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Director, National Accounts

Date:  Jan 7, 2022

Chicago, IL, US, 60631

Req ID:  22592
Onsite or Remote:  Partial Remote Position

Komatsu is an indispensable partner to the construction, mining, forestry, forklift, and industrial machinery markets, maximizing value for customers through innovative solutions. With a diverse line of products supported by our advanced IoT technologies, regional distribution channels, and a global service network, we tap into the power of data and technology to enhance safety and productivity while optimizing performance. Komatsu supports a myriad of markets, including housing, infrastructure, water, pipeline, minerals, automobile, aerospace, electronics and medical, through its many brands and subsidiaries, including Joy, P&H, Montabert, Modular Mining Systems, Hensley Industries, NTC, and Gigaphoton.

Job Overview

Director, National Accounts is responsible for the development and management of a highly effective global sales organization with the mandate to meet or exceed Komatsu’s sales and profit goals.  Responsible for managing sales Nationally and cordinate with other entities globally through the various Komatsu Region organizations and assisting in their development toward self sufficiency in the promotion of Komatsu products.  Additionally, responsible for developing and managing Komatsu’s Global / National Account group to ensure Komatsu’s contractual commitments are upheld, and to expand the sales and profitability within these key customers.  Responsible for all planning, reporting and personnel functions associated with the sales team worldwide. In addition this position determines the fit and purpose for any major account to be added.


  • Total Sales – machines- $80 – 130M USD
  • National as well as Global Sales responsibility with direct senior level customer interface
  • Development of sales through Komatsu Regions
  • Transactional responsibility up to $100M USD with significant contractual risk
  • Detailed contract development and management
  • Customer development and management – mostly direct customer contact


Key Job Responsibilities

  • Develop and manage National sales team to meet or exceed KAC annual sales and profit objectives and long-term strategic growth plan.
  • Manage Komatsu National account team to ensure compliance with contact terms and to achieve KAC profit and sales goals.
  • Manage and develop domestic distribution channels according to Komatsu annual and strategic plans to achieve profit and sales targets.  Oversee ongoing dealer development activities to enhance dealer performance, share growth and profitability.
  • Provide required input and guidance to Komatsu manufacturing entities, forecasting, product development, finance and service organizations to enhance growth according to Komatsu strategic plans and goals.
  • Sales account team mentoring, career path planning and team development to ensure suitable succession planning and staff capabilities growth.
  • Provide required reporting to executive staff, participate in industry organizations, and provide input to the global Komatsu executive staff as required.
  • Domestic and international travel as required.


  • Bachelor’s degree plus min 15 years proven track record in a senior sales/marketing management role.  Must include experience in development and management of large dealers and finance activities.
  • Minimum 10 years’ industry experience with high level of knowledge of the mining industry particularly relating to the sales and marketing of large mining/construction equipment and services.
  • Minimum 10 years’ capital equipment sales experience with travel and contract management.  Finance and contract development/management skills, including experience with international business customs, payment and financing schemes.
  • Demonstrated ability to manage and lead direct reports and indirect reports to support the department goals and objectives. Ability to appraise strengths and development needs of others as well as self. Ability to provide constructive feedback and helpful coaching to continue to develop employees in their careers. Ability to create a team environment and effectively utilize resources available within the department and across the organization.
  • Ability to understand and support strategy as well as have good decision making skills. Ability to define complex problems and bring about viable solutions. Utilizes skills and resources in correctly defining complex problems and developing appropriate solutions.
  • Ability to think outside of the box, challenge the status quo and encourage continuous improvement with workflow processes and employee development.
  • Ability to establish effective relationships throughout the organization. Ability to be objective, show and foster respect for all individuals, and ability to foster collaboration among team members and influence. Must be able to manage politics and conflicts to create a positive work environment.
  • Excellent verbal and written communication skills required to communicate to all levels of the organization, second language preferable. Ability to convey sensitivity to others and share appropriate information to cooperatively and fairly resolve issues (inside & outside the organization). Demonstrated ability to be adaptable and receive constructive criticism and modify behavior as a result.
  • Ability to set high standards of performance and deliver work products and service to meet or exceed quality/quantity standards.
  • PC proficiency as required.
  • Must be able to apply the Seven principles of the KOMATSU Way where applicable.

Additional Information

Komatsu is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

Nearest Major Market: Chicago

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