Key Account Sales Manager

Kalmar; Helsinki; On-site; AUD 140,000 - 200,000; Full time

Benefits offered by this job

Company mobile phone

Notebook with G Workspace & Salesforce

PPE provided

Extensive product/commercial training

Job summary

Kalmar Australia is seeking a Solution Sales Equipment Manager to own the QLD sales territory as the local commercial lead for Kalmar mobile equipment and regional customer growth.

In this role, you will translate customer needs into innovative, safe, and sustainable solutions, manage end-to-end deals from qualification to close, and collaborate with Service, Parts, and Product Support to deliver a single value proposition.

Qualifications

• Tertiary qualification in business, engineering, technical sales, or related discipline; travel-ready.
• Valid driver’s licence and ability to travel to customer sites.
• Ability to obtain customer site access and security clearances where necessary.
• Proven B2B sales experience in capital equipment and heavy industries.
• Strong pricing, margins, contract risk, cash flow and financial option knowledge.
• Excellent prospecting, questioning, presentation and negotiation skills.
• Ownership mindset with structured planning and cross-functional influence.

Responsibilities

• Territory ownership across QLD customer map, prospecting to identify new business opportunities.
• Lead sales opportunities from qualification through proposal design and negotiation to closing.
• Build and nurture multi-level relationships across senior leadership and site stakeholders.
• Maintain Salesforce discipline, updating accounts, activities, and opportunities weekly for forecasts.
• Partner with Service, Parts, and Product Support to identify aftermarket opportunities.
• Represent Kalmar safely and ensure compliance with safety procedures and PPE.

Skills

Tertiary degree

Driver license

Willing to travel

B2B sales

Capital equipment

Pricing & margins

Contract negotiations

Prospecting

Team collaboration

Education

Business/Engineering/Technical sales degree

Job description

At Kalmar, we are moving goods in critical supply chains around the world. As the forerunner in sustainable material handling equipment and services, we set the industry benchmark for a zero-emission future. We are driven by teamwork, innovation, and taking ownership to deliver results. With our global reach and local expertise, our success starts with a strong focus on the customer, ensuring their needs guide our daily work. We are dedicated to respecting others and fostering an inclusive culture where all voices are heard, empowering us to succeed together. With us, your work has an impact. Your work moves the world!

Join us and take your career to the next level

As a Solution Sales Equipment Manager, you'll be responsible for owning the QLD sales territory as the local commercial lead for Kalmar mobile equipment and regional customer growth. Your contributions will help in transforming customer needs into innovative, safe, and sustainable solutions.

What are your key responsibilities:

• Territory Ownership: Own the QLD customer map across key industries including ports, mining, logistics, forestry, and heavy industrial, actively prospecting to identify and secure new business opportunities.
• Sales & Commercial Execution: Lead sales opportunities from initial qualification through proposal design and negotiation to closing, ensuring commercial risk reviews are completed and grAoss margins are protected.
• Customer Relationship Development: Build and nurture strong, multi-level relationships across senior leadership, site operations, maintenance, procurement, safety, and finance stakeholders.
• CRM & Business Rhythm: Maintain rigorous Salesforce discipline, updating all accounts, activities, and opportunities weekly to provide accurate forecasts and clear pipeline visibility.
• One Kalmar Coordination: Partner closely with Service, Parts, and Product Support teams to identify aftermarket opportunities and present a single, cohesive value proposition to our customers.
• EHS&S Compliance: Represent Kalmar safely and professionally, ensuring compliance with all company and customer safety procedures, site inductions, and PPE requirements.

What we offer you:

“Customers depend on us. Our focus isn’t optional — it’s what keeps terminals running and trust alive.”

• Rewards that truly count: We offer meaningful development opportunities through varied assignments, fair and gender-neutral pay, and flexible working conditions—all within a culture that values your growth and celebrates success.
• Safety that moves us forward: Build your career with a company rooted in safety since the 1940s, ensuring stability and an environment that empowers you to speak and be heard.
• Purpose that drives change: You'll contribute to solutions that transform global trade, creating environmental and operational innovations. You'll be in the driver's seat of ideas, developing digital technologies that set industry standards and position us as the forerunner.
• People who move together: You'll collaborate with people who build lasting relationships through global expertise, connections, and a commitment to sustainability.
• Tools for your success: We provide a comprehensive package including a company mobile phone, a notebook computer with access to G Workspace and Salesforce, required PPE, and extensive training on factory products and commercial processes.

Become part of our global network of dedicated professionals, driving innovative, sustainable solutions and making an impact worldwide.

What you bring to the role:

• Qualifications & Experience: Tertiary qualification in business, engineering, technical sales, or a related discipline is preferred (or equivalent demonstrated industry experience). A valid driver licence and the ability to travel across customer sites are required, along with the ability to obtain customer site access, inductions, and security clearances where necessary.
• Technical & Industry Expertise: Proven B2B sales experience in capital equipment, material handling, mining, ports, logistics, or a comparable technical sales environment. Understanding heavy equipment applications is highly advantageous.
• Commercial Acumen: Demonstrated business acumen across pricing, margins, contract risks, cash flow, and financial options, with a track record of managing long-cycle opportunities and commercial negotiations.
• Customer Focus & Relations: Strong prospecting, questioning, presentation, and negotiation skills, with a focus on uncovering operational productivity, safety, and energy transition opportunities.
• Proactive Team Player: An ownership mindset, structured planning and prioritization skills, and the ability to collaborate and influence without authority across internal teams and customer stakeholders.

About Kalmar

Kalmar (Nasdaq Helsinki: 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. The company 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 5,300 people. In 2025, the company's sales totalled approximately EUR 1.7 billion.www.kalmarglobal.com