Category: Bromma Facility: Sales Location: Singapore, SG Custom Field 1: -- Key Account Manager BROMMA has been the leading manufacturer of crane spreaders ever since its formation in the 1960s. Today we have, by far, the highest market share of the world’s spreader suppliers. In fact, our market share is higher than all our competitors’ combined. Today, we manufacture close to 2,000 spreaders of all types every year and our spreaders are currently in use in 99 of the top-100 ports world- wide. BROMMA sales and service network has a wide-reaching footprint. We are present with own sales offices on all continents, and with an extensive network of agents, we are able to support customers in every country in the world. More information about BROMMA can be found onwww.bromma.com We're making every move count The Key Account Manager will ensure that Bromma remains a trusted partner to its key customers by maintaining and expanding relationships with Global Terminals Operator, Original Equipment Manufacturer and Container Port Operators, while driving Bromma’s growth. This role requires sales leadership, account management expertise, and cross-functional collaboration. Main tasks and responsibilities Strategic Key Account Management + Establish and implement account plans that align with both the customer’s business objectives and Bromma’s sales and revenue targets + Serve as the primary point of contact for key accounts, ensuring customers are fully engaged and satisfied with Bromma’s products and services Business Development and Revenue Growth + Pinpoint and secure new business opportunities within existing key accounts, including upselling and cross-selling Bromma's product offerings (spreaders, service contracts, technical solutions, etc.) + Spearhead the negotiation and finalization of major contracts with key customers, ensuring mutually beneficial outcomes for both Bromma and the customer + Work closely with the regional sales team to meet or exceed sales targets, ensuring consistent revenue growth from key accounts Relationship Building and Stakeholder Engagement + Establish and nurture robust relationships with key decision-makers, including C-level executives, technical managers, and procurement teams within customer organizations + Serve as a trusted advisor, providing consultative support to clients on their operational challenges and Bromma’s solutions + Maintain regular communication with key stakeholders to remain informed about their strategic priorities and adapt Bromma’s solutions to align with their evolving goals Client Satisfaction & Service Excellence + Guarantee high levels of customer satisfaction by collaborating with internal teams (technical support, after-sales, and supply chain) to resolve issues, deliver products, and provide excellent service. + Monitor and ensure that all service level agreements (SLAs) are met or exceeded, addressing any deficiencies in service delivery + Collect and analyze customer feedback, utilizing insights to drive continuous improvement in Bromma’s service and product offerings. Cross-Functional Leadership + Collaborate closely with Bromma's cross-functional teams, including product development, marketing, after + -sales, and supply chain to deliver comprehensive solutions to key clients. + Clearly communicate key accounts' needs and address them within Bromma's broader business strategies. Ensure alignment in executing the strategic account plan, identifying opportunities, and addressing client challenges. Market & Competitor Analysis + Stay informed about industry dev elopments and emerging technologies relevant to container handling and port operations to identify opportunities for Bromma to maintain a competitive advantage. + Conduct in-depth analysis of market trends, customer requirements, and competitor offerings + Leverage market intelligence to position Bromma as an industry leader in container handling and maintain a competitive edge during negotiations Contract and Financial Management + Ensure the financial profitability of accounts through effective management of pricing, contract renewals, and cost structures + Develop and manage the key account budget, ensuring efficient resource allocation to achieve sales and customer satisfaction objectives Reporting & Performance Tracking + Monitor sales metrics, KPIs, and account performance to ensure that all key targets are being met and that growth is on track + Conduct and present quarterly and annual account reviews to both the customer and internal stakeholders, ensuring transparency and alignment on progress and future goals What you’ll need to succeed Education + Bachelor degree in Business, Engineering or equivalent experience. (MBA or equivalent is an advantage). Experience + 7+ years of experience in key account management, sales, or business development, preferably in the container handling and/ or port related sectors. + Demonstrated ability to manage high-value key accounts and successfully nurture long- term relationships + Proven record of accomplishment of achieving sales targets and managing large, complex contracts Competencies + Strong understanding of Container Terminal, Marine industry or sector + Strong skills in sales strategies, negotiation, and contract management + Excellent interpersonal skills with the ability to build and maintain long- term, trust-based relationship. + Strong understanding of financial metrics, contract profitability, and Cost of Ownership. + Excellent communication and presentation skills, with the ability to interact at all levels within customer organizations + Ability to manage multiple large-scale projects and ensure timely delivery and customer satisfaction. + Proven ability to identify challenges and develop innovative, customer-focused solutions. Others + Able to travel globally You will be part of We offer you an opportunity to put your skills and experience into work and make an impact in our global organisation and the cargo handling industry. You will work together with great colleagues from various backgrounds inspired by shared, ambitious goals. We value collaboration in our open and inclusive culture. With us, you will have the opportunity to develop yourself professionally. Join us to make a difference - and have fun while doing it. Interested to join? If you are excited about this opportunity, click Apply and submit your application and CV latest by 7th March 2025. Bromma is part of Kalmar (Nasdaq Helsinki:KALMAR). Kalmar 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 5,200 people. In 2023, the company's sales on a carve-out basis totalled approximately EUR 2.0 billion. www.kalmarglobal.com