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Business:  Kalmar
Job Function:  Sales
Location: 

Singapore, SG

Sales development Lead CB, AMEA

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

Drive sales of Division’s offering in Region (Americas, Europe or AMEA) to meet customer needs and achieve Division’s objectives and profitability targets. Responsible for pushing the customer voice and customer requirements to the Division.

Develop and enhance the overall relationship with key customers, leading to constructive and profitable business partnerships. This will require some involvement with the compilation of tenders and contracts.

Member of Region’s leadership team and actively steer the sales activities together with Region’s Sales teams and Head of Region. Working closely with the Division Sales and Product Management team and Division head. 

In addition, close cooperation with sales representatives including dealer representatives, engineering and production personnel to offer best technical and commercial solutions for specific applications and customer needs. Sales Development Lead secures application knowhow of options, products and solutions. He/she supports the process of creating customer commitment by establishing and following up roadmaps for the Region including market reviews.

Main tasks and responsibilities

  • Drive Divisional growth in Region
  • Member of Region Leadership team
  • Strategic planning to ensure business development for the Division product range, specific to the Region.
  • Division order intake in Region
  • Division gross margin and global price realization in Region
  • Division’s customer satisfaction in Region
  • Identify and develop sales & marketing plans and objectives (inclusive accurate forecasting) in Region that are aligned with the division’s business objective, and translate these into annual plans
  • Drive monthly and annual sales planning and forecasting at the sales area together with Region sales
  • Provide input to Region’s sales workforce planning
  • Monitor regional competitor and other relevant activities and keeping current with competitor products and marketing
  • Participate in development of marketing and sales programs including launching of new products.
  • Create customer value propositions for the local market to proactively create opportunities for the Division
  • Actively search for new ways to promote the Division product range to all customers within the scope of the Region.
  • Develop new market opportunities for the Division  in the Region.
  • Take responsibility for the development of common tools and systems, technical specifications and price calculation tools to support conceptual sales.
  • Lead, support and develop regional sales including customer proposals and quotation creation together with local sales teams.
  • Support sales representatives by coaching in technical and commercial questions related to the applications of the products and make recommendations with support of operational sales support/application expert team.

KEY ACCOUNTABILITIES

  • Collaboration with Region
  • Process improvement support for sales and pricing
  • Establish annual, quarterly, monthly, or weekly sales plans and prioritize and schedule own activities so these targets are met

What you’ll need to succeed

Education

  • University degree, M.Sc. is preferred or equivalent experience in engineering and sales.

Experience

  • Knowledge of material and container handling business is preferred.
  • Good Technical understanding of our type of products.

Competencies

  • Excellent communications skills and the ability to communicate with individuals and/or groups in international projects.
  • Fluent in English both in speaking and writing.  Additional languages skills of great interest.
  • Ability to do independent work as well as teamwork
  • Influencing skills
  • Great accuracy and well structured 
  • Customer focused and experience and/or interest in multicultural business environment
  • Capabilities for cross functional work
  • Ability to focus in a global environment
  • Highly developed interpersonal skills including the ability to negotiate at a senior level
  • Ability to influence in a matrix organisation

You'll work together with

  • Division’s management team & organization
  • Region
  • Region sales organizations
  • Traveling is required; nationally and internationally.

You will be part of

We offer you an opportunity to put your skills and experience into work and make an impact on our global organisation. You will work with great colleagues from various backgrounds, inspired by shared, ambitious goals. We value collaboration in our open and inclusive culture. With us, you will have the opportunity to develop yourself professionally. Join us to make a difference - and have fun while doing it.

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. www.kalmarglobal.com

 

Kalmar is part of Cargotec. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2021 totalled approximately EUR 3.3 billion and it employs around 11,500 people.  www.cargotec.com