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Key Account Manager

2 weeks ago

Singapore Kalmar Full time

_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**:
We are looking for a dynamic leader who can comfortably serve as the central point of contact within Kalmar for the executives and stakeholders of the nominated strategic account(s) globally or in the nominated territories:

- Develops and sustains a long-term strategic customer relationship for mutual growth, profitability, trust, loyalty and innovation
- 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 maximise sales and growth as well as improve customer satisfaction for the account(s)
- Build, extend and retain a customer engagement strategy at relevant levels with Kalmar personnel
- Understand the account as an entity, especially drivers for strategic direction, objectives for development areas and challenges
- Assess customer situation to identify value creation ideas and collaborate with the customer, account team 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
- Provoke innovative value propositions to the nominated account(s) utilising all available Kalmar solutions and business models
- Finalise the value propositions with the nominated account(s) and help to negotiate frame agreements

**What you’ll need to succeed**:
**Education**
- A university degree in commercial or technical field, or
- Higher technical or commercial education

**Experience**
- 10 years or more suitable experience in the material/cargo handling industry; preferably with Kalmar

**Competencies**

Account management and opportunity insight skills:

- A business, commercial and technical acumen
- Ability to assess customer situation to identify value creation ideas and strategies

Understanding the industry and organisational priorities:

- Customer orientation with focus on helping the key account(s) meet their goals
- Knowledge of markets and customers in the industrial, logistics and terminals segment
- Knowledge of equipment, solutions and business environment in 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

**Other**
- Possibility to travel globally

**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?**:

- 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._