We have a unique and newly created opportunity for an International Key Account Manager to join our team based in Linde Material Handling Australia to manage the RAPAC region. Being part of the International Key Accounts team, this position will report to the Senior Vice President – International Key Accounts and the Senior Director – Sales & Marketing locally. This role will build the customer base and support existing customers within the RAPAC region. This position will be based in Australia however will be required to travel internationally and interstate on a regular basis.
What we offer:
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Undertaking the required activities and achieving the order intake targets for International Key Accounts within the region.
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Following up of all International Linde customers having activities in their region to best serve our customers.
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Visiting the most important customers regularly to keep up to date with their material handling needs.
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Developing an adequate customer strategy for the region alongside the International Key Account team.
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Checking and proving the most suitable product offer for the customer in their region.
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Identifying and pursuing potential international customers for Linde.
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Steering the reporting for all active international customers in the region.
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Where applicable steering and Coaching of the dealer network (Dealers and branches) regarding the relationships with international Linde customers in their region.
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Negotiation and Alignment with dealers on Rebates, Residual values, service costs and parts pricing to optimize customer offers if needed.
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Customer visits together with dealer or branch key accounts to develop the regional business.
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Providing financial solutions together with dealers or Kion/Linde to best serve our customers.
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Accompanying important tenders in the region for international customers together with the Account Manager responsible for the customer.
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Ensuring close relationship to our Sales and Service departments to develop the dealer network and the business for Linde.
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Quoting and tender submission for nominated target customers, ensuring relevant paperwork is completed in a timely manner including proposals and presentation documentation.
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Ensure CRM is fully utilised to maximise sales opportunities.
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Ensure sales activities within the RAPAC region comply with legal and ethical standards.
Tasks and Qualifications:
Your Responsibilities:
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Undertaking the required activities and achieving the order intake targets for International Key Accounts within the region.
-
Following up of all International Linde customers having activities in their region to best serve our customers.
-
Visiting the most important customers regularly to keep up to date with their material handling needs.
-
Developing an adequate customer strategy for the region alongside the International Key Account team.
-
Checking and proving the most suitable product offer for the customer in their region.
-
Identifying and pursuing potential international customers for Linde.
-
Steering the reporting for all active international customers in the region.
-
Where applicable steering and Coaching of the dealer network (Dealers and branches) regarding the relationships with international Linde customers in their region.
-
Negotiation and Alignment with dealers on Rebates, Residual values, service costs and parts pricing to optimize customer offers if needed.
-
Customer visits together with dealer or branch key accounts to develop the regional business.
-
Providing financial solutions together with dealers or Kion/Linde to best serve our customers.
-
Accompanying important tenders in the region for international customers together with the Account Manager responsible for the customer.
-
Ensuring close relationship to our Sales and Service departments to develop the dealer network and the business for Linde.
-
Quoting and tender submission for nominated target customers, ensuring relevant paperwork is completed in a timely manner including proposals and presentation documentation.
-
Ensure CRM is fully utilised to maximise sales opportunities.
-
Ensure sales activities within the RAPAC region comply with legal and ethical standards.
Qualifications & Requirements:
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Ability to meet requirements for visa sponsorship and relocate to reside in Australia (if applicable)
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Degree in economic science or industrial engineering, Sales & Marketing OR equivalent relevant field is preferred.
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5-10 years of experience within Key accounts management, sales or marketing in comparable industry
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Success-oriented and entrepreneurial thinking as well as customer orientation
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Fluent in English – verbally and written (applicants requiring visa sponsorship may need to pass an English assessment if required for nomination process)
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Computer, leadership, communication and interpersonal skills.
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Strong market knowledge, knowledge of the material handling business preferred.
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Ability to travel internationally and interstate when required.
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Understanding of business concepts such as Sales, Cost of sales, Gross margin and Profit.
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Clear understanding of the Linde product range
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Demonstrated understanding of the Linde sales process
