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Business:  Kalmar
Job Function:  Sales

Ingleburn, NSW, AU

National Key Account 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.

Purpose of the position

  • Recruiting of national Major accounts
  • Increase the Kalmar revenue base across all market segments (Mobile equipment, Ports, Services and Aftermarket support) with Major Accounts
  • Implement strategies including face to face interaction and partnering with Market segment representatives for client and potential client visits.
  • Assist in implementation, execution, control and completion of specific projects ensuring consistency with company strategy, commitments and goals and ensuring “on cost” and  “on time” delivery of equipment to clients as per specifications defined in Contract for Supply

Main tasks and responsibilities

Kalmar Values

  • Demonstrate compliance and commitment to the company’s values

Occupational Health and Safety (OH&S)

  • Ensure a safe working environment at all times
  • Comply with OH&S policies and procedures in accordance with the law

Client Relationship Management

  • Provide for direct engagement with existing and potential clients to develop and grow strategic relationships with key senior client staff and gain a thorough understanding of client’s business objectives, maintaining Sales Force records and reporting on same.
  • Establish and expand customer network and market intelligence
  • Identify and follow-up on potential sales and new business opportunities
  • Partner with Port Crane, Mobile Equipment and Services divisions in order to animate potential new business opportunities.


  • Assist in maintaining a high level of customer engagement by providing timely, professional and effective communication and service support response to all internal and external client inquiries.
  • Assist in preparation and completion of new and existing Sales Force customer reports, including feedback evaluation and the execution of initiatives. 

Development Of Product Support Programs

  • Complete client needs assessments and based on this feedback, develop, implement and plans to deliver required solutions, resulting in increased customer satisfaction and delivering improved revenue and margin to the Kalmar business
  • Working with Mobile Equipment Director, provide for review and implementation strategies to consolidate and build on Kalmar market share 
  • Develop and convey a strong working knowledge of the Cargotec and partner solutions


  • Travel as required
  • Additional travel to New Zealand and the Pacific Islands may be required. The position may also require some occasional travel in Asia.

Company Assets

  • Ensure that assets of the company in your control (I.T material etc.) are maintained and kept in good condition and in accordance with the company’s policies and procedures.


  • Key priority is the recruiting and retention of major corporate accounts
  • Perform other tasks as directed by your direct supervisor

What you’ll need to succeed


  • Preferred, BS in Engineering, Business, Computer Science or a related technical discipline from a reputable institution is preferred


  • A minimum of 5 years practical experience in successful development and implementation of equipment sales strategies in an industrial equipment environment 
  • Experience in parts and service aftermarket development and sales in the mechanical handling, port, industrial operations or crane industry sectors

Skills & Knowledge

  • English fluency is required
  • Intermediate to advanced level in Microsoft applications – Excel, Word, Access, PowerPoint, and Outlook.
  • Formal training in sales and presentation skills 
  • Excellent customer relationship skills
  • Effective project management skills
  • Strong analytical and numeracy skills
  • Administration skills
  • People management and development skills
  • Sound communication skills (written and verbal)
  • Excellent interpersonal skills (ability to deal with all stakeholders in the business)
  • Excellent project/time management skills, and can work steadily with multiple deadlines


  • Critical thinking and problem solving skills
  • Planning and organizing, Decision-making
  • Communication skills, Influencing and leading
  • Delegation, Team work, Conflict management
  • Negotiation
  • Stress tolerance
  • Customer orientated 
  • Excellent work ethic and leadership
  • Ability to participate in all training and development programs
  • Cultural sensitivity and adaptability
  • Customer orientated 


  • Other duties as requested by your manager
  • Able to lift heavy objects in line with OH&S guidelines
  • A keen interest in new technology and the application of that technology into business environments to drive productive, efficient and profitable operations

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?

If you are excited about this opportunity, please submit your application with salary request and CV.

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.