Job Information
Kalmar Solutions Head of Region North America in Ottawa, Kansas
Category: Kalmar
Facility: Sales
Location:
Ottawa, KS, US
Head of Region North America
At Kalmar, we are moving goods in critical supply chains around the world. As the forerunner in sustainable material handling equipment and services, we set the industry benchmark for a zero-emission future. We are driven by teamwork, innovation, and taking ownership to deliver results. With our global reach and local expertise, our success starts with a strong focus on the customer, ensuring their needs guide our daily work. We are dedicated to respecting others and fostering an inclusive culture where all voices are heard, empowering us to succeed together. Together, we are making every move count.
Compensation Data
Base Salary: Starting @ $175K- $230K per year
Eligible for Annual Bonus
Purpose of the position
This is a hybrid role where you are responsible for leading the Kalmar North America Region in a matrixed structure as well as directly leading the Terminal Tractor Division’s sales in North America.
As Head of North America Region, you will lead the Region Leadership team in a matrix structure. The Kalmar North America Region leadership team includes Services and Sales Heads from all Kalmar divisions, dealer management, and support functions. A key responsibility for the Region Head is fostering cross-divisional collaboration and alignment to ensure a unified customer experience.
As Head of Terminal Tractor North America sales you are responsible for Kalmar Terminal Tractor Division’s sales and market share growth in North America. This includes executing the route to market and pricing strategy, in alignment with the Terminal Tractor division's overall strategy, market share, and profitability targets.
This position reports to the President of the Terminal Tractor division, with a matrix reporting relationship to the Kalmar Steering board (Division Presidents). This role 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 Kalmar strategy
Work with Finance team to provide accurate monthly reporting
Terminal Tractor sales Leadership responsibilities:
Strategic leadership and sales performance
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 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 liaise with 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 margin
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, as well as 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:
At least 10 years of experience in 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 2024, 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 to join?
Please submit your resume/CV to be considered!
About Kalmar
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 centres, 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 totalled approximately EUR 1.7 billion. www.kalmarglobal.com