Head of Sales, North America- Kalmar USA- (Hybrid or Remote- Ottawa, KS)
Compensation:
Base Salary: Starting @ $180-250K per year
Eligible for Annual Bonus
Who is Kalmar?
Kalmar offers the widest range of cargo handling solutions and services to ports, terminals, distribution centers and to heavy industry. Kalmar is the industry forerunner in terminal automation and in energy efficient container handling, with one in four container movements around the globe being handled by a Kalmar solution. Through its extensive product portfolio, global service network and ability to enable a seamless integration of different terminal processes, Kalmar improves the efficiency of every move.
Our offering consists of cargo handling equipment, automation, software and services. The Kalmar product range includes ship-to-shore cranes, rubber-tired and rail-mounted gantry cranes, straddle and shuttle carriers, reach stackers, empty container handlers, terminal tractors and forklift trucks. Kalmar's offering also covers maintenance contracts, technical support, spare parts, training and crane upgrades and Kalmar One automation system.
What makes Kalmar GREAT:
Kalmar's commitment to sustainability- The ongoing transition towards a decarbonized and more sustainable world impacts Kalmar in many ways. We contribute to the transition to a 1.5°C, circular world by solving our customers' sustainability challenges. At the same time, we take action to ensure that our environmental ambitions are founded on safe, inclusive, transparent and ethical business practices.
Diversity, Equity and Inclusion: At Kalmar, we cherish diversity and are committed to fostering an inclusive culture and workplace. We treat every employee as a unique individual and ensure equal opportunities for all, regardless of gender, age, ethnicity, nationality, or sexual orientation. We believe that everyone deserves respect, equality, and a strong sense of belonging. Our approach involves recognizing and celebrating individual expertise and needs, while treating our employees and engaging with our suppliers and customers with fairness and respect.
Leadership: For us, leadership isn't just a title. It's a commitment to empowering individuals and fostering collective success.
Personal Development: As part of our learning philosophy, we aim to offer our employees opportunities for internal transfers, job rotations, and involvement in challenging projects and assignments. In our belief, development always starts from an individual's own thirst for growth. That's why, at Kalmar, we prioritize regular development discussions, ensuring that your career aspirations are not just heard but actively supported.
What Kalmar offers:
Competitive Compensation and great benefits: medical, dental, and vision insurance effective your first day of employment; employer paid life insurance; employer paid short & long term disability insurance
Work/Life Balance: Kalmar understands the importance of a good work/life balance.We provide employees with paid vacation time, paid personal/sick days, and nine company paid holidays annually
Training and Development: Kalmar provides excellent training and development opportunities along with tuition reimbursement
A diverse workforce: Kalmar is a global organization with over 5,300 employees in 35 countries
Making your next move count
Purpose of Position:
Head of North America Region leads the Kalmar North America Region Sales Leadership team. The Kalmar North America Region leadership team comprises Sales Heads from all Kalmar divisions, dealer management, and support functions. A key responsibility is fostering cross-divisional collaboration and alignment to ensure a unified Kalmar customer experience.
In addition, this person is responsible for the Terminal tractors sales and market share growth in the North America region. The person is responsible for securing the execution of the route to market and pricing strategy in line with the Terminal Tractor division overall strategy, including market share and profitability targets. This position reports to the President, Terminal Tractor division and i matrix to Kalmar Steering board consisting of the Division Presidents. This person is a member of the Terminal Tractors global leadership team.
Main tasks and responsibilities:
Regional Leadership responsibilities:
Ensure cross-divisional collaboration where needed
Lead Dealer management and coordinate Marketing activities to ensure we deliver on our strategy
Work with Finance team to provide accurate monthly reporting
Contribute to the business strategy and strategic planning at senior management level to develop sales strategies that are aligned with the business objectives, and translate and execute these strategies into annual plans
Ensure alignment of sales strategies with the overall business objectives to drive revenue and growth.
Develop and lead implementation of new sales process excellence initiatives, including strategic resource allocation; organization structure; leadership; service concepts and processes and fixed cost control for improved efficiencies.
Deliver on the agreed Country or Sub-region budget and sales targets.
Review, monitor, and refine sales performance periodically to meet evolving market demands.
Develop and implement local marketing plans in alignment with the overarching company strategy to ensure consistent growth and brand presence.
Team leadership:
Challenge, guide and develop the Sales team to continuously improve their key skills, keeping them challenged, while emphasizing learning and managing performance effectively to ensure objectives are met
Market & Customer Insights
Analyze dealer and customer needs and segment market requirements and liaison with Division's Product Management to ensure current and future product offerings meet customer expectation and support market share growth
Maintain market information on competitive products and pricing to maximize gross margins.
Dealer Network Development
Guide and develop the dealer network within the region to support service growth and the rollout of higher-value offerings.
Ensure the dealer network is equipped to meet business objectives and expand market share.
Compliance & Governance
Ensure all company policies, legal guidelines, and regulatory requirements are communicated and followed within the organization.
Ensure compliance with Kalmar Code of Conduct (CoC) across the organization
What you'll need to succeed
Education:
Master's degree in Sales, Marketing, Management, Business Administration or relevant field preferred.
Experience:
Experience of senior roles in sales, services and marketing preferably in the heavy equipment industry
Experience from global and international business environments and proven ability to lead in a matrix organization
Strong experience in customer value chain
Proven track record of driving revenue growth and exceeding sales targets
Proven track record of gaining sustainable market share
Competencies:
High integrity and excellent interpersonal and communication skills, with the ability to communicate with individuals and/or groups consisting of subject matter experts, dealer representatives, customer-end users and other sales, parts, technicians or service personnel.
Networking and influencing skills to liaise with key clients and internal stakeholders to proactively manage and influence buying patterns and customer satisfaction.
Strong customer focus to understand and meet the needs of customers before and after the sale as well as understanding the competition in the market. Also strong Customer Focus and expertise in building and maintaining long-term customer relationships.
Strong market and competitor analysis skills to identify opportunities and mitigate risks.
Setting and modelling high performance standards; Strong leadership capabilities and skills in how to develop the team into high performers.
Strong ownership and accountability by taking the lead in getting the job done and accepting responsibility for personal actions and results.
A "Can Do" attitude and sense of urgency is required to drive and implement change and to impact our overall performance
You will be part of
Kalmar is a global company, and we have operations in 35 countries.
At the end of 2023, around 5200 people worked at Kalmar. We offer a variety of different career possibilities for different backgrounds and ambitions, so whatever your passion is, we may just have the job for you! We want to bring in new expertise and fresh ideas, while providing our existing employees with new and interesting career opportunities.
Interested in joining the Kalmar Team?
Please submit your resume/CV to be considered!
Or, you may send your resume directly to brandy.besedich@kalmarglobal.com
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 centers, manufacturing and heavy logistics. Headquartered in Helsinki, Finland, Kalmar operates globally in over 120 countries and employs approximately 5,200 people. In 2024, the company's sales totaled approximately EUR 1.7 billion. www.kalmarglobal.com