Director, Strategic Accounts

As pioneers and global leader, Hiab is ambitious to write forward our success story, inspiring and shaping our industry. The world in which we operate with our class-leading products, intelligent services and innovative digital solutions is constantly changing.

 

Together, we keep everyday life moving to build a better tomorrow.

 

Purpose of the position

 

Manage, grow, and deal with complex, large strategic accounts nationally that have a significant impact on the business. 

Main tasks and responsibilities

 

• Responsible for delivering sales & order intake targets to the Business Line Directors for the company’s largest strategic accounts specifically for the truck mounted forklift & loader crane product lines.
• Must be able to create & manage a high performing team consisting of strategic account executives & coordinators.
• Responsible for the direct sales process, aiming at meeting and / or exceeding topline growth and profitability within own area.
• Develop and maintain profitable business with designated account(s); responsibility for the budgeting and profitability.
• Liaise with key internal stakeholders and centres of competence in all required business segments at the earliest stage to respond to clients' integrated business needs.
• Expand sales, introduce new products / services to clients and organise visits to current and potential clients.
• Submit short and long-range sales plans and prepare sales strategies utilizing available marketing programs to reach nominated targets. Ensure that pricing and agreements are up-to-date and communicated to needed persons.
• Retain and intensify long-term customer relationships by providing comprehensive integrated proposals for established accounts.
• Bring in and filter market and clients' needs and understand clients' business models and processes. 
• Develop organisation and way of working.
• Networking and influencing.
• Negotiate with key clients and internal stakeholders to proactively manage and influence buying patterns, customer satisfaction and product and service development.

What you’ll need to succeed

 

Education

 

• Bachelor’s Degree (equivalent experience)

 

Experience
 

• 5+ yrs managing large national accounts
• 10+ yrs sales and marketing in the material handling industry

 

Competencies
 

• Ability to work in an international business environment/in a matrix organisation 
• Proven ability to drive and develop equipment business sales and profitability
• Proven ability to develop and manage customer relationships at all levels
• Must be able to create and sustain a high performing team
• Results and achievement driven and eager to create long term relationships
• High integrity and excellent interpersonal and communication skills
• High level of product knowledge
• Strong business mind-set with financial skills
• Strong leadership and team building skills

Interested to join?

 

If you are interested in the position, please share across your CV and Cover Letter by 07.03.2024

 

Hiab is part of Cargotec

Hiab is the world's leading provider of on-road load handling equipment, intelligent services and digitally connected solutions. As the industry pioneer, Hiab's more than 3,300 employees worldwide focus on our commitment to increase efficiency in our customers' businesses and to shape the future of intelligent load handling.

 

Hiab's offering encompasses class-leading load-handling equipment, including HIAB loader cranes, LOGLIFT and JONSERED forestry and recycling cranes, MOFFETT truck mounted forklifts, MULTILIFT demountables, and tail lifts under the ZEPRO, DEL, and WALTCO fabrands. Hiab's ProCareTM service, award-winning HiVisionTM crane control system, and HiConnectTM platform demonstrate our constant drive to provide intelligent services and connected solutions that add value to our customers. www.hiab.com

 

Hiab is part of Cargotec. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2022 totalled approximately EUR 4 billion and it employs around 11,500 people. www.cargotec.com