for equipment and combinations of services and equipment as solutions in a Market Area. To develop and execute solution sales plans together with sales teams. To develop a solid understanding of customers’ businesses and of how to create value by applying adapted solutions through value based selling behaviors

Main tasks and responsibilities


  • Ensure execution of company’s outline business strategy within own area of responsibility
  • Manage & execute order intake and sales for area of responsibilities – price management
  • Direct Regional Account/Sales Managers to maximize revenue, profit, and customer satisfaction and ensure structured visit programmes and focused campaigns
  • Develop current and future sales pipeline – tactical planning to achieve team targets
  • Actively develop high level/strategic relationships with identified major VIP customers
  • Coaching and mentoring of solution sales representatives and other team members in order to deliver performance objectives and grow in current roles
  • Create and maintain a positive and interactive team climate within the sales organization
  • Support and participate in complex customer negotiations and/or senior management dialogs
  • Develop and maintain direct relations with major accounts and own managed accounts
  • Market intelligence – awareness of development of market/customer demands/businesses and competitive environment
  • Reporting - order intake forecasts, won and lost ( CRM ), market shares
  • Annual planning – budget process for area of responsibilities
  • Business, HSE & Code of Conduct compliance in team’s daily operations,and to company policies & procedures Manage cost control in area of responsibility

What you’ll need to succeed




  • Relevant degree in economics, Sales,engineering (or equivalent)




  • 10+ years extensive experience in sales leadership role/s
  • Broad equipment knowledge and understanding, preferably heavy machinery
  • Broad service knowledge and understanding
  • Proven successful experience with solution sales execution
  • Strong people management skills and experience, to achieve full alignment of each individual team member’s performance with the business strategy and goals.
  • Proven experience in negotiations at executive level




  • Strong product and business knowledge
  • Knowledge of sales and solution deliverables including the offering overview, customer value propositions, cost models and solution frameworks
  • Ability to work successfully in a global matrix organisation, globally & cross functionally Leadership, communication and influencing skills
  • Ability to communicate with team members to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans
  • Good communication and social skills, ability to focus locally in a global environment
  • Solution oriented way of working
  • Business driven in the relation with customers, including fact based and long term.

Interested to join?


If you are interested in the opportunity, please share your CV together with a cover letter by 30.05.2023

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. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2022 totalled approximately EUR 4 billion and it employs around 11,500 people.