Key Account Manager (m/f/d)

At PALFINGER, we have been lifting goods to a new level for over 90 years - with a pioneering and passionate spirit. As a global technology and engineering company, we are the world's leading manufacturer and supplier of innovative crane and lifting solutions. Our success is based on the tireless efforts of our approximately 12,350 employees, who contribute their ideas and energy to our vision. With us, you can expect a dynamic working environment full of opportunities for personal and professional development. Become part of our team and start your career at PALFINGER.

The overall purpose of this job is to ensure the proper maintenance and functioning of production equipment within PALFINGER AG. This includes scheduled and preventative maintenance, repairs, calibrations, and upgrades to support the smooth operation of production processes and contribute to the overall efficiency of the company's operations.

Your Responsibilities

• Develop and manage strategic relationships with government organizations, defence establishments, PSUs, and institutional customers.
• Identify and pursue opportunities in government tenders, military programs, and public procurement platforms (GeM, defence procurement, etc.)
• Lead the end-to-end tender management process, including opportunity identification, technical and commercial proposal preparation, compliance review, and submission.
• Achieve defined sales targets, revenue growth, and market penetration for PALFINGER products and solutions.
• Build and execute account strategies for key government and strategic accounts.
• Coordinate with internal stakeholders including engineering, product management, service, and supply chain to deliver customer-specific solutions.
• Conduct customer meetings, technical presentations, and product demonstrations for government agencies and defence organizations.
• Monitor competitor activity, policy changes, and government procurement trends to identify potential opportunities.
• Maintain strong relationships with system integrators, OEM partners, and contractors involved in government projects.
• Manage contract negotiations, compliance requirements, and documentation related to government procurement processes.
• Ensure accurate sales pipeline management, forecasting, and reporting through CRM systems.
• Represent PALFINGER in industry events, defence exhibitions, and government procurement forums.

Your Qualifications

• Bachelor’s degree in engineering, Business Administration, or related field.
• 7–12 years of B2B sales experience, preferably in capital equipment, construction equipment, defence equipment, or industrial machinery.
• Proven experience in government sales, defence sector engagements, and tender-based procurement processes.
• Experience working with Indian Armed Forces, paramilitary organizations, PSUs, or government infrastructure projects is highly preferred.
• Strong understanding of public procurement systems, tender documentation, and compliance frameworks.
• Demonstrated success in managing large and strategic accounts.
• Strong negotiation, communication, and stakeholder management skills.

What We Offer

• Be part of a global technology leader where engineering excellence meets entrepreneurial spirit.in.

Are you interested in the position and still have questions? Please do not hesitate to contact us.