Komatsu is the 2nd largest worldwide manufacturer of construction, mining and utility equipment, and also delivers forest machines and logistics. Working at Komatsu means being part of an international company which is celebrating its 100th anniversary this year. Amongst competitors Komatsu is known to be the most innovative company in the industry.
Manager Major Accounts Europe
About the Role
As a Key Account Manager, you will be responsible for managing and expanding relationships with Komatsu’s most important customers across Europe and globally. You will negotiate and implement European and global fidelity agreements, ensuring profitability and market share growth. This role combines commercial strategy, B2B negotiation, and close collaboration with distributors to execute business smoothly and efficiently. You will act as the main link between major accounts, Komatsu, and the distributor network while also contributing to performance improvement and long-term partnership development.
Key responsibilities
Relationship Management (20%)
1. Develop, maintain, and strengthen trusted relationships with key accounts through regular communication and customer visits.
2. Act as the primary contact for B2B customer inquiries across Europe.
Sales Negotiations & Deal Closure (63%)
3. Lead commercial negotiations with accounts, providing valuable input to Komatsu and distributors.
4. Secure deals and ensure accurate order placement and execution through the distributor network.
Performance Monitoring & Analysis (5%)
5. Analyze sales performance and distributor presence within key accounts.
6. Recommend and implement corrective actions to optimize performance.
Fidelity Agreements & Strategy (5%)
7. Develop, negotiate, and implement loyalty/fidelity agreements in line with Komatsu's commercial objectives.
8. Align agreements with both customer needs and Komatsu’s strategic goals
Distributor Support & Guidance (3%)
9. Guide and support European distributors in managing key accounts and solving critical challenges.
Training & Development (2%)
10. Train and coach new team members and distributor personnel who interact with major accounts.
Account Development (2%)
11. Identify potential new key accounts and make strategic recommendations to expand the portfolio.
Key Performance Indicators (KPIs)
12. Sales performance (machines & service contracts, TCO approach)
13. Number of quotes and conversion success rate
Profile & Qualifications
14. Degree: Master’s degree in Economics, Engineering, or related field
15. Languages: Fluent in at least three major European languages (English, French, German, etc.)
Experience
16. Minimum of 10 years in key account management, preferably in an international B2B environment.
Knowledge & Skills
17. Advanced knowledge of purchasing techniques (Total Cost of Ownership)
18. Strong understanding of European and global distribution structures
19. Ability to negotiate and present effectively at a senior level
20. Analytical skills, including complex data interpretation
21. Proficient in IT tools for performance monitoring
22. Solid knowledge of machine applications across different industries
Competencies
23. Leadership and team development
24. Strong interpersonal and communication skills
25. Business acumen with strategic thinking
26. Time and cost management
27. Persuasion, influence, and stakeholder management Accountability, initiative, and result-oriented mindset
Additional
You will work closely with internal teams (Product Management, Service & Parts, Finance, Legal, Area Managers) and external stakeholders (customers, distributors). Strong problem-solving skills are required to navigate complex customer and distributor expectations while aligning with Komatsu’s commercial objectives.
Why Apply?
28. Take ownership of high-impact European & Global accounts
29. Engage in strategic, international B2B sales negotiations
30. Be part of a recognized industry leader with a global footprint
31. Work closely with senior stakeholders and shape long-term partnerships
32. Develop yourself in a dynamic, multicultural, and challenging environment
33. Influence directly the success of Komatsu and its distributor network
34. Enjoy variety — from contract negotiations to strategic performance monitoring
Interested?
Send your CV and motivation letter to: