Solution Sales Equipment Manager

2 weeks ago

Melbourne, Australia Kalmar Full time

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**:

- Increase the sales of Kalmar mobile and related equipment
- Increase the Kalmar revenue across all market segments (Mobile equipment, Ports, Services, Parts and Aftermarket support) including nominated Major Accounts
- Implement strategies including face to face interaction with customers to develop long term relationships

**Main tasks and responsibilities**:
**Client Relationship Management (CRM)**
- 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 records and reporting on same documented through Salesforce CRM tool.
- Complete client needs assessments on a site by site basis in relation to parts support requirements and compile and maintain 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.

**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 Kalmar business
- Working with the 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

**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 customer reports, including feedback evaluation and the execution of initiatives.
- Maintain accurate records of all customer related matters within Sales Force, prepare reports as required.

**Strategic Planning & Budget preparation**
- Contribute to strategic planning and budget development for the Victorian,South Australian & Tasmanian customer base
- Assist with establishment of operating budgets; optimize resources, prioritise spending, and ensure that standards are met

**Travel**
- Interstate and International travel may be 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**
- Perform other tasks as directed by your direct supervisor

**What you’ll need to succeed**:
**Education**
- Preferred Degree 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 New Equipment sales strategies ideally in the Materials Handling sector.

**Skills & Knowledge**
- English fluency is required
- 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
- Excellent 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
- Negotiation
- Conflict management
- Adaptability
- Stress tolerance
- Customer oriented
- Strong Time Management
- Excellent work ethic and leadership
- Ability to participate in all training and development programs
- Ability to get things done
- Cultural sensitivity and adaptability

**Additional**
- Other duties as requested by your manager
- Able to lift heavy objects in line with OH&S guidelines
- Able to work at heights
- Eligible for MSIC card security clearance

**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 f

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