Sales Development Lead TT, Americas

Purpose of the position

Sales Development Lead, Terminal Tractors will drive sales of Terminal Tractor division’s offering in the Americas Region (North & Latin America) to meet customer needs and achieve Terminal Tractors Division’s sales and business objectives and profitability targets. Responsible for relaying the customer voice and customer requirements to the Division. 

Successful Sales Development Lead will possess the capability to work on the following areas: By providing Strategic input for Sales team(s) and translating division strategy into action and initiatives, Sales team steering and coaching, and by providing day-to-day support and interface in terms of reviewing approval requests and orchestrating division support for sales team(s). 

In addition the Sales Development Lead will steer the development and enhancement of the overall relationship with Terminal Tractor divisions 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 steers the sales activities together with Region’s Sales teams and Head of Region. Working closely with the Sales and Product Management and division head and rest of the Terminal Tractors leadership team.  

In addition,  ensuring close cooperation between division and Americas Region sales team including dealers, engineering and supply chain 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 profitable 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
• Drive and own the development of marketing and sales programs including launching of new products together with Terminal Tractor division Product Management.
• 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 ownership and drive  the development of common tools and systems, technical specifications and price calculation tools to support conceptual sales.
• From Division end; lead and develop the regional sales including customer proposals and value promises with local sales teams.
• Ensure from division end sufficient means to support sales teams by coaching in technical and commercial questions related to the applications of the products and make recommendations

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 such as Spanish are of great interest.
• Ability to do independent work as well as teamwork
• Influencing skills
• Ability to conduct business analysis ad hoc and utilize business intelligence tools such as Qliksense, Data Studio, Excel
• 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 organization

You will be part of

✔ Kalmar is part of a global organization- We have a very talented and diverse workforce focused on equity & inclusion.
✔ We believe in our people as it is our people who really make the difference. 
✔ We always work in close collaboration with our customers, deliver on our promises and never walk away no matter how big the challenge. 
✔ We succeed because we do it together. 
✔ With us, you will have the opportunity to realize your potential and become an important member of our global team.

Interested to join?

Please submit your resume/CV to be considered!