National Account Manager in Melbourne, Australia

Category: Kalmar

Facility: Sales

Location:

Melbourne, VIC, AU

National Account Manager

Kalmar is moving goods in critical supply chains around the world, with the vision to be the forerunner in sustainable material handling equipment and services.

We’re making every move count

• Recruitment of new national customer accounts across Oceania in the Mobile Equipment business.

• Account manage and grow a number of existing customer accounts.

• Increase the Kalmar Sales revenue base and market share across all market/industry segments.

• Implement effective National Sales strategies, including face to face meetings, communications and presentations with existing and new customers.

• Effectively communicate with and work alongside the state based Sales Team to enhance the Kalmar offer / proposal.

• Effectively communicate with and work alongside Kalmar Senior Management, Corporate Head Office and affiliated business lines.

• 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.

On Offer:

• Competitive salary package commensurate with experience

• Flexible work hours and hybrid working options available

• Opportunity to work for a Global Company

• Learning & Development opportunities to progress your career

• Paid Parental Leave

• Employee Assistance Program

• Employee Referral Program

• Paid Community Service Leave

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 the same.

• Establish and expand customer network and market intelligence

• Identify and follow-up on potential sales and new business opportunities

• Partner with the Horizontal Transport, Terminal Tractor, Mobile Equipment and Services divisions in order to animate potential new business opportunities.

Reports

• 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

• Work with the Mobile Equipment Sales Director, provide for review and implementation strategies to consolidate and build on Kalmar market share

• Develop and convey a strong working knowledge of the Kalmar and partner solutions

Travel

• Travel as required

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.

Other

• 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

Education

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

Experience

• 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

Competencies

• 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

Additional

• 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 offer you an opportunity to put your skills and experience into work and make an impact in our global organisation and the cargo handling industry. You will work together 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, click Apply and submit your application and CV.

Find out more about what it’s like to work for Kalmar from one of our Service Technicians – Natarsha

Kalmar (Nasdaq Helsinki: KALMAR) offers a wide range of industry shaping heavy material handling equipment and services to ports and terminals, distribution centres, manufacturing and heavy logistics. Headquartered in Helsinki, Finland, Kalmar operates globally in over 120 countries and employs approximately 5,200 people. In 2023, the company’s sales on a carve-out basis totalled approximately EUR 2.0 billion.

www.kalmarglobal.com