Key Account Manager Machine Distributor Scandinavia & Baltics

Topcon Positioning Group is headquartered in Livermore California USA

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.

Tasks

JOB PURPOSE:

The Key Account Manager Machine Distributor Scandinavia & Baltics will be responsible for accomplishing the development of Machine Distributor and to seek out new partnerships across the own dedicated region (Scandinavia & Baltics). 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.

1. 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.

1. 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.

1. 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.

1. 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%)

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

Ready to take the next step in your career

Wed love to hear from you! Please send us your application including your salary expectations and the earliest date you could join our team.