Key Account Manager - Machine Distributor Belgium & Netherlands

Topcon Positioning Group is seeking a Key Account Manager for Machine Distributors in Belgium and the Netherlands. The role involves developing distributor relationships, driving sales, and strategic planning within the region, with a focus on Hitachi and Volvo brands.

Location: Remote (Belgium) or Remote (Netherlands)

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.
• Analyze 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.
• Ensure smooth execution of promotional campaigns and new product introductions.
• Ensure distributor activities comply with contractual obligations, company policies, and legal regulations.
• Negotiate commercial agreements and renewals, ensuring mutual profitability.
• Identify the needs of machinery distributors, particularly Hitachi & Volvo brands.
• Negotiate all distribution contracts.
• Lead and inform partners or subsidiaries, put in place operational strategies.
• Manage and develop tools and services for distributor sales.
• Deploy sales strategies to increase turnover and margin.
• Analyze company performance and define action plans.
• Collaborate with subsidiaries and partners.
• Interact with Key account Construction contractors Team and Major regional Accounts.
• Monitor sales activity against budget.
• Provide sales forecasting and progress reports.
• Lead pilot projects.
• Travel intensively (up to approx. 60%).

Requirements

• Several years of working experience in a similar position.
• Professional background in sales.
• Excellent communication skills in English, written and verbal.
• Well-organized, accurate, and thorough work, self-directed team player.
• Willingness to travel across EMEA approximately 60% of the working time.