Key Account Manager – Eastern Europe

1. Key Account Development & Acquisition - Identify, qualify, and develop strategic Key Accounts across Ukraine / Bulgaria / Czech Republic/Slovakia /Estonia/Latvia, Lithuania. - Build and execute account development plans to increase market penetration and business opportunities. - Support the Regional Manager in defining and prioritizing target Key Accounts within the region. - Establish relationships with decision-makers and influencers within customer organizations. - Develop long-term partnerships that strengthen LiuGong’s position within key customer groups. 2. Account Management & Relationship Building - Maintain and strengthen relationships with existing Key Accounts. - Serve as the primary point of contact for strategic customers. - Conduct regular customer visits, business reviews, and executive-level meetings. - Ensure customer satisfaction through proactive communication and support. - Coordinate internal resources to address customer requirements and expectations. 3. Project & Tender Management - Lead and support major customer projects from opportunity identification through implementation. - Monitor project progress and ensure successful execution according to agreed timelines. - Support tender preparation, commercial negotiations, and contract discussions. - Coordinate with dealers, product management, service teams, and factory departments to secure project success. - Ensure effective follow-up of key opportunities and strategic fleet replacement programs. 4. Customer Intelligence & Strategic Analysis - Develop a deep understanding of customer business models, procurement processes, decision-making structures, and purchasing cycles. - Map key stakeholders, decision-makers, and influencers within target organizations. - Analyze customer fleet composition, future investment plans, and equipment requirements. - Monitor industry trends and competitor activities within strategic accounts. - Provide regular market intelligence and customer feedback to management and factory teams. 5. Customer Solutions & Resource Coordination - Understand customer operational requirements and identify opportunities for LiuGong solutions. - Coordinate resources across sales, product management, aftersales, financing, and factory teams to meet customer expectations. - Promote the full LiuGong product portfolio, including conventional and electric equipment solutions. - Support customized solutions for fleet customers, rental groups, and major contractors. - Drive continuous improvement in customer support and value proposition delivery. 6. Sales Growth & Financial Performance - Contribute to regional sales growth through increased business with Key Accounts. - Support achievement of annual sales targets, market share objectives, and strategic growth initiatives. - Monitor sales performance and pipeline development within assigned accounts. - Ensure timely collection of account receivables and maintain healthy financial relationships with customers. - Provide accurate sales forecasts and account development reports.

- Minimum 5 years of experience in sales, key account management, business development, or marketing. - Proven experience within construction equipment, heavy machinery, rental, mining, or related industries. - Strong understanding of construction machinery applications and customer operations. - Demonstrated ability to develop and manage relationships with large corporate customers. - Experience in tender management, contract negotiations, and strategic sales processes. - Strong commercial awareness and business development capabilities. - Existing industry network and customer relationships within Eastern Europe are highly desirable. - Ability to work independently while coordinating cross-functional teams. - Willingness to travel extensively throughout Eastern Europe. Skills & Competencies - Excellent communication, presentation, and negotiation skills. - Strong relationship-building and stakeholder management abilities. - Strategic thinking combined with strong execution capabilities. - Proficiency in Microsoft Office (Excel, Word, PowerPoint). - Strong analytical and problem-solving skills. - Fluent in English; Scandinavian language skills are considered an advantage. - Ability to influence decision-makers at multiple organizational levels. Key Success Indicators - Growth in sales revenue generated from Key Accounts. - Expansion of strategic customer relationships and market share. - Successful execution of major projects and tenders. - Increased penetration within targeted Key Account organizations. - Customer satisfaction and retention. - Achievement of receivable collection and financial performance targets.