Key Account Manager Machine Distributor DACH

Topcon Positioning Systems; United States; Remote; USD 90,000 - 140,000; Full time

Job summary

Topcon Positioning Group is seeking a motivated Key Account Manager for the DACH region. This remote role covers Germany, Austria, and Switzerland, reporting to the Head of the region. You will manage distributor relationships, drive sales with a focus on growth, and align with internal teams to deliver tailored solutions.

Travel up to 60% across EMEA is expected. Strong English communication and a strategic, proactive approach are essential for success in this role.

Qualifications

• Experience in managing key distributor/partner accounts.
• Strong communication and negotiation skills in English.
• Ability to develop joint business plans and forecasts with distributors.

Responsibilities

• Manage distributor relationships and negotiate contracts with DACH partners.
• Drive sales growth through distributor channels and set regional targets.
• Create joint business plans, monitor KPIs, and provide forecasts to leadership.
• Coordinate with marketing, finance, logistics, and product teams to execute distributions.

Skills

Account management

Sales leadership

Strategic planning

Negotiation

Market analysis

English communication

Presentation skills

Travel readiness

Tools

PowerPoint

Job description

Topcon Positioning Group is headquartered in Livermore, California, USA (topconpositioning.com). We design, manufacture and distribute productivity tools for developing a brighter future. Whether cultivating the earth or building upon it, Topcon brings innovation in workflow automation and seamless connectivity of data to construction, geopositioning and agriculture industries focused on developing a sustainable tomorrow.

Topcon Positioning is looking for a motivated and committed

Key Account Manager Machine Distributor DACH region

Workplace: Remote ( Germany )

JOB PURPOSE:

The Key Account Manager Machine Distributor DACH will be responsible for accomplishing the development of Machine Distributor and to seek out new partnerships across the own dedicated region (Germany, Austria, Switzerland). This KAM-role will be part of the regional sales Team, reporting to the Head of the region

Key Responsibilities

1.** Account Relationship Management**

• Develop and maintain strong, long-term relationships with key machine distributors.
• Act as the main point of contact for all distributor-related business matters.
• Conduct regular business reviews and strategic planning sessions with distributors.

Sales & Revenue Growth

• Drive sales growth through distributor channels by setting and tracking sales targets.
• Identify new business opportunities within assigned accounts or regions.
• Collaborate with internal sales and product teams to develop tailored solutions for distributors.

Business Planning & Forecasting

• Create joint business plans with distributors including sales forecasts, marketing activities, and growth initiatives.
• Monitor distributor performance against targets and KPIs
• Provide accurate sales forecasts and pipeline reports to senior management.
• Distributor Development & Support
• Support distributors with training, product information, and marketing tools.
• Help distributors develop their own capabilities in sales, Application, and customer engagement.
• Resolve issues related to pricing, inventory, logistics, and customer service in coordination with internal teams.
• Market Approch & Strategy
• Gather and report market intelligence from the field regarding competitors, trends, and customer feedback.
• Analyze data to identify opportunities and threats in the market.
• Contribute to strategy development for product positioning and distribution optimization.

Cross-functional Collaboration

• Work closely with marketing, finance, logistics, technical service, and product management teams to align goals and execution.
• Ensure smooth execution of promotional campaigns and new product introductions through distributors.

Compliance & Contract Management

• Ensure distributor activities comply with contractual obligations, company policies, and legal regulations.
• Negotiate commercial agreements and renewals, ensuring mu-tual profitability.
• Identify local/regional Machine Distributor together with the Business Planning division: in particular Hitachi & Volvo brands
• Negotiate all distribution contracts
• Identify the needs of the machinery distributors
• Lead and inform our partners or subsidiaries, put in place an operational strategy.
• Manage and develop the tools and services for the animation of Machinery distributors sales
• Deploy the sales strategy to increase turnover and margin
• Analyze company performance and define action plans
• Teamwork with our subsidiaries and partners
• Interacting with Key account Construction contractors Team and Major regional Accounts
• Monitor sales activity against budget
• Provide sales forecasting and progress reports
• Lead pilot projects
• Travelling intensively (up to approx. 60%)

MINIMUM JOB REQUIREMENTS

Education and Experience

• Serval years of working experience in a similar position
• Professional background in sales
• Excellent communication skills in English, written and verbal
• Well-organized, accurate and thorough work, self-directed team player
• Willingness to travel across EMEA approximately 60% of the working time

Knowledge, Skills, and Attributes:

• Demonstrated ability to think strategically, analytically, as well as creative problem-solving skills
• Well-developed listening skills and a strong ability to engage at a variety of levels.
• Understands to prioritize for project completion and monitoring progress.
• Ability to work in a team environment that promotes collaboration
• Solid knowledge and experience in applying strategy to the market
• Advaced skills in powerpoint is a ‘must have’