HANZA Group (founded 2008) is a global knowledge and manufacturing company that modernizes and streamlines the manufacturing industry. Today, the group has 25 factories in 7 countries, and around 3,500 employees, with a turnover of approximately SEK 6.5 billion. HANZA’s clients include leading product companies such as 3M, ABB, EATON, Epiroc, GE, Getinge, John Deere, Mitsubishi, SAAB, Sandvik, Siemens, and Tomra.
HANZA Mechanics Narva AS is a multifunctional manufacturing site in Narva, Estonia, that provides manufacturing solutions in heavy mechanics. The customers come from the mining, energy, material management, and mechanical engineering sectors, focusing on cutting, bending, welding (manual and robotic), wet and powder coating services for sheet metal and heavy mechanics.
We are looking for a
Senior Account Manager.
Meaning, you are the voice of the customer at HANZA Mechanics Narva factory. The main customer in your portfolio is hard rock (gems, metals) underground mining industry leader, SANDVIK.
About the role:
A Senior Account Manager is a high-level role responsible for managing key client relationships, driving revenue growth, and ensuring client retention. You will develop strategic plans, identify upselling opportunities, negotiate prices and contracts, while acting as the primary contact to bridge client needs with internal team deliverables.
Your portfolio has appr. 1000 heavy metal production items with sales volumes appr. 10 million euros. The expansion of the portfolio and the increase in new sales comes from the support you will offer to the customer while HANZA and Sandvik both expand their businesses. You will be responsible for quarterly price negotiations regarding metal price changes, buffer stock, liability negotiations with the customer, and, if necessary, managing the contract amendment process (for example, communicating with other account managers, if necessary, with a law firm when drafting a contract, with Finnish or Swedish units, etc).
Your challenges:
One of your challenges is to ensure correct information in the ERP (Monitor G5) system. Several cooperation partners in the metal industry do not use ERP solutions, and therefore, the information is sometimes incomplete, and there are issues related to production and delivery. Your task is to filter the accuracy of the information.
Also, we´d like you to find out new innovative ways to improve the overall work.
The desire is to eradicate the attitude that this is how it has always been done. Find out better and smart ways to improve. Perfect challenge for someone who has a lot of ideas, an achiever´s mentality, and great skills to communicate and “sell” the ideas internally too.
Message from hiring manager:
Plant Manager
Hello, Senior Account Manager!
I’m Juhan Terasmaa, a Site Manager at HANZA Mechanics Narva, running a heavy‑mechanics production site with clear accountability and very direct communication. I’m looking for a Key Account Manager who owns customers end‑to‑end and works as part of the site management team — not as a messenger between sales and production. I expect early escalations, fact‑based discussions, and the ability to say both yes and no with confidence. In return, you get a clear mandate, fast decisions, and a site where reality matters more than PowerPoint.
Welcome to the team!
Responsibilities:
- Strategic Relationship Management: nurture long-term partnerships with high-value clients, understanding their business goals to provide solutions.
- Revenue Growth & Retention: develop strategies to increase revenue from existing accounts, identify upselling/cross-selling opportunities, and lead contract negotiations.
- Internal Collaboration & Leadership: coordinate with internal teams (production, supply chain, management) to deliver projects on time, and coordinate the Customer Support Officer´s work.
- Performance Monitoring: track account performance metrics, prepare status reports for management, and resolve client issues proactively.
- Strategic Planning: propose new solutions to improve client results and delivery.
Location:
Your Skills and Experience:
- Technical (higher) education (for example: metal work, welding technology, or other similar);
- Minimum 2+ years working experience in a larger production company as a sales manager or similar;
- Proven track record of new sales;
- Ideally, a story to tell on how your overall improvement ideas turned into a practice;
- English and Russian language skills are essential;
- A B-category driving licence allows you to travel;
- You are an experienced user of any ERP (and ideally CRM) systems (FYI: HANZA is using Monitor G5, and Salesforce).
Your Social Competencies:
- A driven, ambitious spirit, an orientation towards achievements and innovation;
- Analytical and structured while working, as well as independent and able to make decisions;
- Ability to understand industry trends to anticipate future scenarios and develop effective strategies;
- Cooperative by nature, strong relationship builder and holder with internal and external peers.
We Offer:
- Health insurance (Confido).
- Team events.
- Instruction and training.
- Stable work environment and growth in an international company.
ARISTA Executive Search is a recruitment partner for HANZA. When you apply, Your personal data will be collected, held, and processed for the purpose of the selection and recruiting process according to GDPR.
