Global Account Manager

Global Account Manager

Build relationships across continents. Shape the business they become.

Your strongest customer relationships are built on understanding the business—where it’s headed, what its challenges are, and where your expertise can help it grow.

As Global Account Manager at Poclain Hydraulics, you’ll put that approach to work with a strategic customer whose operations and decision-makers span multiple countries. You’ll lead the commercial relationship, identify new business opportunities, and bring together the people and resources needed to move them forward.

The global reach is part of your everyday work. You’ll connect with customer engineering, purchasing, manufacturing, and executive teams around the world, while working alongside Poclain colleagues across sales, engineering, quality, and operations. You’ll gain insight into how decisions are made across markets and help shape a coordinated approach to a significant customer relationship.

Reporting to the North American General Manager and working closely with the Group Manager of Global Accounts, you’ll combine technical understanding with commercial judgment. Your influence will extend from early discussions about future applications to the long-term agreements that support profitable growth.

What you’ll do

• Develop the global account strategy. Understand the customer’s organization, priorities, and growth plans, and align Poclain’s approach across locations and decision centers.

• Create new business opportunities. Identify potential applications, upcoming equipment redesigns, and opportunities to expand Poclain’s presence.

• Build relationships at every level. Connect technical and operational teams while developing relationships with purchasing leaders and senior management.

• Lead commercial negotiations. Negotiate pricing, long-term agreements, warranty provisions, payment and shipping terms, and other conditions that support sustainable business.

• Bring global teams together. Coordinate with local sales engineers supporting the customer’s facilities, providing direction and maintaining a consistent commercial approach.

• Guide opportunities through development. Partner with application and project engineering to advance new business and oversee the commercial accuracy of contract reviews.

• Represent the customer within Poclain. Make sure quality, cost, and delivery expectations are understood and reflected in agreed priorities and performance targets.

• Deliver business results. Manage account performance against growth, margin, pricing, and cash objectives, and lead the resolution of commercial disputes and claims.

What you’ll bring

You’re comfortable discussing a technical application with an engineer, negotiating an agreement with purchasing, and presenting a business opportunity to senior leadership. You know how to build trust across cultures and keep a complex relationship moving forward.

Your background includes:

• An engineering degree.

• At least eight years of relevant industry experience, ideally including industrial sales in an international environment.

• The technical curiosity and commercial understanding to connect customer applications with Poclain’s products and capabilities.

• Experience developing customer relationships and negotiating commercial agreements.

• An understanding of project management and the coordination required to advance technical sales opportunities.

• The ability to influence colleagues across functions and locations without relying on direct reporting authority.

• Strong communication, presentation, and negotiation skills, including proficiency in English.

• Proficiency with Microsoft Office and the ability to maintain accurate customer and opportunity information.

Frequent international travel is part of this role, including visits to customer decision centers, engineering and purchasing offices, and manufacturing facilities.

Build your next chapter with Poclain

If you enjoy the technical depth of industrial sales, the challenge of complex negotiations, and the relationships that come from working internationally, bring that experience to Poclain.