Key Account Manager

We are seeking a dynamic and results-driven Key Account Manager to develop and manage strategic customers in the construction equipment market, with a strong focus on excavators and other heavy machinery.

This position is part of SANY Europe’s newly established European Key Account Department, an important strategic function created to strengthen cooperation with major customers across the European region. In this role, you will have the opportunity to work closely with key accounts not only in the local market, but also across Europe, gaining exposure to major rental companies, large construction groups, strategic dealers, and cross-border business opportunities.

The role will be responsible for building long-term relationships with key customers, major rental companies, construction companies, dealers, and industry stakeholders. The position will play an important role in driving revenue growth, strengthening SANY’s market presence, supporting dealer cooperation, and identifying new business opportunities in the local market.

The ideal candidate will have solid experience in heavy construction equipment sales, strong key account management capability, and a proven ability to develop business relationships with major customers and distribution partners.

Key Responsibilities

1. Key Account Management

Serve as the main point of contact for strategic customers, major rental companies, construction companies, dealers, and other key market stakeholders.

Build and maintain strong, long-term relationships with key decision-makers and influencers.

Understand customer needs, business challenges, project requirements, and purchasing processes to provide suitable solutions.

Act as the communication bridge between key customers, dealers, and SANY’s internal teams.

2. Business Development and Revenue Growth

Identify, approach, and develop new key customers and business opportunities in the local market.

Drive direct sales opportunities for excavators and other heavy construction equipment.

Develop and execute account plans to achieve sales targets, revenue growth, and market share improvement.

Support dealers in developing key customers and improving local sales performance.

3. Market Strategy and Customer Insight

Develop and implement strategies to increase SANY’s market share, brand penetration, and customer coverage.

Monitor market trends, competitor activities, customer needs, and industry developments.

Collect customer feedback, product requirements, and market insights, and communicate them to relevant business units and R&D teams.

Support market segmentation and local go-to-market planning.

4. Internal and Dealer Collaboration

Work closely with dealers, service teams, product teams, technical teams, and external attachment suppliers to ensure that SANY provides the right product solutions for customers.

Support cooperation between SANY and local dealers to improve customer coverage and service quality.

Provide input to marketing activities and support the creation and updating of price lists, catalogues, campaigns, promotions, and other sales materials.

5. Reporting and Market Activities

Conduct regular visits to key customers, dealers, end users, project sites, and industry trade fairs.

Prepare regular progress reports, sales forecasts, market analyses, presentations, and account performance updates.

Communicate and report regularly to relevant internal stakeholders within the business.

Qualifications and Experience

Education:

Bachelor’s degree is preferred, ideally in Engineering, Business, Sales, or another relevant discipline.

Experience:

※Minimum of 5 years of sales, key account management, dealer development, or business development experience in heavy construction equipment , such as excavators, dump trucks, bulldozers, wheel loaders, or similar machinery.

Experience working with major rental companies, construction companies, dealers, contractors, or other large industry customers would be a strong advantage.

Strong understanding of the construction equipment market would be highly valued.

Existing relationships with major customers or industry stakeholders would be a clear advantage.

Skills

Strong communication, negotiation, and presentation skills.

Excellent relationship-building and stakeholder management capability.

Entrepreneurial mindset with a strong sales-driven attitude.

Ability to manage key accounts, develop dealers, and identify new business opportunities.

Good commercial awareness and market analysis capability.

Good knowledge of standard business software, including Word, Excel, PowerPoint, and Outlook.

Fluency in English is required.

What We Offer

SANY offers a competitive salary package, together with generous holiday and pension benefits.

A laptop, mobile phone, and car allowance will also be provided.

The role offers the opportunity to work with strategic customers and contribute to the growth of a global construction equipment brand in the Italian market, with strong career development potential in an international business environment.