Head of Sales, Counter Balanced North America

Compensation Data

• Starting @ $180k-$200k base salary
• Eligible for Annual Bonus
   

Purpose of the position

The Head of Sales is a member of the North American Region Leadership Team and is responsible for driving Counter Balance Division sales and market share growth in the North America Region. The role is responsible for securing the execution of the route to market and pricing strategy in line with the Division's overall strategy, including market share and profitability targets. This position reports to VP, Counter Balanced Global Sales and dotted line to VP, North America Region
 

Accountabilities

• Deliver market share growth targets in the region
• Deliver order intake and profitability targets
• Improve customer satisfaction
• Develop and implement local marketing plans in alignment with Division strategy
• Improve forecasting accuracy
   

Main tasks and responsibilities

• Strategic leadership and sales performance 
  • Contribute to the business strategy and strategic planning at senior management level to develop sales strategies that are aligned with the business objectives, and translate and execute these strategies into annual plans
  • Ensure alignment of sales strategies with the overall business objectives to drive revenue and growth.
  • Develop and lead implementation of new sales process excellence initiatives, including strategic resource allocation; organization structure; leadership; service concepts and processes and fixed cost control for improved efficiencies. 
• Deliver on the agreed Country or Sub-region budget and sales targets.
  • Review, monitor, and refine sales performance periodically to meet evolving market demands.
  • Develop and implement local marketing plans in alignment with the overarching company strategy to ensure consistent growth and brand presence.
• Team leadership: 
  • Challenge, guide and develop the Sales team to continuously improve their key skills, keeping them challenged, while emphasizing learning and managing performance effectively to ensure objectives are met
• Market & Customer Insights
  • Analyze dealer and customer needs and segment market requirements and liaison with Division’s Product Management to ensure current and future product offerings meet customer expectation and support market share growth
  • Maintain market information on competitive products and pricing to maximize gross margins.
• Dealer Network Development
  • In the go-operation with Dealer Manager to guide and develop the dealer network within the region to support service growth and the rollout of higher-value offerings.
  • Ensure the dealer network is equipped to meet business objectives and expand market share.
• Compliance & Governance
  • Ensure all company policies, legal guidelines, and regulatory requirements are communicated and followed within the organization.
  • Ensure compliance with Kalmar Code of Conduct (CoC) across the organization
     

What you’ll need to succeed

Education:

• Master’s degree majoring in Sales, Marketing, Business Administration or relevant subject preferred; combination of degree and experience may be considered in lieu of advanced degree

Experience:

• Experience in leading sales in heavy equipment industry
• Experience in International business environment, in a matrix organization
• Proven track record of driving revenue growth and exceeding sales targets
• Proven track record of gaining sustainable market share

Competencies:

• High integrity and excellent interpersonal and communication skills, with the ability to communicate with individuals and/or groups consisting of subject matter experts, dealer representatives, customer-end users and other sales, parts, technicians or service personnel. 
• Networking and influencing skills to liaise with key clients and internal stakeholders to proactively manage and influence buying patterns and customer satisfaction.
• Strong customer focus to understand and meet the needs of customers before and after the sale as well as understanding the competition in the market. Also strong Customer Focus and expertise in building and maintaining long-term customer relationships.•    Strong market and competitor analysis skills to identify opportunities and mitigate risks
• Setting and modelling high performance standards; Strong leadership capabilities and skills in how to develop the team into high performers
• Strong ownership and accountability by taking the lead in getting the job done and accepting responsibility for personal actions and results
• A "Can Do" attitude and sense of urgency is required to create change and to impact our overall performance 
   

You will be part of

Kalmar is a global company with operations in 35 countries.

At the end of 2024, around 5200 people worked at Kalmar. We offer a variety of different career possibilities for different backgrounds and ambitions, so whatever your passion is, we may just have the job for you! We want to bring in new expertise and fresh ideas, while providing our existing employees with new and interesting career opportunities.
 

Interested to join?

Please submit your resume/CV to be considered!