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Business:  Kalmar
Job Function:  Sales

Ljungby, SE

Dealer Manager North & East Europe

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

Within the role you will develop the dealer network strategy and drive dealer business development according to sales targets within the respective market area. You will manage the sales among assigned dealers and act as first point of contact and day-to-day support for the assigned dealers. Driving the development of dealer management practices and ensuring great dealer satisfaction with proper support for dealers within the market area.

Main responsibilities:


  • Development and maintenance of dealer network strategy & route-to-market within the respective market. Identification & assessment of potential dealers
  • Dealer appointment & onboarding according to the TPS process
  • First point of contact to support assigned dealers with sales opportunities, day-to-day issues and coordinate technical support and service related support requests internally  
  • Manage sales process and opportunity & pipeline management within resp. dealer sales using the current CRM tool Salesforce or similar
  • Close collaboration with dealers to drive the business development and assure they are provided with right support and training 
  • Ensure a coherent approach to dealer management within the market area according to company policies & global processes and support colleagues in market area with the process
  • Responsible for implementing dealer performance management within the market are
  • Ensure efficient dealer communication within the respective market area together with marketing
  • Actively join the development of KAMOS global dealer management as representative of the respective market area. Share local best practices on dealer management globally.
  • Liaise with other functions to develop the dealer business and drive improvements by participating in cross-functional projects as dealer business expert. 

What you’ll need to succeed:


  • University degree in engineering, business administration or economics  (or equivalent/adequate job experiences)  
  • 5-10 years of sales management experience and sales budget responsibility 
  • Experience in working in indirect sales with dealers / distributors / channel partners
  • Sales related experience for industrial equipment OEM; understanding of equipment and service sales
  • Sales experience within related business in the respective local market: understanding the market needs
  • Experience in working in global business context and multinational company
  • Strategic thinking & ability to see big picture 
  • Negotiation skills & ability to influence stakeholders
  • Problem solving skills on a tactical/strategic level
  • Leadership in project teams and without formal authority 
  • Collaborative way of working across functions & cultures 
  • Good communication & presentation as well as strong interpersonal skills
  • Proactive and independent way of working
  • Kalmar mobile equipment product knowledge & basic understanding of technical equipment & service
  • Fluent in English language and one additional market area specific language skills.

You will be working together with:


  • Dealers:
    • Local market area team: sales, service, finance, marketing
    • Dealer managers from other markets & global dealer mgmt
  • Divisions
    • Marketing & communication 
    • Ethics & compliance, legal.

Interested to join?


If you are excited about this opportunity, please submit your application!


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. www.kalmarglobal.com


Kalmar is part of Cargotec. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2020 totalled approximately EUR 3.3 billion and it employs around 11,500 people. www.cargotec.com