Purpose of Position
The Regional Sales Manager – Port Equipment, is responsible for driving sustainable revenue growth, expanding market share, and securing new capital equipment contracts across Oceania within the port and intermodal sector. In addition, the Regional Sales Manager will be tasked with leading the development and execution of the regional sales strategy, building high-value executive relationships, and managing complex, long-cycle B2B sales processes.
Accountabilities and Responsibilities
- Develop and execute a regional sales strategy aligned to global and APAC objectives.
- Identify, qualify and pursue new business opportunities across ports, container terminals, intermodal facilities and logistics hubs throughout Oceania.
- Build and manage a robust sales pipeline, ensuring accurate forecasting and consistent growth in market penetration.
- Lead end-to-end sales processes, including tender responses, technical-commercial proposals, pricing strategies, and contract negotiations.
- Achieve and where possible, exceed annual revenue, margin and market share targets.
- Conduct ongoing market analysis to understand customer needs, competitor activity, regulatory developments and industry trends.
- Develop and maintain strategic relationships with C-suite executives, senior management and key decision-makers within customer organisations.
- Influence long-term investment decisions by positioning the company’s port equipment and automation solutions as strategic enablers of operational performance.
- Represent the company at industry conferences, trade shows and executive-level forums to strengthen brand presence and identify new opportunities.
- Establish long-term account development plans for key customers.
- Act as the primary commercial point of contact for customers across the region.
- Coordinate technical and commercial support, including product demonstrations, site visits and solution presentations.
- Collaborate with engineering, service and project delivery teams to ensure customer requirements are accurately defined and delivered.
- Support contract execution handovers to operations and service teams.
- Ensure high levels of customer satisfaction, repeat business and long-term partnership development.
- Work collaboratively with APAC and global colleagues across sales, engineering, service and leadership teams.
- Provide accurate sales forecasts, pipeline updates and market intelligence to the Regional Sales VP.
- Share best practices and regional insights to strengthen overall team performance.
- Mentor junior sales personnel where applicable and contribute to a culture of accountability and excellence.
- Travel extensively across Australia, New Zealand and Pacific markets to meet customers and attend industry events.
- Maintain strong visibility in key port and logistics markets throughout Oceania.
- Identify and build strong and effective relationships with Customers and Industry Stakeholders such as Port operators, terminal operators, intermodal and logistics companies, shipping lines, government and port authorities, and broader industry bodies to support business development, contract delivery and long-term strategic growth.
- Identify and effectively collaborate with Partners and Market Networks such as Industry associations, event organisers, suppliers and strategic partners to strengthen market presence, generate opportunities and support integrated solution delivery.
- Awareness of ISO 14001 and 45001 standards
Working Relationships
- This position will report directly to the VP, Regional Sales APAC, Port Solutions
- Work effectively as and when required with the various business units internally such as APAC and Global Sales Teams, Engineering and Technical Support Teams, Service and Operations Teams and Finance/ Business Control teams.
Work related requirements
- Learn and understand the Konecranes Port Solutions product range/ offerings available for the market.
- Ensure that the Konecranes brand is communicated consistently and in accordance with the Company’s values and brand principles.
- Build strong and effective relationships with key people regionally and nationally to maintain awareness of product developments or new products to be launched in the market.
- Ensure that Konecranes Health, Safety, Environmental and Quality processes are followed including to:
- take reasonable care for your own health and safety; and
- take reasonable care that your acts or omissions do not adversely affect the health and safety of other persons; and
- comply, so far as the worker is reasonably able, with any reasonable instruction that is given by the business to allow for compliance with WHS laws; and
- co-operate with any reasonable policy or procedure of the business relating to health or safety at the workplace that has been notified to employees.
- Do not discharge hazardous substances into stormwater drains or waterways.
- Engage in proper substance (batteries, printer cartridges, e-waste) disposal methods and recycling and never illegal dumping waste.
- Do not kill, harm, or injure protected wildlife in the course of work.
- In the event that the spill or leak occurs, take reasonable steps to contain it if safe to do so and report the event to your HSE Representative.
- Make all reasonable efforts to conserve energy and prevent emissions at the workplace.
- Report all incidents (Health, Safety or Environmental) or Observations via ARMOR.
- Participate in HSE Consultation sessions (Toolbox Talks).
- Actively promote Safety within the team.
- Actively engage in training programs.
- Proactively engage with employees promoting Konecranes as an employer of choice