Business:  Kalmar
Job Function:  Sales

Paramount, CA, US

Sales Director, North America

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.

Compensation Data


Base Salary: up to $180k/year (plus monthly sales bonus eligibility and company car or  vehicle allowance)

Purpose of the position


A dynamic sales leader who can comfortably serve as the first point of customer contact and collaborate seamlessly within Kalmar.


  • Develops and sustains a long-term customer relationship for mutual growth, profitability, trust, loyalty and innovation
  • Develops relationships effectively on different levels of the customer organization from executives to more technical stakeholders within the nominated accounts and territories.
  • Effectively leads the negotiations and persistently closes deals with the customer. 
  • Leverages Kalmar’s enterprise resources and capabilities in creating and fulfilling value-based solutions to meet both the customer's and Kalmar's current requirements and expectations as well as future potential

Main tasks and responsibilities


  • Improve Kalmar’s integrated profitability and maximize sales and growth as well as improve customer satisfaction in the nominated territories
  • Build, extend and retain a customer engagement strategy at relevant levels with Kalmar personnel
  • Assess customer situation to identify value creation ideas and collaborate with the customer, account team(s) and Kalmar’s leadership to define a long-term strategy, initiatives and action plans
  • Communicate customer needs and requirements, account strategy and objectives to the interest groups within Kalmar
  • Mobilize collaborative multifunctional teams to drive the initiatives and coordinate Kalmar’s on-going actions jointly in the nominated territories
  • Provoke innovative value propositions in the nominated territories utilizing all available Kalmar solutions and business models
  • Finalize the value propositions and help to negotiate agreements
  • Collaborate on budgeting and target setting with the interest groups within Kalmar
  • Observe and communicate industry/market development and competitors’ actions in the nominated territories

What you’ll need to succeed




  • A university degree in commercial or technical field




  • 5 years or more suitable experience in sales management and/or the container handling industry


Understanding the industry and organizational priorities:


  • Customer orientation with focus on helping the strategic account(s) meet their goals
  • Knowledge of markets and customers in the container ports and terminals segment
  • Knowledge of equipment, solutions and business environment in the container handling industry 
  • Knowledge of Kalmar’s offering portfolio is considered a plus


Joint solution development, co-creation and negotiation skills:


  • Co-creation skills with aim to build platforms to generate and implement new ideas with the strategic account(s)
  • Excellent negotiation, networking, communication and influencing skills
  • Knowledge of contractual terms and conditions


Overall relationship and outcome management skills:


  • Excellent interpersonal and corporate customer relationship development skills
  • Self-driven and proactive with a cooperative working style
  • Excellent written and oral presentation and customer interaction skills in English language, other languages considered a plus
  • Disciplined with adherence to corporate processes



  • Possibility to travel extensively in the nominated territories as well as globally

You will be part of


Kalmar currently employs more than 4,800 professionals worldwide. One of our most important values is: We do it together. We value team skills, as well as innovativeness, customer orientation, and a willingness to commit to continuous improvement. We work closely with our customers and partners - across language, cultural, and professional borders. We see diversity as a common strength and valuable resource for Kalmar’s future.    

Interested to join?


Please submit your resume/CV to be considered!

Kalmar is part of Cargotec

Kalmar is the global leader in sustainable cargo handling for ports, terminals, distribution centres and heavy industry. With our extensive electric portfolio and global service network, we help our customers move towards safer, more eco-efficient and productive operations. Together, we develop innovative solutions that shape the future of our industry, improving our customers’ 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.

Nearest Major Market: Los Angeles