Head of Key Account Development Department

Head of Key Account Development Department

SANY is one of the world’s leading construction machinery manufacturers. In the Benelux market, we are expanding and committed to delivering high-quality excavators and equipment solutions to our customers. SANY Benelux B.V. Is seeking a passionate and experienced sales professional to join our team.

Position Overview

Responsible for the strategic development and breakthrough of composite key accounts and their Key Purchasing Units (KPUs) in the Europe Region, driving market growth from the 0–1 / 1–10 stage. This role oversees the establishment of the regional key account management system and leads the Customer Division and Solution Division, forming a dual-engine organization focused on customer development and value delivery.

Key Responsibilities

• Formulate and implement the key account development strategy for the Europe Region, covering entry, expansion, and long-term cooperation.
• Establish and continuously improve the regional key account management system, including customer segmentation, relationship management, development processes, and resource integration.
• Drive cross-functional collaboration (sales, product, service, R&D, etc.) to build a customer-centric execution framework.
• Build and lead the Customer Division team, focusing on KPU development and breakthrough.
• Design and execute development strategies, oversee process monitoring, project tracking, and relationship maintenance.
• Manage CRM and ensure the effective implementation of MTC/MCR processes.
• Regularly evaluate performance of key account development, optimize client portfolio and structure.

Solution Division Management (Value Delivery)

• Build and lead the Solution Division team to design, deliver and present customized solutions that drive deal closure.
• Lead solution integration and output across business, technical, and application dimensions.
• Conduct market intelligence, competitor analysis, and mid-to-long-term planning to support key account breakthroughs.
• Organize and lead business negotiations and bidding processes (commercial + technical) for major projects.
• Manage marketing activities and coordinate resources to enhance brand and solution influence.
• Establish a high-performance organization across Customer Division and Solution Division with clear responsibilities and collaboration mechanisms.
• Develop team competency in client management, market insights, solution delivery, and negotiation.
• Design performance evaluation systems to align team objectives with regional strategy.

Qualifications

• Bachelor’s degree or above, preferably in Marketing, Business Administration, or Engineering.
• 10+ years of experience in key account sales and management, with at least 5 years in multinational companies or heavy equipment industries.
• Proven track record in 0–1/1–10 stage key account development.
• Experience in managing complex projects and cross-functional coordination.
• Strong expertise in key account management, strategic negotiation, business bidding, and solution selling.
• Deep understanding of the European market landscape and industry trends.
• Demonstrated strength in strategic planning, organizational development, and leadership.
• Proficiency in at least one of French, Italian, German, or Dutch as a working language.
• Excellent communication and cross-cultural management skills.
• Strong entrepreneurial spirit, resource integration ability, and result-driven mindset.

Performance Objectives

• Within 2–3 years, establish a comprehensive key account development system for the Europe Region, with a dual-engine structure (Customer Division + Solution Division).
• Achieve breakthrough results with composite key accounts, delivering 0–1 stage success and accelerating 1–10 stage expansion.
• Build a stable, scalable, and replicable key account relationship network to support sustainable growth of the Europe Region.