Key Account Manager Machine Distributor Scandinavia & Baltics

Key Account Manager Machine Distributor Scandinavia & Baltics

Topcon Positioning Group is headquartered in Livermore, California, USA (topconpositioning.com). 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.

Topcon Positioning is looking for a motivated and committed

Key Account Manager Machine Distributor Scandinavia & Baltics

Workplace : Remote (Sweden) or Remote (Denmark)

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 :

• 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.
• 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.
• 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.
• 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.
• Gather and report market intelligence from the field regarding competitors, trends, and customer feedback.
• Analyse data to identify opportunities and threats in the market.
• Contribute to strategy development for product positioning and distribution optimization.
• 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.
• Ensure distributor activities comply with contractual obligations, company policies, and legal regulations.
• Negotiate commercial agreements and renewals, ensuring mutual 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.
• Analyse 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.

Minimum Job Requirements :

Education and Experience :

Knowledge, Skills, and Attributes :

Ready to take the next step in your career?

We'd love to hear from you! Please send us your application, including your earliest date you could join our team.

For further information, please contact our Corporate Senior Recruiter TOPCON Europe Mr. Simone Masseroni by mailing smasseroni@topcon.com