"I'm a salesman" – Damien Cols 40 years with Kalmar

Damien's journey with Kalmar began in 1985, when he joined BIA, a Belgium-based dealer for heavy load handling equipment. At the time, the product that would become known as the Kalmar straddle carrier was still sold under the Finnish brand name Valmet.

In 2004, Kalmar acquired the Antwerp offices and personnel of BIA, and Damien started as Managing Director of Kalmar Belgium, a new company that was formed at the same time. This was a period of rapid growth, with Damien's team expanding from 15 to 60 people over the next few years.

"In 2007, after Kalmar Belgium had acquired another local dealer that handled the Kalmar counterweight portfolio, I investigated with the Kalmar management how to develop a Global Account Program, while continuing to sell straddle carriers in Belgium, France and North Africa," Damien recounts. "That was the start of my current position as Director Global Customers."

Closing the deals

Over the years, Damien's responsibilities expanded to include numerous roles at Kalmar, and he currently handles several major customer accounts as well as straddle carrier sales in France, Belgium and the Netherlands. Despite the extensive experience he holds in various administrative positions, his favourite part of the job has always been working directly with customers.

"I'm a salesman. I need to go to the customer and make deals," he smiles. "I have worked with a lot of different types of equipment, but if I had to choose, I would say that straddle carriers are closest to my heart."

I have worked with a lot of different types of equipment, but if I had to choose, I would say that straddle carriers are closest to my heart.

Of the many stories that Damien can recount from his career, some have acquired a status that is close to legendary in the industry. These include the time that Damien and his Finnish colleague Ilkka Annala closed a deal for 52 straddle carriers on Christmas Eve.

"At 11 am, we were on the way to our company Christmas party that was held on a boat in the port of Antwerp," Damien recalls. "The customer called and asked whether I was free, and if we could make a decision on a deal right away. I said yes, and yes. I spent the rest of the day in the customer's office and on the phone with Ilkka but managed to secure the order on time."

The customer called and asked whether I was free, and if we could make a decision on a deal right away. I said yes, and yes.

Damien Cols visiting DP World site at London Gateway.

Customer focus, internal drive

Alongside his popularity with Kalmar's customers, Damien is appreciated highly by his co-workers at Kalmar. His longest-standing colleague is Data Scientist Vincent Josse, who was also employed at dealer company BIA in the 1980s. Still working together, Damien and Vincent currently share an office at Kalmar Belgium in Antwerp. "In our early days, we had some great mentors at the company, and we still think very much along the same lines about how to do business," says Vincent. "Damien is an extremely conscientious and thorough person, which definitely shows in his work."

In our early days, we had some great mentors at the company, and we still think very much along the same lines about how to do business

Regional Service Operations Manager Herve Helluin first met Damien when working for another Valmet dealership in France, subsequently collaborating with him on straddle carrier sales. "Damien is really great with inspiring confidence with customers," Herve says. "It's always a genuine pleasure to work with him!"

"Damien is a very skilled salesperson, and also very collaborative internally with other team members," adds Daniel Ho, VP, GTO Key Account Management, who is Damien’s current supervisor at Kalmar. "He really knows how to work with customers, and he’s great with asking questions so they can tell a lot about their needs. And even with his long experience, Damien is still super motivated, looking after every deal."

And even with his long experience, Damien is still super motivated, looking after every deal.

"Damien is extremely passionate about his work," adds Karri Keskinen, Head of Global Sales, who has collaborated with Damien for approximately two years. "He is great with customers, but what truly sets him apart is that he has the ability to balance this with a positive but demanding way of driving things internally with his own team. So, he always makes sure that things get done when they need to be."

Damien Cols at Kalmar Terminal Automation Summit in London February 2017.

It's all about the people

As for key pointers for younger colleagues, Damien's advice is simple. "Go and meet your customers face to face. This is so important, as you can't do this business without meeting people. You need to maintain these relationships and be super respectful of the customer, and if you don't know the answer to a question, you get back to them later."

Go and meet your customers face to face. This is so important, as you can't do this business without meeting people.

Another lesson learned from decades of experience is the value of team members whose expertise complements one's own. "In my work, I have always been a generalist, not a specialist," Damien concludes. "Areas such as automation are extremely complex and require very specific know-how, but if you are surrounded by good people, you don't need to know everything yourself."

Areas such as automation are extremely complex and require very specific know-how, but if you are surrounded by good people, you don't need to know everything yourself.

Damien Cols at TOC Europe in Rotterdam June 2015.