Key Account Manager, Dormakaba

Malmö, Sweden

Would you like to join a solution oriented, growing company in a role as Key Account Manager, developing new and existing client accounts?

Location: Malmö, Sweden

Alternative Location: Göteborg, Sweden

Ref nr: HN A006893

Application Deadline: Send us your application as soon as possible as we are continuously interviewing candidates in this assignment.

Karin Lindeberg


Sandra Isojärvi


As Key Account Manager at Dormakaba you will develop strategic and tactical business and growth plans with decided major accounts. Follow up with engagement activities, campaigns and clear KPIs to ensure an overall profitability with high customer satisfaction. Communicate and coach sales reps to promote the decided cross functional plans and support sales push initiatives in all districts.

You will have the authority to drive engagement with major accounts and create strategic- and tactical plans to increase our share of pocket with the customer. Be responsible for the KPIs decided in connection with budgets. You will report to Per Hammarström – Sales Manager Installation.

Location: Malmö Office and Göteborg Headquaters.  

Job description:

  • Prospecting for new customers and business in addition to growing and maintaining the existing customer portfolio.
  • Responsible for initiating and maintaining high satisfactory, responsive working relationships with clients and partners at all phases within the client lifecycle through pro-active strategic account reviews.
  • Maintain a deep understanding of clients’ business models, their overall goals, and their business needs and how dormakaba can be part of their offering.
  • Collect and feedback market intelligence to back office functions along with field concerns, issues and requirements
  • Generate proposals, initiate and participate in bid processes where applicable, plan customer meetings, and demonstrate equipment capabilities on company products to assigned clients.
  • Deliver assigned targets for profitable sales volumes and strategic objectives in assigned accounts.
  • Provide occasional coaching and guidance to peers within the sales team in order to enhance their product knowledge, technical acumen, and sales skills.
  • Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customer’s expectations.
  • Understand internal capabilities and provide time and support for other team members to be able to exceed client expectations.
  • Ensure that CRM and other business management systems are maintained and updated frequently including forecast of responsible accounts
  • Provide an open communication and information to management as requested
  • Travel frequently to attend customer meetings.

Background and experience:

  • 5-8 year’s management of national larger accounts, assertively selling technology driven products and services to commercial, institutional and or industrial customers.
  • Proven record of consistently meeting or exceeding targets.
  • Experience with Sales, especially proven track record in own sales execution, direct- and indirect.
  • Track record of value-based sales.
  • Excellent knowledge of MS Office applications.
  • Fluent in English and the local language, both written and verbal.
  • Must hold B drivers license.
  • Able to travel.


  • Knowledge of the access- and security market and the ability to understand technical system configuration.


  • Excellent presentation, written and verbal communications skills
  • Able to build strong relationships across client base at all levels
  • Ability / skills to lead and motivate a functional team
  • Strong organization and time management skills.
  • Strong interpersonal skills.
  • Ability to work on own initiative

In this recruitment, Dormakaba are cooperating with Harvey Nash. If you are interested, please apply as soon as possible as we will handle applications throughout the application period. If you have any questions regarding the role, please contact Karin Lindeberg at +46 737 73 13 49 or Sandra Isojärvi at +46 730 95 71 06.

Company Presentation:

​​​​​​​Kaba Group, from Rümlang in Zurich (Switzerland), and Dorma Group, based in Ennepetal near Düsseldorf (Germany), merged to form dorma+kaba in September 2015.  The merger has created one of the top three companies in the global market for security and access solutions, with pro forma sales of more than CHF 2 billion and around 16,000 employees. dorma+kaba is active in over 50 countries and has a presence, through both production sites and distribution and service offices, in all relevant markets.

Together, the two companies offer their customers a comprehensive portfolio of products, solutions and services for security and building access, so these customers can get everything relating to access and opening and closing doors from a single source. The portfolio includes locking systems – from cylinders, keys and locks right through to fully networked electronic access solutions – but also physical access systems and automatic door systems, as well as a comprehensive range of door hinges and fittings, door controls. These are augmented by products for time and enterprise data recording, high-security locks, horizontal sliding walls and movable partitions.

Both companies have a long tradition of innovation and engineering skill. On the way to its strategic objective of innovation leadership within the industry, dorma+kaba links customer requirements to technological trends and develops a continuous stream of groundbreaking solutions that create added value for customers and users. Around CHF 85 million, or about 5% of consolidated group sales, is invested in innovation and product development each year.

Back Apply