Global Account Manager

Poclain; Sturtevant (WI); On-site; USD 90,000 - 150,000; Full time

Job summary

Poclain Hydraulics in Wisconsin is seeking an experienced Global Account Manager to lead strategic international customer relationships. You will develop global account strategy, identify opportunities, and coordinate with engineering, sales, and operations to move opportunities forward.

Reporting to North American General Manager, you will drive negotiations, manage long-term agreements, and ensure delivery, quality, and profitability while traveling internationally to customer sites and

Qualifications

• Engineering degree required.
• 8+ years in relevant industry, international sales preferred.
• Ability to manage strategic global accounts and complex negotiations.
• Strong communication and relationship-building skills across cultures.

Responsibilities

• Develop global account strategy and align across locations.
• Identify new business opportunities and applications.
• Lead commercial negotiations including pricing and terms.
• Coordinate with engineering, procurement, and operations worldwide.
• Build relationships with senior management and purchasing leaders.
• Ensure delivery, quality, and profitability targets are met.
• Travel frequently to customer sites and regional offices.

Skills

Global account management

Industrial sales

Negotiation

Cross-cultural communication

English proficiency

Education

Engineering degree

Tools

Microsoft Office

Job description

Build relationships across continents. Shape the business they become.

Your strongest customer relationships are built on understanding the business—where it’s headed, what its challenges are, and where your expertise can help it grow.

As Global Account Manager at Poclain Hydraulics, you’ll put that approach to work with a strategic customer whose operations and decision-makers span multiple countries. You’ll lead the commercial relationship, identify new business opportunities, and bring together the people and resources needed to move them forward.

The global reach is part of your everyday work. You’ll connect with customer engineering, purchasing, manufacturing, and executive teams around the world, while working alongside Poclain colleagues across sales, engineering, quality, and operations. You’ll gain insight into how decisions are made across markets and help shape a coordinated approach to a significant customer relationship.

Reporting to the North American General Manager and working closely with the Group Manager of Global Accounts, you’ll combine technical understanding with commercial judgment. Your influence will extend from early discussions about future applications to the long-term agreements that support profitable growth.

What you’ll do

• Develop the global account strategy. Understand the customer’s organization, priorities, and growth plans, and align Poclain’s approach across locations and decision centers.
• Create new business opportunities. Identify potential applications, upcoming equipment redesigns, and opportunities to expand Poclain’s presence.
• Build relationships at every level. Connect technical and operational teams while developing relationships with purchasing leaders and senior management.
• Lead commercial negotiations. Negotiate pricing, long-term agreements, warranty provisions, payment and shipping terms, and other conditions that support sustainable business.
• Bring global teams together. Coordinate with local sales engineers supporting the customer’s facilities, providing direction and maintaining a consistent commercial approach.
• Guide opportunities through development. Partner with application and project engineering to advance new business and oversee the commercial accuracy of contract reviews.
• Represent the customer within Poclain. Make sure quality, cost, and delivery expectations are understood and reflected in agreed priorities and performance targets.
• Deliver business results. Manage account performance against growth, margin, pricing, and cash objectives, and lead the resolution of commercial disputes and claims.

What you’ll bring

You’re comfortable discussing a technical application with an engineer, negotiating an agreement with purchasing, and presenting a business opportunity to senior leadership. You know how to build trust across cultures and keep a complex relationship moving forward.

Your background includes:

• An engineering degree.
• At least eight years of relevant industry experience, ideally including industrial sales in an international environment.
• The technical curiosity and commercial understanding to connect customer applications with Poclain’s products and capabilities.
• Experience developing customer relationships and negotiating commercial agreements.
• An understanding of project management and the coordination required to advance technical sales opportunities.
• The ability to influence colleagues across functions and locations without relying on direct reporting authority.
• Strong communication, presentation, and negotiation skills, including proficiency in English.
• Proficiency with Microsoft Office and the ability to maintain accurate customer and opportunity information.

Frequent international travel is part of this role, including visits to customer decision centers, engineering and purchasing offices, and manufacturing facilities.

Build your next chapter with Poclain

If you enjoy the technical depth of industrial sales, the challenge of complex negotiations, and the relationships that come from working internationally, bring that experience to Poclain.